Phase Two

Introducing the Property - A Proper First Impression

  • Networking
  • Current Buyers
  • Announcements
  • Print, Brochure, Internet, and Mailing Exposure
  • Strategic Public Relations Exposure
  • Private Review - Market trends and recent market history
  • Broker Preview
  • Monitoring Feedback

Marketing Phase - Our Competitive Advantage

  • Networking
  • Public Relations Opportunities
  • Brochure Distribution
  • Print Advertising
  • Internet Marketing
  • Targeted Mailings
  • Responding to the Market

Showing the Property - How the Process Impacts the Result

  • Creating the Proper First Impression
  • Assessing and Engaging the Prospect
  • Highlighting Property Features
  • Differentiation
  • Answering Questions / Handling Objections: Creating Value
  • Knowing the Competition
  • Demonstrating Opportunity
  • Gathering Client Response

Creating & Monitoring Interest
A Critical Responsibility

Networking: Making Sure All Parties are Aware of the Offering
Broker Previews
Open Houses / Private Previews

Communicating with You
Keeping you Informed Along the Way

Establishing a Method and an Interval
Communicating Marketing Efforts
Communicating Activity
Market Activity: When Other Properties Sell
Changes in the Competition
Your Needs: Changes in the Sale Process

Adjustments - Changes in the Market,

Changes in our Plan

Expectations: When Circumstances Change
Shifts in the Market
Revising Our Plan
Moving Forward

Phase One

Initial Meeting - Learning your Objectives

  • The Property: Features, Details, and History
  • The Market: Important Questions
  • Making a Plan to Move Forward

Positioning Expectations, Timing, Price

  • Review of General Market
  • Market trends and recent market history
  • Near-term expectations
  • Seasonal considerations

Review of Specific Market

  • Assessing inventory
  • Assessing competition
  • Demand for property
  • Property marketing periods
  • List price to sale price ratios
  • Review of Subject Property
  • Distinguishing characteristics
  • List price and listing terms

Preparations - Getting Ready

  • Review of the Plan
  • Marketing Preparations
  • Improvements, alterations, staging
  • Photography
  • Print, media, internet marketing
  • Disclosures
  • Monitoring Changes in the Marketplace

Phase Three

Negotiating Offers

  • Communicating Before the Offer is Received
  • Attracting the Right Offer
  • Qualifying the Prospect
  • Multiple Offer Situations
  • Pitfalls in a Proposed Offer: Preventing

Future Problems - Protecting You

  • Managing Expectations
  • Positioning you to win

Executing the Contract

  • Creating a Timeline
  • Managing the Contract: Our Duties and Your Responsibilities
  • Service Providers
  • Inspections
  • Disclosures
  • Additional Negotiations (Repair Items)
  • Removal of Contingencies
  • Preparing to Close
  • Final Details

The Closing - The Day You Have Been

Waiting For is Here!

  • Transitioning You from this Property
  • Your Closing Statement
  • Post Closing Details

The Future - George Martin will here for you

  • Understanding Your Future Needs
  • Keeping You Informed
  • A Resource for the Future
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