Brought to you by…

2. Part 3 of 3 Brought to you by…

3. Your Instructor… Kerry Krumenacker Curriculum Advisor… HallieAgostinelli an Organized Home

4. What is the big deal about Staging?

5. 6-13 % Increases in Price • NAR • National Builders Association • HGTV

6. Up to 40% reduction D.O.M • NAR • A.S.P. • National Builders Association • HGTV

7. 94% 94% of ASP Staged Homes sell on average in 29 days or less

10. More important than all that… Can you as a REALTOR get in more living rooms… Take more listings Sell more houses as a Real Estate Staging Expert?

11. Prospect Differently… • Free CMA – How Much is Your Home Worth – Broker’s Price Opinion • Market Data Reports – Neighborhood News – Property Resale Reports • 60 Day Sale Guarantee – 30 Day Sale Guarantee • If I can’t sell your home I’ll buy it. • I’ll sell your home in 60 days or less • or I will make the mortgage payment until it’s sold • Move with me and use this truck for free • Highest Price if you can close by “Thanksgiving”, The New Year, April 1, May 30 Free Staging Evaluation 8 page report valued at $600 Absolutely Free and with No obligation Increase Your Sale Price By 6-13% Speed up your sale by as much as 40% Free Staging Service Call …. Certified Staging Professional $600 Pre-listing Evaluation & Analysis Free of Charge when you call…

12. Remodeling vs. Common Sense Repair vs. Maintain Staging vs. Preparation

13. Home Study… Assignment service@associateworx.com Must include this Summary!!! Priorities Estimates of investment

14. During Part III… • We Focus on Marketing Yourself • Creating the Proper Context • Making Good Business Decisions w/ Your New Staging Designation

15. 8 ways to a listing appointment Personal Referral Past Customer Happenstance Telemarketing Door knocking Door Hangers Direct Mail Advertisement

16. Oh I am so glad you called… What I can prepare for you is a Broker’s Price Opinion… This is the same documentation and analysis that our company prepares for Banks and Investors. It is a very thorough assessment of your home, the neighborhood and all the comparable neighborhoods that will effect your home in the marketplace. I can have a Broker Price Opinion prepared at no cost and no obligation And I can present it to you over this coming weekend. Does that sound like a good place to start. Oh I understand, if your not quite ready… I would like to offer you another FREE service which our company offers. 2013 is one of the most competitive Real Estate Markets so our company has devised a very effective way to help you protect your equity and get the Highest possible price for your home, whenever you decide to sell it. I know you have heard of staging… Our company offers a comprehensive pre-listing staging analysis. We thoroughly inspect the property and indentify areas which you can capitalize on current market conditions to achieve the highest possible price. Would you like me to schedule your FREE Pre-listing Staging Analysis now. • Did you know??? • Move in ready homes are AT AN ALL TIME LOW in today’s inventory. • We have buyers right now… • That do not want to buy a FORECLOSURE and FIX IT UP • That don’t want to renovate a mess • That don’t want to wait for a short sale • So many of the houses on the market today are just in terrible condition • If we make the right decision following our BPO and Staging Analysis • We Can Really do well in today’s R.E. Market! Personal Referral Past Customer Happenstance

17. Good Morning I am sorry to call (stop by) you so early but I needed to catch you before you went to work. I have been watching your property closely on the market ______________ Today when I pulled up the listing it had been taken off the market (expired only) We have been selling homes just like your for more than ____ years. I want to show you exactly why your home hasn’t sold. Could I stop by tonight when you get home from work so I can show you? What has happened with your listing so far? And why your house hasn’t sold. Telemarketing Door knocking Expireds and Version for FSBOs

18. Good Morning I am sorry to call (stop by) you so early but I needed to catch you before you went to work. I noticed that you made the decision to not market your property professionally. I would like to offer you a FREE service that can help you get the highest price. Our company provides professional Brokers Price Opinions and Pre-Listing Inspection services to banks and governmental agencies. I am authorized to offer you those same services with no cost and no obligation. One of the most valuable services we offer is a RESE Staging Analysis which help our sellers capitalize on current market conditions to achieve the highest possible price and protect the equity they have remaining in their home. Would this weekend be a good time to schedule your FREE staging . Telemarketing Door knocking

19. Door Hangers

21. 5. Direct Mail

23. Secure the appointment… • Preparation • Nickel Tour • Safe Island • Listing Presentation • Make business decision • Proceed with Staging Evaluation

24. Full C.M.A, • Destination Property Research • Loan Advisor and/or Good Faith Estimate • Listing Book, Measuring Device, Digital Camera, Electronic Lockbox • Certified Staging Professional 8 page analysis Preparation…

25. Smile, approachable, friendly, well dressed, match and mirror… “Rapport” • Enhance credibility with anecdotes and light conversation • Compliment, notice and point out upgrades and improvements • Reveal underlying motivation with trust and rapport • Elaborate on Staging process, certification, statistics and success stories Nickel Tour…

26. Safe Island… • Create a time line • Let them know what to expect • Ask for permission • Lower defenses • Gain control

27. Presentation… • Myself • My Company • Our Marketing • Exposure – • Realtor. COM – NLS – MLS – Internet Syndication • Unique Selling Propositions Hero Home Source

28. Is this Prospect open to dialogue regarding price and immanent move? • What is the likelihood that this client will list with me? • If this home is listed with me, can I sell it now or in the next 12 months? • Is there some impending situation that will increase this seller’s motivation? • Do I want to work with this person for the next 3-12 months? Make a business decision…

29. #1 Rookie Mistake is to become a Gopher or a Chauffer Proceed with Staging Evaluation… • 5-15 minute room by room checklist to highlight staging concerns • 30-90 minute immediate detailed evaluation including specific staging improvements • Schedule professional analysis and in depth consultation for maximum effectiveness

30. 15 Minute Version

31. #1 Rookie Mistake is to become a Gopher or a Chauffer Proceed with Staging Evaluation… • 5-15 minute room by room checklist to highlight staging concerns • 30-90 minute immediate detailed evaluation including specific staging improvements • Schedule professional analysis and in depth consultation for maximum effectiveness

33. Do it yourself • learn the tools and apply them • Upgrade your education • Use the buddy system • pair up with another Realtor in our office • Employ a professional • MHM Professional online services • Find a local vendor (negotiate a deal) You have three options

34. IF YOU TURNED IN YOUR HOMESTUDY ASSIGNMENTservice@associateworx.comComplete your course atwww.associateworx.com/staging

35. Certification!

39. Your Regional Lending Partner