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Der
ek G
ilber
tLi
stin
g an
d M
arke
ting
Con
sulta
tion
Und
erst
andi
ng T
he P
rinci
ples
�K
ELLE
R W
ILLI
AM
S®�C
onsu
ltant
Vs.
Age
nt�K
ey O
bjec
tives
�Sou
rces
of B
uyer
s�M
arke
ting
�Con
trolli
ng F
acto
rs�P
repa
ring
for t
he O
ffer
�P
roce
ssin
g th
e Sa
le�P
ricin
g Fa
ctor
s
To K
elle
r Will
iam
s W
ebsi
te
Mo
And
erso
nC
EO
Gar
y K
elle
rC
hair
man
Of T
he B
oard
Abo
ut K
ELLE
R W
ILLI
AM
S ®R
ealty
�Fo
unde
d in
Aus
tin, T
exas
, on
Oct
ober
18,
198
3.
�K
ELLE
R W
ILLI
AM
S®R
ealty
laid
the
foun
datio
n fo
r age
nts t
o be
com
e re
al e
stat
e bu
sine
ss p
eopl
e.�
Mo
And
erso
n ow
ned
the
#3 fr
anch
ise
in th
e la
rges
t rea
l est
ate
com
pany
in th
e w
orld
. �
Gar
y K
elle
r was
cho
sen
by R
ealto
rs a
cros
s the
U.S
. as o
ne o
f fiv
e of
the
�M
ost A
dmire
d�R
EALT
OR
S®in
the
natio
n.
KE
LL
ER
WIL
LIA
MS®
FAC
TS:
��M
ost I
nnov
ativ
e R
eal E
stat
e C
ompa
ny�
�In
man
New
s. �5
7,14
6 +
real
est
ate
cons
ulta
nts.
�549
+ o
ffice
s in
the
U.S
. and
Can
ada.
�5th
larg
est r
eal e
stat
e co
mpa
ny in
Nor
th A
mer
ica.
�Exc
elle
nce
in re
al e
stat
e co
nsul
tatio
n tra
inin
g.
KEL
LER
WIL
LIA
MS ®
Rea
lty
The
KEL
LER
WIL
LIA
MS ®
Cul
ture
Win
-Win
�or
no
deal
Inte
grity
�do
the
right
thin
gC
omm
itmen
t�in
all
thin
gsC
omm
unic
atio
n �
seek
firs
t to
unde
rsta
ndC
reat
ivity
�id
eas b
efor
e re
sults
Cus
tom
ers�
alw
ays c
ome
first
Team
wor
k�
toge
ther
eve
ryon
e ac
hiev
es m
ore
Trus
t�st
arts
with
hon
esty
Su
cces
s�re
sults
thro
ugh
peop
le
Con
sulta
nt V
s. A
gent
Fidu
ciar
y (C
onsu
ltant
)
�A
dvis
es a
nd C
onsu
lts�
Educ
ates
and
Gui
des
�In
volv
ed in
Dec
isio
n Pr
oces
s�
Use
s Jud
gmen
t and
Exp
erie
nce
�Ir
repl
acea
ble
�H
ighl
y C
ompe
nsat
ed
Func
tiona
ry (A
gent
)
�D
eliv
ers I
nfor
mat
ion
�Te
lls a
nd S
ells
�St
ays o
ut o
f Pro
cess
�Fo
llow
s the
Rul
es a
nd P
roce
dure
s�
Rep
lace
able
�M
inim
ally
Pai
d
To K
elle
r Will
iam
s W
ebsi
te
Nam
e:D
erek
Gilb
ert
Prof
essi
onal
Des
igna
tions
:Ce
rtifi
ed R
esid
entia
l Inv
esto
r R
epre
sent
ativ
e (C
RIR
)-
Com
mer
cial
Rea
l Est
ate
Inst
itute
Mem
ber
of A
rizon
a R
eal E
stat
e In
vest
men
t As
soci
atio
n-
AZR
EIA
Mem
ber
of K
W A
gent
Lea
ders
hip
Coun
cil
Educ
atio
n:Ba
chel
ors
Deg
ree
in C
ompu
ter
Scie
nce,
Car
roll
Colle
ge, W
ILa
ngua
ges:
En
glis
hFa
mily
: M
arrie
d w
ith 2
dau
ghte
rs.
Hob
bies
:M
usic
, Tra
vel,
Snow
boar
ding
, Exe
rcis
eAw
ards
: AL
C Le
ader
ship
Aw
ard,
Dia
mon
d Ac
hiev
emen
t Aw
ard,
Mill
ion
Dol
lar
Club
, Roo
kie
of t
he Y
ear,
Gra
nd S
lam
Aw
ard
My
Bio
grap
hy
You
r REA
LTO
R®
Der
ek G
ilber
t
Test
imon
ials
�"D
erek
man
ages
all
the
littl
e de
tails
of
a re
al e
stat
e tr
ansa
ctio
n!
In a
ddit
ion
, he
is v
ery
proa
ctiv
e. I
nev
er h
ad t
o ca
ll h
im a
nd
he
alw
ays
calle
d m
e fi
rst
and
kept
me
info
rmed
.�
Bon
iqu
eEd
war
ds
�"D
erek
has
an
in-d
epth
kn
owle
dge
of t
he
met
ropo
litan
Ph
oen
ix m
arke
t. P
lus
he
anal
yzes
pro
pert
ies
from
an
inve
stor
�s p
oin
t of
vie
w. T
hes
e fa
ctor
s w
ere
cru
cial
in
hel
pin
g m
e lo
cate
pro
fita
ble
deal
s.�
Ber
nar
d U
sser
y
�"D
erek
Fle
xed
wel
l wh
en o
ur
hom
e fe
ll ou
t of
esc
row
. Lin
dy w
as a
wes
ome.
We
enjo
yed
wor
kin
g w
ith
Der
ek�s
Tea
m.�
Ch
eryl
an
d Jo
se A
yala
�"D
erek
is t
he
best
Rea
ltor
we
ever
had
! H
e is
gre
at t
o w
ork
wit
h!�
Jef
f an
d Je
nn
ifer
Jo
hn
son
��I
did
not
hav
e to
ask
man
y qu
esti
ons.
I w
as k
ept
abre
ast
acro
ssco
un
try.
��T
her
e w
ere
tim
es I
th
ough
t h
e sh
ould
hav
e be
en o
ff o
r re
stin
g an
d h
e w
as w
orki
ng
on
my
beh
alf.
�
�"D
erek
is n
ot j
ust
look
ing
to m
ake
a co
mm
issi
on. H
e en
cou
rage
d m
e to
hav
e th
e pa
tien
ce t
o fi
nd
the
righ
t pr
oper
ty a
nd
stee
red
me
away
fro
m le
sser
dea
ls. T
his
kin
d of
in
tegr
ity
is h
ard
to f
ind.
� B
ern
ard
Uss
ery
��A
s I'
m a
fou
r ti
me
hom
e bu
yer/
build
er, w
ith
him
I r
ecei
ved
serv
ice
I do
n't
bel
ieve
was
de
fin
ed in
Rea
lty
sch
ool.
His
you
thfu
l app
eara
nce
is d
ecei
vin
g of
his
per
form
ance
. I'm
lo
okin
g fo
rwar
d to
him
han
dlin
g m
y ne
xt p
rope
rty.
� B
ren
da J
arre
tt
Key
Goa
ls�
PRIC
ING
�yo
ur h
ome
at th
e pr
oper
ty�s
fair
mar
ket v
alue
.
�TIM
ING
�in
the
desi
red
time
perio
d.
�CO
NV
EN
IEN
CE
�se
lling
your
hom
e w
ith
the
leas
t am
ount
of i
ncon
veni
ence
.
24Po
int A
ctio
n Pl
anM
y O
bjec
tive
s A
re t
he
Follo
win
g:
1. T
o as
sist i
n ge
tting
as
man
y qu
alifi
ed b
uyer
s as p
ossi
ble
into
you
r hom
e un
til it
is so
ld.
2. T
o co
mm
unic
ate
to y
ou w
eekl
y th
e re
sults
of o
ur a
ctiv
ities
. 3.
To
assis
t you
in n
egot
iatin
g th
e hi
ghes
t dol
lar v
alue
� b
etw
een
you
and
the
buye
r.
The
Follo
win
g A
re t
he
Ste
ps I
Tak
e to
Get
a H
ome
Sol
d �
th
e �P
ro-A
ctiv
e A
ppro
ach
�:
1. E
xpos
e to
ove
r 40,
000
real
est
ate
prof
essi
onal
s with
the
max
imum
(6) p
hoto
s, V
irtu
al T
our,
and
a
com
plet
e an
d ac
cura
te li
stin
gpl
aced
in th
e M
LS2.
Pric
e yo
ur h
ome
com
petit
ivel
y �
to o
pen
the
mar
ket v
s. na
rrow
ing
the
mar
ket.
3. P
rom
ote
your
hom
e at
the
com
pany
sale
s m
eetin
g.
4. D
evel
op a
list
of f
eatu
res o
f you
r hom
e fo
r the
Bro
kers
to u
se w
ith th
eir p
oten
tial b
uyer
s. 5.
Mai
l/Em
ail a
feat
ures
she
et to
the
top
50 a
gent
s in
the
mar
ketp
lace
for t
heir
pote
ntia
l buy
ers.
6. S
ugge
st &
adv
ise a
s to
any
chan
ges y
ou m
ay w
ant t
o m
ake
in y
our p
rope
rty to
mak
e it
mor
e sa
leab
le.
7. C
onst
antly
upd
ate
you
as to
any
cha
nges
in th
e m
arke
tpla
ce.
8. P
rosp
ect 4
hou
rs p
er d
ay a
nd ta
lk to
30-
40 p
eopl
e pe
r day
look
ing
for p
oten
tial b
uyer
s. 9.
Con
tact
ove
r the
nex
t sev
en d
ays �
my
buye
r lea
ds, s
pher
e of
influ
ence
and
pas
t clie
nts o
r the
ir re
ferra
ls an
d pr
ospe
ctiv
e bu
yers
.
cont
inue
d10
. Exc
lusi
vesi
gn ri
der w
ith T
oll F
ree
num
ber t
hat a
llow
s m
e to
cap
ture
eac
h an
d ev
ery
calle
r �ju
st tr
y it
your
self.
11. E
mai
l Mar
ketin
gof
you
r hom
e to
ove
r 500
loca
l & n
atio
nal R
ealto
rs.
12. D
irec
t mai
l mar
ketin
gof
you
r hom
e to
you
r nei
ghbo
rs.
13. P
hoto
Incl
usio
n &
Int
erne
t Mar
ketin
gon
nat
iona
lly e
xpos
ed w
ebsi
tes:
ww
w.R
ealto
r.com
, w
ww
.Kel
lerW
illia
ms.c
om, w
ww
.cra
igsl
ist.c
om, w
ww
.Der
ek-G
ilber
t.com
14. A
dd a
dditi
onal
exp
osur
e th
roug
h a
prof
essio
nal s
ign,
aud
io to
urs,
and
lock
-box
15. P
rovi
de e
ffect
ive
buye
r tra
ckin
g sy
stem
s for
effi
cien
t sal
esfo
llow
up.
16
. Whe
neve
r pos
sibl
e pr
e-qu
alify
the
pros
pect
ive
buye
rs.
17. K
eep
you
awar
e of
the
vario
us m
etho
ds o
f fin
anci
ng th
at a
buy
er m
ight
wan
t to
use.
18
. Whe
n po
ssib
le h
ave
the
coop
erat
ing
Brok
er in
the
area
tour
you
r hom
e.
19. F
ollo
w-u
p on
the
sale
speo
ple
who
hav
e sh
own
your
hom
e �
for t
heir
feed
back
and
resp
onse
. 20
. Ass
ist y
ou in
arra
ngin
g in
terim
fina
ncin
g �
if n
eces
sary
. 21
. Rep
rese
nt y
ou o
n al
l offe
r pre
sent
atio
ns �
to a
ssur
e yo
u in
neg
otia
ting
the
best
pos
sible
pric
e an
d te
rms.
22. H
andl
e al
l the
follo
w-u
p up
on a
con
tract
bei
ng a
ccep
ted
� a
ll m
ortg
age,
title
and
oth
er c
losi
ng
proc
edur
es.
23. P
erso
nal c
oach
ing
or p
repa
ring
your
hom
e fo
r top
dol
lar s
ale.
24. D
eliv
er y
our c
heck
at t
he c
losi
ng.
Mar
ketin
g Y
our H
ome
�In
put y
our l
istin
g to
MLS
. �
Inst
all n
atio
nally
reco
gniz
ed si
gn.
�Pr
ovid
e in
form
atio
n fli
ers.
�Pr
icin
g G
uida
nce.
�Pr
epar
e A
dver
tisin
g.
�V
irtua
l Tou
rs w
hen
Req
uest
ed.
�G
ive
Feed
back
on
show
ings
.�
Rev
iew
con
tract
s and
repr
esen
t you
in
nego
tiatio
ns.
�G
uida
nce
in st
agin
g yo
ur p
rope
rty.
�Tr
ack
Buy
er L
eads
�C
ompl
ete
all r
epai
rs a
nd c
lean
ing.
��S
tage
� yo
ur h
ome
to b
e ap
peal
ing.
�H
ide
valu
able
s (al
so p
resc
riptio
ns).
�K
eep
mar
ketin
g in
form
atio
n ou
t for
pr
ospe
ctiv
e bu
yers
.�
Cal
l me
if in
form
atio
n is
dep
lete
d.�
Leav
e pr
emis
es fo
r sho
win
gs.
�C
all m
e w
ith a
ny q
uest
ions
.�
Ref
er fr
iend
s and
acq
uain
tanc
es w
ho
mig
ht b
e in
tere
sted
in y
our p
rope
rty.
�R
efus
e to
dis
cuss
term
s with
pr
ospe
ctiv
e bu
yers
or t
heir
agen
ts.
Age
ntC
lient
Our
Res
pect
ive
Dut
ies
Wha
t You
Do
& D
on�t
Con
trol
Selle
r C
ontr
ols:
�Pr
oper
ty C
ondi
tion
�A
vaila
bilit
y fo
r Sh
owin
g �
Pric
e �
Hom
e W
arra
nty
Selle
r D
oesn
�t C
ontr
ol:
�C
ompe
titio
n�
Buy
er�s
or
Selle
r�s M
arke
t�
Inte
rest
Rat
es�
Whe
n T
he P
erfe
ct B
uyer
W
alks
Thr
u D
oor
Pric
ing
Mis
conc
eptio
nsIt
is v
ery
impo
rtant
to p
rice
your
pro
perty
at c
ompe
titiv
e m
arke
t val
ue a
t the
si
gnin
g of
the
listin
g ag
reem
ent.
His
toric
ally
, you
r firs
t off
eris
usu
ally
you
r be
st o
ffer.
Buy
ers
& S
elle
rs D
eter
min
e V
alue
The
valu
e of
you
r pro
perty
is d
eter
min
ed b
y w
hat a
BU
YER
is w
illing
to p
ay a
nd a
SEL
LER
is w
illing
to a
ccep
t in
toda
y�s
mar
ket.
Buye
rs m
ake
thei
r pric
ing
deci
sion
bas
ed o
n co
mpa
ring
your
pro
perty
to o
ther
pro
perty
SO
LD in
you
r are
a.
WH
ATYO
U
PAID
WH
ATAN
OTH
ERAG
ENT
SAYS
WH
ATYO
U
NEE
D
WH
ATYO
U
WAN
T
CO
STTO
REB
UIL
DTO
DAY
WH
ATYO
UR
NEI
GH
BO
RSA
YS
Hom
e W
arra
nty
Plan
sH
ome
war
rant
y pl
ansg
o a
long
way
to a
llevi
ate
som
e
risks
and
con
cern
s. F
or a
mod
est p
rice,
the
selle
r can
pro
vide
to th
e bu
yer a
one
yea
r war
rant
y co
verin
g sp
ecifi
ed h
eatin
g,
plum
bing
, ele
ctric
al, w
ater
hea
ter o
r app
lianc
e br
eakd
owns
.
Cov
erag
e un
der m
ost p
lans
com
men
ces a
t clo
sing
. In
all
case
s, th
ere
are
impo
rtant
lim
itatio
ns a
nd e
xclu
sion
s
(exa
mpl
e: a
pplia
nces
/sys
tem
s mus
t be
oper
ativ
e at
com
men
cem
ent o
f cov
erag
e).
Selli
ng P
rice
Vs.
Tim
ing
�Ti
min
g is
ext
rem
ely
impo
rtant
in th
e re
al e
stat
e m
arke
t.�
A p
rope
rty a
ttrac
ts th
e m
ost a
ctiv
ity fr
om th
e re
al e
stat
e co
mm
unity
and
po
tent
ial b
uyer
s w
hen
it is
firs
t lis
ted.
�It
has t
he g
reat
est o
ppor
tuni
ty to
sell
whe
n it
is n
ew o
n th
e m
arke
t.
WEE
KS O
N M
AR
KET
A C T I V I T Y
1
2
3
4
5
6
7
8
Prep
arin
g Fo
r The
Off
er
�A
CC
EPTA
NC
E.Si
gned
by
all p
artie
s, da
ted,
del
iver
ed�
con
grat
ulat
ions
, yo
u�re
on
your
way
to h
avin
g yo
ur p
rope
rty so
ld!
�R
EJEC
TIO
N.U
ncon
ditio
nal�
unf
ortu
nate
ly, y
our h
ome
is st
ill o
n th
e m
arke
t.
�C
OU
NTE
R O
FFER
.Any
cha
nge
to th
e co
ntra
ct
cons
titut
es a
cou
nter
offe
r. Y
ou a
re n
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the
rene
gotia
tion
stag
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�N
O A
CTI
ON
.Equ
als r
ejec
tion.
You
r hom
e is
st
ill o
n th
e m
arke
t.
In sl
ow e
cono
mic
tim
es, o
ffer
s to
purc
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rout
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y co
me
in �
low
� w
here
as
in h
ealth
y ec
onom
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mes
, off
ers a
re c
lose
r to
the
aski
ng p
rice.
Do
not b
e of
fend
ed b
y an
y of
fer r
ecei
ved.
Be
offe
nded
by
buye
rs w
ho to
ur y
our
prop
erty
and
don
�t su
bmit
an o
ffer.
Hom
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lling
Pro
cess
MA
RK
ET R
ESEA
RC
H
LIST
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SIG
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OFF
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MU
LTIP
LE L
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CO
NTA
CT
PRO
SPEC
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SHO
WIN
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OPE
N H
OU
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ER
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CC
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BR
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UR
GR
APH
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OFF
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MLS
CO
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TER
MLS
MEM
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TRA
NSA
CTI
ON
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SIN
G
NET
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CO
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ER
EAR
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ON
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MLS
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UR
S
BEG
INPR
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Insp
ectio
nsIn
spec
tions
and
pot
entia
l rep
airs
are
the
num
ber o
ne re
ason
sale
s don
�t cl
ose.
Ty
pica
lly, b
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s hav
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certa
in n
umbe
r of d
ays i
n w
hich
to in
spec
t the
pr
oper
ty a
nd a
ccep
t or r
ejec
t the
pro
perty
bas
ed u
pon
thes
e m
echa
nica
l and
st
ruct
ural
insp
ectio
ns.
SEL
LE
R
SEE
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IR H
OU
SEIN
SPE
CT
OR
SE
ES
TH
E H
OU
SEB
UY
ER
SE
ES
YO
UR
HO
USE
Save
You
rsel
f Tim
e, M
oney
and
Dis
appo
intm
ent �
Do
Def
erre
d M
aint
enan
ce N
ow!
Con
tract
To
Clo
se
PRO
CES
SIN
G
MO
RTG
AG
E C
O.
CR
EDIT
REP
OR
TA
PPR
AIS
AL
LOA
N A
PPR
OVA
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UN
DER
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ICA
TIO
NS
TITL
E C
O.
ASS
EMB
LE P
APE
RS
SETT
LEM
ENT
HO
ME
SOLD
REJ
ECTI
ON
TRA
NSA
CTI
ON
PRO
CES
SIN
G
Our
Ser
vice
Pro
cess
Pric
ing
Fact
ors
As t
he tr
iang
le g
raph
illu
stra
tes,
mor
e bu
yers
pur
chas
e th
eir p
rope
rties
at m
arke
t val
ue th
an
abov
e m
arke
t val
ue. I
f you
pric
e yo
ur p
rope
rty a
t mar
ket v
alue
, you
are
exp
osin
g it
to a
muc
h gr
eate
r per
cent
age
of p
rosp
ectiv
e bu
yers
and
you
are
incr
easi
ng y
our o
ppor
tuni
ty fo
r a sa
le.
+15%
+10%
Mar
ket V
alue
-10%
-15%
10% 30
% 60% 75
%
90%PE
RC
ENTA
GE
OF
BU
YER
SA
SKIN
GPR
ICE
IMPO
RTA
NC
E O
F IN
TELL
IGEN
T PR
ICIN
G
Com
petit
ive
Mar
ket A
naly
sis
�R
ecen
t Sal
es
�C
urre
nt L
istin
gs =
Com
petit
ion
�E
xpir
ed L
istin
gs =
Wha
t has
not
sold
Focu
sing
On
Res
ults
The
prop
er b
alan
ce o
f the
se fa
ctor
s will
exp
edite
you
r sal
e.
LOC
ATI
ON
CO
MPE
TITI
ON
TIM
ING
CO
ND
ITIO
NTE
RM
SPR
ICE
SOL
D