Chapter 1 – Discovering The Key To Selling Your Property For Top Dollar & Fast

17

Are you getting the best price and terms for it?

17

The auction effect

18

The more people participate in the bidding war, the greater the price and the better the terms

19

Are you sick of cleaning your place every day before going to work and on the weekends?

20

Action Steps For Chapter 1

22

Chapter 2 – Evaluating Your Home-Selling Options

23

Why selling your house yourself could be your greatest financial mistake!

24

The biggest for-sale-by-owner myth

24

How paying a real estate commission can NET you more money from the sale of your property than not paying one

25

Most of the people who buy from private sellers are investors and bargain hunters

27

While all real estate agents are certified to sell your house… only a small number of them are qualified to sell it for the maximum price in the minimum time!

28

Most agents sell properties using the ineffective 3P formula:

29

The fourth P: Price Reduction!

29

Action Steps For Chapter 2

30

Chapter 3 –Understanding Real Estate Commissions And Why Paying One Will Be Worthwhile

31

Will you go to work tomorrow if you know you won’t be getting a paycheck unless your company achieves a certain goal?

35

Your agent is taking on all the risks of selling your property!

36

Action Steps For Chapter 3

37

Great quotation to inspire you

38

Chapter 4 – Uncovering The Amazing Nine-Step Home-Selling System™

39

Action Steps For Chapter 4

41

Chapter 5 – Step #1: Making Your Property As Appealing As Possible

43

How to prepare psychologically for the sale of your property

43

Compel prospects to imagine your house as their next dream home

44

You don’t get a second chance to make a great first impression

45

What’s a “moment of truth” and why it’s important?

45

How to make the outside of your house look appealing to your prospects

46

How to prepare the interior of your house

47

How to make the right impression with decor

49

How to declutter your house

49

Before and after photos of rooms that have been decluttered and staged

50

Do-it-yourself (DIY) improvements

54

Should you make major renovations before selling your house?

57

Should you get a pre-listing home inspection?

59

Should you get a home warranty?

60

Action Steps For Chapter 5

62

Chapter 6 – Step #2: Pricing Your Property Correctly

67

People buy properties at or close to market value

70

The pricing pyramid

70

Your motivation for selling your property

71

Competing price versus compelling price

71

The absorption rate

73

How home buyers determine value

74

The misconception about market value

75

The Price Optimization Analysis™ (POA)

75

The forward-pricing strategy

76

Comparable versus competing properties

77

Some amenities can be positive or negative

77

The factors affecting the price of your property

78

The competitive market analysis (CMA)

78

The two primary factors for hiring a real estate agent

79

Real estate market statistics you should use to help determine the correct price for your property

83

Property valuation websites

98

Zillow’s Zestimate

98

Should you leave room for negotiation?

99

The sale-to-list-price ratio

100

Are you helping your competition sell their properties?

100

Will your house qualify?

101

How to choose the amount strategically

101

Why conventional wisdom isn’t always right

103

When underpricing your house by 5% or more is a great strategy

104

Action Steps For Chapter 6

105

Great quotation to inspire you

108

Chapter 7 – Step #3: Creating Your Ultimate Online Home Tour™

109

Today’s web appeal is yesterday’s curb appeal

109

The real definition of “virtual tour”

110

People buy homes based on emotions and justify their decisions with logic

111

The Ultimate Online Home Tour™

112

2011 Profile of Home Buyers and Sellers

113

First element of The Ultimate Online Home Tour™: Professional Photos

115

A picture is worth a thousand words

117

The more you tell, the more you sell

117

A $150 juicer even has more photos than the $869,000 house

118

You don’t get a second chance to make a great first impression

120

Bad photos on the MLS (Multiple Listing Service)

121

Prospects use online tours to identify the homes not to see in person

123

Comparison between amateur and professional photos

125

To compel as many prospects as possible to view your house in person, your online tour must inspire them to imagine living in it

130

Second element of The Ultimate Online Home Tour™: Walkthrough Video

134

Third element of The Ultimate Online Home Tour™: Interactive Floor Plans

135

Fourth element of The Ultimate Online Home Tour™: Interactive Maps

138

Fifth element of The Ultimate Online Home Tour™ : Compelling Description

139

Example of a great description

144

Explain your price in the description if it’s 5% or more below market value

145

Sixth element of The Ultimate Online Home Tour™: Complete Details

145

Seventh element of The Ultimate Online Home Tour™: Contact Info

147

Eighth element of The Ultimate Online Home Tour™: A Dedicated, Mobile-Optimized Website

148

The easier you make it for prospects to learn about your house, the more of them will do so

151

Ninth element of The Ultimate Online Home Tour™: Unique Website Address

152

Action Steps For Chapter 7

153

Great quotation to inspire you

156

Chapter 8 – Seeing The Ultimate Online Home Tour™ In Action

157

The prospects who visit your house after viewing your online tour will be extremely serious about purchasing it

164

The photo section

165

The exciting interactive floor plans

167

The description

173

The features

175

The video

175

The slideshow

177

The maps

178

The share element

179

The contact info for the real estate agent

180

The tour can have different colors and be customized

182

Action Steps For Chapter 8

187

Great quotation to inspire you

188

Chapter 9 – Selling Or Buying Real Estate The Quick And Easy Way

189

The real estate agents’ home-selling model

189

How your house is shown to potential buyers

191

You still have to clean your house every day before going to work and on the weekends

192

The way agents work with their clients can wreak havoc on your life

195

The current for-sale-by-owner home selling model

196

When you’re not home, you’re off the market

197

Your possessions and personal safety are at risk

197

Are you concerned about the Coronavirus?

198

The revolutionary model for selling and buying real estate

198

Why you should show your house by appointment only

199

Real estate agents can preview your house at any time

200

Minimize the risk to your possessions and personal safety

200

Your tenant-occupied homes can also be shown easily

200

How the new home-selling model benefits the seller’s agent

201

How the new home-selling model benefits the buyer

201

Out-of-town prospects can learn about your house easily

202

How the new home-selling model benefits the buyer’s agent

203

Why you should reveal your house’s drawbacks on your online tour

204

The three main reasons most properties don’t sell

206

All agents want to make the most commission on a sale while spending the least amount of time and effort

206

The existing home-selling model is to get as many showings as possible

208

The revolutionary home-selling model is to obtain as many showings to serious prospects as possible

208

Action Steps For Chapter 9

209

Great quotation to inspire you

210

Chapter 10 – Understanding The Two Ways To Sell Real Estate

211

The price approach

212

The traffic approach

213

Action Steps For Chapter 10

214

Chapter 11 – Step #4: Driving Traffic To Online Tour For Real Estate Agents

215

Days on market (DOM) is the kiss of death of real estate sales

215

Selling your property using the Apple’s method

217

Your agent’s marketing tools

218

Online marketing medium #1: The MLS (Multiple Listing Service)

218

The biggest mistake many agents make with the MLS

219

The auction effect

223

How real estate agents search for homes for their buyers

224

Online marketing medium #2: Real estate agents

225

Online marketing medium #3: Your sphere of influence

230

Online marketing medium #4: Your agent’s clients

231

Email your agent can send to other agents regarding her agent’s open house

232

Offline marketing medium #5: Zillow.com

232

Offline marketing medium #6: Trulia.com

233

Online marketing medium #7: Realtor.com

233

Online marketing medium #8: YouTube.com

233

Online marketing medium #9: Facebook

234

Online marketing medium #10: LinkedIn

234

Your offline marketing mediums

235

Offline marketing medium #1: Your sphere of influence

235

Powerful greeting card to send to your friends to promote your online tour

235

Unique business card to promote your house

237

Offline marketing medium #2: Your agent’s clients

238

Greeting card your agent can send to clients to promote your online tour

238

Offline marketing medium #3: Real estate agents and brokers

240

Offline marketing medium #4: Ringless voicemails

240

Offline marketing medium #5: Postcards

242

Why real estate agents’ “Just Listed” postcards are ineffective

244

Why postcards are a powerful tool for marketing your house

245

Cross or multi-channel marketing

245

Offline marketing medium #6: Greeting cards

246

The importance of targeting specific residences

248

Offline marketing medium #7: Flyers

251

Typical flyer used by most agents

252

Example of an effective flyer

254

Offline marketing medium #8: For-Sale signs

255

Typical For-Sale sign used by most agents

256

The less info prospects have on your house, the more reasons they’ll have for rejecting it

257

Another major drawback of most agents’ for-sale signs

258

Effective For-Sale sign your agent can model after

260

Text message your agent can send to your potential buyers on demand

262

Offline marketing medium #9: Telemarketing

263

Offline marketing medium #10: Door Knocking

263

Passive versus active marketing strategies

264

Action Steps For Chapter 11

266

Chapter 12 – Step #4: Driving Traffic To Online Tour For Private Sellers

267

Days on market (DOM) is the kiss of death of real estate sales

267

Selling your property using the Apple’s method

270

Determining your ideal prospects

270

Your marketing tools and strategies

271

Online marketing medium #1: The MLS (Multiple Listing Service)

271

How real estate agents search for homes for their buyers

272

Online marketing medium #2: Real estate agents

273

How to handle phone calls from real estate agents

274

Online marketing medium #3: Zillow.com

275

Online marketing medium #4: Trulia.com

276

Online marketing medium #5: For-sale-by-owner websites

276

Online marketing medium #6: Craigslist.com

276

Online marketing medium #7: YouTube.com

280

Online marketing medium #8: Facebook

280

Online marketing medium #9: LinkedIn

280

Online marketing medium #9: Your sphere of influence

281

Your offline marketing tools

282

Offline marketing medium #1: Real estate agents

283

Offline marketing medium #2: Your sphere of influence

283

Offline marketing medium #3: Ringless voicemail drops

287

Offline marketing medium #4: Postcards

288

Cross or multi-channel marketing

290

Offline marketing medium #5: Greeting cards

290

Offline marketing medium #6: Flyers

292

Offline marketing medium #7: For-sale signs

294

Offline marketing medium #8: Door-knocking

297

Passive versus active marketing strategies

297

Action Steps For Chapter 12

299

Chapter 13 – Step #5: Producing The Maximum Number Of Viewings Online

303

Strategy #1: Identify and target your most qualified prospects

303

How to use the NAR’s research to sell your property for top dollar and fast

304

Discover where your online tour visitors are from

305

Strategy #2: Price your property below market value intentionally

306

Strategy #3: Bribe the buyer’s agent

308

Action Steps For Chapter 13

314

Chapter 14 – Step #6: Generating The Largest Number Of Viewings In Person

315

Action Steps For Chapter 14

316

Chapter 15 – Step #7: Obtaining The Most Competing Offers

317

How to get your property in show-ready condition

317

Deadly mistake many sellers make with showings

319

Why prospects will spend little time in your house and ask few questions

320

Why you should have a lockbox

320

The importance of keeping your mouth shut during the showing

321

Why open houses are ineffective for selling properties

322

How to hold an open house every day while you live in your house normally

325

You can invite the world to your Ultimate Online Home Tour™ and say goodbye to the dreaded open house forever

326

The only good reason for doing an open house

327

Action Steps For Chapter 14

329

Great quotation to inspire you

330

Chapter 16 – Step #8: Getting The Best Price And Terms For Your Property

331

The optimal offer doesn’t necessary mean the one with the highest price

331

How to determine your bottom-line price

332

The most commons contingencies

337

How offers are presented to you

338

How to evaluate an offer

340

Pre-qualification versus pre-approval

342

The red herring

345

How to handle low-ball offers

349

Why You Should Always Counter An Offer

350

Will you buy back your property?

352

How to handle full-price offers properly

352

How to handle emotional offers

355

How to handle the buyer’s agent’s commission

356

The buyers’ agents represent the buyers, not you

356

Avoid offering to split the difference

357

Is the first offer the best one?

359

How to sell your house faster by paying for the buyer’s closing costs

359

How to have the upper hand during your negotiations with the buyers

362

Create the auction effect that generates the highest number of competing offers

363

Why you should write the purchase and sale agreement yourself

364

Action Steps For Chapter 15

366

Chapter 17 – Step #9: Closing The Transaction Smoothly And On Time

367

The difference between “in escrow” and “under contract”

369

How to handle the disclosure statements

370

How to manage title issues

380

The appraisal contingency

382

The difference between an appraisal and an inspection

383

How to handle the inspection contingency

384

How to manage the financing contingency

385

How to deal with the appraisal

385

How to handle the final walk-through inspection

388

Action Steps For Chapter 17

394

Chapter 18 – Uncovering Why Your Property Hasn’t Sold Or Didn’t Sell And How To Sell It For Top Dollar And Fast This Time

395

How to help your agent sell your property for the best price and terms, in the shortest time, and with the least aggravation to your family

396

The primary reasons your house hasn’t sold

397

How to find out what marketing your agent has done for your house

400

How to help your agent sell your house faster and for top dollar, while causing the least amount of aggravation to you and your family

402

Your option #1: Keep your house off the market

403

Your option #2: List your house with the same agent

403

Your option #3: List your house with a new agent

403

Never hire an agent based solely on the price she agrees to list your house for

404

Why the agent who gave you this book can help you achieve your home-selling goal or solve your home-selling problems better than most other agents

406

What is a system and why is an effective home-selling system necessary to sell your house for the maximum price in the minimum time and with the least amount of stress to your family?

406

How The Amazing Nine-Step Home-Selling System™ even lets new agents sell your property faster and for more money than many 20-year veteran ones

407

What will happen when you contact an agent who gave you this book

408

You can cancel the agreement at anytime without any penalties

410

Your house is guaranteed to sell within 60 days

412

How to handle phone calls and visits from real estate agents

413

Your option #4: Sell your house on your own

416

Action Steps For Chapter 18

417

Great quotation to inspire you

418

Chapter 19 – Determining Whether Selling Your House On Your Own Or Through A Real Estate Agent Is The Better Choice For You

419

The reasons private sellers get less money for their properties than the agent-assisted ones

419

The six reasons you should hire a listing agent

421

Important lesson you can learn from Mark Twain’s quotation

424

Do not hire another real estate agent until you have done this

426

How to sell your house on your own

428

How to determine the amount of money you could make or lose by selling your house yourself within 60 seconds

429

How to get the most money out of your home as a private seller

432

How to get a POA (Price Optimization Analysis™)

432

How to list your house on the MLS

433

How to handle phone calls and visits from real estate agents

434

Effective for-sale-by-owner For-Sale sign you can model after

437

Poor For-Sale sign most private sellers use

438

Action Steps For Chapter 19

440

Chapter 20 – Achieving Your Home-Selling Goals Or Solve Your Home-Selling Problems So You Can Move On With Your Life

441

Option #1: You’re selling your house through a real estate agent

441

Option #2: Your home was on the market and it didn’t sell

441

Option #3: You’re selling it on your own

441

Option #4: You’re planning to sell it within the next six months

442

Question #1: “Should I sell now or wait until the spring?”

442

Question #2: “Should I wait until I have found a new home before selling my current one?”

443

Question #3: “If I sold my property and couldn’t buy a suitable home, where will my family live?”

443

Question #4: “Should I wait for prices to go up before selling?”

444

Question #5: “Should I make major renovations before selling?”

444

Question #6: “Why should I choose your member agent instead of one that is a top listing agent in my area?”

444

Question #7: “What do I do if I have made appointments with other agents.?”

445

Question #8: “How much commission will your member agent charge?”

445

Question #9: “What guarantee will your member agent offer me?”

446

Question #10: “Can I get a discount if I use the same agent to sell a home and buy another one?”

447

Question #12: “Do I still have to pay a commission if I sell my home to someone that might buy it before I hire your member agent?”

447

Are you suitable to work with my member agent?

447

Action Steps For Chapter 20

450

Chapter 21 – Helping Your Friends Sell Their Properties For Top Dollar And Fast While Making A Difference On Our Planet

451

How to help reduce air pollution

452

How to save money on gasoline

452

How to share your success story with me

452

Action Steps For Chapter 21

453

Great quotation to inspire you

454

Appendix 1: NAR’s 2011 Profile of Home Buyers and Sellers

455

Appendix 2: How to get the next version of this book for free

456

Index

457

About The Author

459

Great quotation to inspire you

461