Secrets to a Successful Sale
3 Key Elements Determine How Quickly a Home Sells:
Correct pricing is essential for a timely sale. Even the best marketing will not bring buyers if the price is too high.
Think about it — Would you pay thousands more for the exact same new car, just because one dealer advertises on Billboards all around town? Of course not! The same is true when it comes to home buyers. They are comparison shopping. The more properties they tour, the more they understand exactly what is a fair price in today’s market.
How is an accurate list price established?
The Hoagland Group prepares a Comparable Market Analysis (CMA). It’s comprised of similar homes in your neighborhood/area which:
· Sold within the past 6-12 months
· Are currently for Sale
· Were rejected by buyers
After reviewing the pictures, improvements, updates, square footage and other listing details, the Hoagland Group and Seller jointly determine a listing price.
How does an appraisal affect the sales price?
In today’s market, we have to “sell” the price to 3 people:
The Real Estate Agent: They will use market comparables and their knowledge of the neighborhood to offer advice on pricing to the buyer.
The Buyer: They will determine their own opinion of the value based on comparing the features and condition of the property with other homes they have viewed.
The Appraiser: Every lender requires a home appraisal and the value must meet or exceed the sale price. Appraisers use the same criteria for value that The Hoagland Group uses in their CMA. If the appraisal comes in lower than the sale price, then the lender will not loan the money for the purchase. Right now, appraisals are helping to keep an artificial ceiling on increasing prices.
CONDITION & STAGING
Condition applies to both the overall maintenance and how the property shows.
Staging is simply getting your home ready for showings and media presentation. It is not the same as decorating!
The Hoagland Group offers low price, high impact suggestions that enhance your properties appeal to the most buyers. They will recommend depersonalizing, neutralizing and updating where needed.
If it needs more attention…we call in the professionals at Home Matters!
The Hoagland Group puts marketing dollars where they are most productive!
Every year the National Association of Realtors (NAR) conducts an extensive Home Buyer Study to determine where buyers are finding their new homes. The Hoagland Group reviews this study as soon as it is published and adjusts their Marketing Campaign around the results.
So Where Are Buyers Finding Their New Homes?
#1 – Online
The Hoagland Group’s on-line marketing plan ensures every
property is found — wherever buyers are looking!
On Every Broker Website:
On Hundreds of National Search Sites:
Where over 31 million homebuyers are searching. And Hoagland Group listings aren’t just found, they’re featured! We purchase enhanced ads which are prominetly displayed at the top of searches for maximum exposure. This also includes weekly listing performance reports which are emailed to sellers so they can see how many people are viewing their online ad.
On Search Engines:
The Hoagland Group advertises via Pay Per Click on Google — driving more buyers directly to their listings! They also understand how to use keywords when writing blogs, property discriptions, individual property websites and publishing videos so their listings rank higher in search results. More exposure — More sales!
On Social Media:
The Hoagland Group advertises listings and connects with buyers on popular social networking sites.
The Hoagland Group produces and publishes a custom YouTube video for each listing. These videos are embedded into the property websites and mobile home tours.
On Your Unique Property Website:
Designed to capture and engage buyers complete with HD virtual tours.
#2 – Real Estate Agents
The Hoagland Group not only markets to buyers, but also agents. They maintain a database of every agent they’ve ever completed a sale with. That’s hundreds of agents!
Personalized Emails: Hoagland Group Exclusive!
Sent to their own database of agents for each new listing or price reduction.
Announcements at Keller Williams Office Meetings:
KW Indy Metro South has more agents and sells more houses than any other southside brokerage.
Agent Networking Lunches
Broker Open Houses
Pre-showing Announcement: Hoagland Group Exclusive!
Prior to every showing, buyer agents are emailed a PDF with all of the details of the property they are showing — including:
– Neighborhood information
– School Information
– Floor plans, property lines etc.
– Utility information
– Neighborhood price comparables
– Letter from the homeowner (optional)
No matter what agent is showing your home — it’s essential they have all of the information needed to answer the buyer’s questions. The Pre-showing Announcement ensures they have all of the details at their fingertips so they are prepared to write an offer without leaving the property. Click here to download an example.
#3 – Signs & Flyers
Capturing Drive-By Traffic!
The Hoagland Group’s signs are custom designed with their seller’s in mind. They look nice AND they direct drive-by calls directly to their phones. No generic office number where another agent answers who isn’t knowledgeable or motivated to sell your property!
Custom designed e-Flyers that buyers can view from the comfort of their car! Plus the Listing Booster application captures buyer’s phone numbers so The Hoagland Group can follow up.
Prefer paper flyers? No problem. We can do that too!
See how it works!
#4 – Model Homes & Open Houses
The NAR Buyer Study combines sales from builder Model Homes with agent Open Houses to arrive at this 7%. Think about the number of Model Homes throughout the country and you quickly realize where the majority of the sales take place!
So how effective are Open Houses? It depends on the market. If you happen to watch HGTV you will see buyer’s flocking to Open Houses and making offers on the spot. That may happen in California, but generally it’s just not the same here!
Our experience, after hosting many Open Houses in our local market over the years:
– They could sell the home, but not likely
– Most buyers who attend Open Homes are at least 6 – 12 months away from purchasing
– Nosy neighbors make up the majority of the visitors
– They are a lot of work and a major inconvenience for sellers
– There are safety and security issues to consider when inviting unaccompanied strangers into your home — including identity and prescription drug theft
– BUT! Recently, our market has changed! We have found that holding open a newly listed house helps create excitement and interest. Our Buyer Specialist is highly effective at setting-up and running an open house. If our seller is open to the idea, she would be delighted to serve!
The rest of the time?? We use our Mobile Virtual Tours to keep your property Open 24/7!
# 5 – Other
Neighbors, friends, relatives, etc.
The Hoagland Group utilizes Facebook Posts, Facebook Advertising, Google+ and Just Listed Mailings to spread the word.
#6 – Print
What used to be the “go to” advertising in Real Estate has shrunk to an effective rate of only 3%. In today’s quick paced real estate market, the majority of print advertising is outdated before its published. Since it’s ineffective and very expensive the Hoagland Group minimizes print marketing in order to keep brokerage fees as low as possible for sellers — why pass along this expense to sellers when it simply doesn’t work?