Prospecting document example

HELPING YOU MOVE

Michael Garsidep 02 4261 3211

m 0414 490 595e [email protected]

w www.dougmaldapto.harcourts.com.au

Our Company Values People first Every decision we make, every action we take, must be the best one for our people – our clients and our team.

Doing the right thing We all instinctively know what’s right – there’s never a wrong time to do the right thing. Honesty and integrity

are our minimum standards.

Being courageous In changing and challenging times, being courageous is critical. Showing leadership, staying focussed and

stepping-up is all about courage.

Fun and laughter Success isn’t a destination, it’s a journey. We must enjoy the journey, create some fun and laugh daily.

Contents Page

At the age of 15, Garth Makowski recognised his passion for the real estate industry. After completing work experience in a local real estate agency, Garth was fascinated with the industry, people and diversity of homes. This fueled his desire to pursue a career in the real estate industry.

After completing his education at Macarthur Anglican High School, he formally joined the local real estate industry in 1992. For nearly two (2) decades, Garth’s hard work, dedication and commitment to his customers has resulted in the building of a huge referral network of loyal clients who recognise him as a market leader.

He regularly receives testimonials and letters of thanks such as:“Garth Makowski is an exceptional agent possessing all the prerequisites of a customer focused agent - product knowledge, communication, honesty, trust, integrity and performance. You have in Garth an outstanding, efficient and trustworthy agent and I am very happy to recommend him to anyone considering buying or selling in the Campbelltown area. ” - Dennis McBride.

Garth is a director of Dougmal Campbelltown, and is a fully Licensed Real Estate agent, Business Agent and Auctioneer specialising in residential, rural and business sales. Garth is a nationally accredited and acclaimed real estate speaker and trainer. He is highly sought after for his passion, attitude and systems, and speaks on a regular basis at major industry forums.

In 2003, Garth was asked by Doug Malouf, CEO of Dougmal Franchising Services, to take the position of General Manager and active business partner, making him responsible for the day-to-day running of the Dougmal franchise group. In 2008, Dougmal Franchising Services negotiated a partnership with international real estate company, Harcourts. This partnership increased the overall size of the Dougmal franchise group from 15 to nearly 40 offices. In 2009 Garth resigned from being an active working partner within the NSW Dougmal Harcourts and Harcourts Franchise groups, whilst remaining a director and shareholder of this business, Garth has chosen to focus his energy into leading, managing and growing his award-winning office in Campbelltown.

Garth is a person who constantly challenges his limits and that of his team to continually deliver better real estate service. In his pursuit of constantly improving service for his clients, Garth maintains a high standard of training and development and attends seminars regularly.

In his limited spare time Garth enjoys spending time with his wife Laura, and two children; playing and recording music with his band, watching football, and having an occasional game of tennis.

Garth Makowski is proud to uphold the established traditions of Dougmal Real Estate whilst recognising the need for change to meet the high standards expected from today’s clients. He is glad to assist you with your real estate needs or queries, so drop in for a chat or call him at the office.

Garth MakowskiDirector/Sales Manager

Dougmal Real Estate, Campbelltown

Mobile: 0404 866 613

Direct: (02) 4629 8524

Email: [email protected]

Ranked...

No.1 – Sales Consultant in NSW

No. 1 – Listing Agent in NSW

No. 5 – Sales Consultant in Australia

No. 1 - Listing Agent in Australia

No. 11 – Sales Consultant Internationally

Competing against...

620 offices worldwide – Dougmal, Harcourts

110 Sales Consultants in NSW

1120 Sales Consultants in Australia

4000 Sales Consultants Internationally

introducing

GARTH

Garth Makowski, Macarthur's most trusted real estate opinion

MAKOWSKI

Company History

The Dougmal Real Estate Network was first established in the Illawarra in 1968 by its founder, Doug Malouf. Since then Dougmal has expanded to have franchised offices throughout the Illawarra and Macarthur regions. In 2003 Dougmal Real Estate was re-branded, and in 2008 went into partnership with Harcourts International, increasing the amount of offices in the group to over 790 worldwide.

About Dougmal Real Estate Campbelltown... Dougmal Real Estate Campbelltown was first known as Robert R Andrew Real Estate Campbelltown. This office was purchased in 1996 with just a receptionist and a sales person. In 3 short years this office became one of the best in the Macarthur, managing over 330 properties, and a sales team of three full-time professionals. Garth and Laura Makowski were critical team members throughout this rapid growth. In 2001 Garth and Laura were asked to become business partners. Garth became manager of the Sales and Training portfolios, and Laura the manager of Property Management and Administration. This proved to be effective, further increasing sales and managed properties. In May 2004, Robert R Andrew Real Estate Campbelltown joined the already established Dougmal Real Estate Group. Later, Garth, Laura and their business partner, Chris Stephandellis, purchased the whole Dougmal Fran-chise Group and further expanded it into the Sydney regions. In 2008, Dougmal’s management decided to go into partnership with Harcourts International. This joint partner-ship gave the Dougmal group access to better technology and resources, with the aim of being more competi-tive in the market place. Then in 2010, Garth and Laura purchased the remaining share of Dougmal Real Estate Campbelltown from their business partner to become the sole owners of Dougmal Real Estate Campbelltown. Garth and Laura work hard within their business, and continually find ways of delivering better real estate ser-vice to the local Macarthur community.

HELPING YOU MOVE

Michael Garsidep 02 4261 3211m 0414 490 595e [email protected] www.dougmaldapto.harcourts.com.au

OUR GUARANTEE TO YOU

When you select Dougmal Harcourts Dapto as your real estate agency, our commitment to a successful sale of your property is guaranteed.

If at any stage during the marketi ng of your property you are not enti rely sati sfi ed with the level of service being provided and your concerns cannot be recti fi ed, Dougmal Harcourts Dapto will be happy to cancel the agreement with 48 hours noti ce.

We call this our Risk Reversal Guarantee.

YOUR RISK REVERSAL GUARANTEEThis Risk Reversal Guarantee is committ ed to _______________________________________

for the sale of property at ______________________________________________________

If at any stage during the marketi ng of your property you are not enti rely sati sfi ed with the level of service being provided and your concerns cannot be recti fi ed, Dougmal Harcourts Dapto will be happy to cancel the agreement with 48 hours noti ce.

Signed on behalf of Dougmal Harcourts Dapto ______________________________________

Signed by Client ______________________________________________________________

The Selling ProcessThere are 5 phases to selling your property.

Phase 1 – Preparation

Prepare your property ready for saleYou should plan for time to prepare your property before it's listed for sale. Ask your sales consultant for their opinion on what could be done to improve the final sale price of your property. Remember, first impressions really do count!

Decisions to be made:There are a few important decisions for you to make with your chosen real estate agent:1. The price you advertise to buyers for your property.2. Selling method for your property – i.e. Fixed Price,

Ranged Price, Auction or Sale by Tender.3. Marketing/ Advertising Campaign to get the right buyers

at your property.

Authorising a listing agencyOnce these decisions are made, you will need to sign a Listing Agreement Authority with your real estate agency. This is a contract outlining the terms, conditions and responsibilities of both parties in the agreement. It is important that you carefully check all details of this agreement before signing.

You should also collect all relevant property information including:Ÿ Copy of house plan (if available).Ÿ Inclusion and exclusion list.Ÿ Copy of council plan, and any documentation pertaining to

additions or outdoor improvements to your property, i.e. pool, pergola, carport, garage etc.

Ÿ Any relevant building or pest inspection reports.

Once all the information is collected, your property will be placed “on the market”. It will be available for buyers to see online and as per your Listing Agreement Authority in other media and activities.

homeownersinformation for138 Queen Street, CampbelltownPhone: (02) 4628 7444

THE PROPERTY PEOPLE

Disclaimer: This publication is for general information purposes only. It's not intended as financial or investment advice and should not be construed or relied on as such. Before making any commitment of a financial nature you should seek advice from a qualified and registered financial or investment adviser.

You are obviously at the stage where you are looking to sell your property. So what now? You're probably now looking to find out all the things you need to know and consider to ensure a smooth and successful property sale.

This newsletter has been put together to give you exactly that - a summarised picture of the complete process as well as all the details you should consider.

Choosing a real estate agencyChoosing the right real estate agency and agent is a highly important part of the process. Sellers often wrongly think that all Real Estate Agents and Agencies are the same. They're NOT!

Many sellers choose their real estate agent on the basis of who gives them the highest price and has the lowest commission. Understandably, sellers want to get the highest end result; however, choosing an agent on these factors alone is a potential recipe for disaster.

Unfortunately some agents will overprice your property to get your business. This incorrect advertised price means you will be targeting the wrong buyers! This leaves you in a position with no buyers, little time to sell your house, and a scenario where you need to sell quickly at less-than-market value.

Before choosing an agent, sellers should do their homework, ask people who have recently sold, observe online and print marketing, and observe general activity in the area to work out the best agents to speak to for a Market Appraisal.

At the Market Appraisal, sellers should ask agents for a complete list of what they'll do in the process of selling your property. You should focus on the areas of customer service, advertising and marketing, fees and expenses, negotiation skills, and commitment to giving feedback over the sale period.

Often the best agent offers a realistic property valuation, however their superior marketing and negotiation skills make the difference in attaining a GREAT SALE PRICE!

The Selling Process (continued)Method 2) Exchange of contracts by way of an 'Unconditional Exchange'Your solicitor will follow-up this method of exchange of contracts. A 66W certificate is signed by the solicitors, which waives the 'cooling-off' rights under the contract. Before the exchange of contracts takes place unconditionally, the buyer must carry out all enquiries and inspections before exchange, as no 'cooling-off' period applies.

Phase 5 - Settlement The period of time between exchange of contracts and the completion of the sale is referred to as Settlement. Most property transactions will settle in 42 days. Throughout the Settlement phase you will be required to sign legal papers with your solicitor/ conveyancer to facilitate the transfer of property title, and to organise the disbursement of funds.

The payment of your Real Estate Agency's fee is the final step in Settlement.

homeownersinformation for138 Queen Street, CampbelltownPhone: (02) 4628 7444

THE PROPERTY PEOPLE

Disclaimer: This publication is for general information purposes only. It's not intended as financial or investment advice and should not be construed or relied on as such. Before making any commitment of a financial nature you should seek advice from a qualified and registered financial or investment adviser.

Phase 2 – Promotional

Showing your propertyYour agent will organise inspection times of your property that suit both you and your buyers. After each inspection you will be informed what has happened.

Phase 3 – Negotiation

Negotiation with buyersUsually after a second inspection, buyer/s will then submit offer/s. As a skilled negotiator, it is your agent's job to work with you and negotiate with your buyers to get the best possible price.

A price will then be agreed and you move to the “Contract” stage.

Phase 4 – Under ContractThere are two methods you can exchange contracts with your buyer.

Method 1) Exchange of contracts with a 'Cooling-Off' periodThe 'cooling-off' period allows the prospective buyer to enter into a conditional binding contract with you (the vendor) upon your acceptance of the selling price, and the buyer's payment of the deposit. Once executed, the 'cooling-off' period entitles the buyer exclusivity on your property for a period of 5 business days. The 5-day period allows the buyer to carry out all inspections on your property (usually building and pest inspections) and to finalise finance arrangements.

As the seller entering into this 'cooling-off' period, you enter into an unconditional commitment with the buyer to sell under the agreed terms and conditions of the negotiated contract.

After this, the buyer retains the right to withdraw from the contract in accordance with the terms of the agreement. Withdrawing from the contract can be for any reason, and the penalty is 0.25% of the selling price, which will then be paid to you (the vendor).

HELPING YOU MOVE


PERSONAL MOVING AUDIT

BUY AND SELL ASSESSMENT STAMP DUTY TABLE

Purchase Price Stamp Duty$200,000 $5,490

$225,000 $6,365

$250,000 $7,240

$275,000 $8,115

$300,000 $8,990

$325,000 $10,115

$350,000 $11,240

$375,000 $12,365

$400,000 $13,490

$425,000 $14,615

$450,000 $15,740

$475,000 $16,865

$500,000 $17,990

$525,000 $19,115

$550,000 $20,240

$575,000 $21,365

$600,000 $22,490

$625,000 $23,615

$650,000 $24,740

$675,000 $25,865

$700,000 $26,990

$725,000 $28,115

$750,000 $29,240

$775,000 $30,365

Selling Property $ _______________

Agent’s fee $ _______________

Solicitor’s fee $ _______________

Moving costs $ _______________

Bank charges $ _______________

Total selling costs $ _______________

Buying Purchase $ _______________

Solicitor’s fee $ _______________

Building/Pest report $ _______________

Stamp duty $ _______________

Connecti ons $ _______________

Maintenance $ _______________

Total buying costs $ _______________

Summary Selling $ _______________

Buying $ _______________

Changeover amount $ _______________

HELPING YOU MOVE


DRESS YOUR PROPERTY FOR SUCCESS

Dougmal Harcourts Dapto would like to share some simple presentati on ti ps with you, which may help to present your property at its best. It is oft en the litt le things that can make the biggest impact. For example, fi rst impressions really do count because it’s esti mated that over 50% of properti es are sold even before the prospecti ve buyer’s steps through the front door! These are just a few practi cal ways in which you can make an instant, positi ve impression, which will go a long way towards a successful sale.

OUTSIDE APPEAL• Remove bikes, tools and any clutt er.

• Keep lawns mowed, paths edged, hedges trimmed and gardens weeded.

• A few well-positi oned fl owering pott ed plants can create a great welcome.

• Having the exterior of your home washed and the windows cleaned makes an enormous diff erence.

• Paint or wash fences, gates, screens, steps and front door.

• Ensure your pets are secured so that they won’t threaten or annoy visitors.

• Outside lighti ng is a must for evening inspecti ons.

POSITIVE FIRST IMPRESSIONSYour front door and entranceway can be powerful fi rst impression areas.

• A newly painted front door with att racti ve plants or topiary shrubs to either side can be highly eff ecti ve.

• Properti es yet to be renovated can visually show buyers the potenti al of the property by decorati ng the walls, ceiling and fl oor at the front entrance.

• Positi on an att racti ve piece of art to add that fi nal touch.

HELPING YOU MOVE


APPEAL TO THE SENSES• A general spring clean will freshen up your home.

• Turn on lights when inspecti ons are being held to compensate for any dark areas.

• Use odour neutralisers to eliminate cigarett e or animal smells. The delicious aroma of brewing coff ee or freshly baked bread or muffi ns gives it that homely touch.

• Bathrooms should be gleaming. Repair any broken ti les and reseal around the bath if necessary. A dish of scented potpourri or soaps add a nice touch.

• Place freshly cut fl owers throughout your property.

• Interesti ng knick-knacks, books or artwork in feature areas around your property can encourage visitors to linger.

• Turn the radio or TV off . Play a relaxing CD quietly in the background.

• Make sure the temperature inside is comfortable – even light the fi re in winter.

IT’S THE LITTLE THINGS THAT COUNTAtt end to any small maintenance jobs such as sti cking doors or windows, dripping taps, squeaking hinges, loose door handles, blown light bulbs or faulty switches.

CREATE A FEELING OF SPACIOUSNESS• Ensure your kitchen is spotless, the working areas are unclutt ered with ti dy cupboards and pantry.

• Make sure wardrobes are ti dy – they’ll look larger.

• Mirrors in smaller rooms can convey the feeling of more space.

• To enlarge room sizes store away some furniture.

LASTLYAllow your buyers the ti me to become relaxed and emoti onally involved in your property by leaving the premises during the inspecti ons. Your consultant will maintain security at all ti mes.

DRESS YOUR PROPERTY FOR SUCCESS

HELPING YOU MOVE

Like any profession, the real estate industry has a language of its own. Many of these terms I’m sure you will already be aware of, but there may be some you have not come across.

Aucti on

Aucti oneer

CMA

Conditi onal Contract

Commission

Cooling off period

Exchange of Contracts

A marketi ng opti on where you list your property without a price, that is supported by very intensive marketi ng leading up to aucti on day. On aucti on day buyers must bid against each other to successfully purchase the property in an unconditi onal situati on.

The person who is holding an aucti oneer’s license and is able to conduct and call aucti ons.

Current or Comparati ve Marketi ng Analysis (CMA). This is a writt en price comparison of your property with others that are for sale or recently sold.

A writt en contract which has been signed by the seller and the buyer but has one or more conditi ons which need to be met, usually within a specifi ed ti me period. For example, subject to the solicitor’s approval of ti tle.

The fees for selling the property – payable by the seller, to the real estate company.

Usually a fi ve business day period available to a purchaser to withdraw from a contract for the sale of residenti al house and land. The fi ve days is a default period that may be waived by the purchaser through completi ng a Sec 66W certi fi cate, or by mutual agreement between the seller and purchaser.

The point at which signed contracts are physically exchanged, legally committi ng the buyer and the seller to the purchase and sale of a property at an agreed price.


REAL ESTATE TERMS A - Z

HELPING YOU MOVE


Excluded fi xtures(exclusions)

Freehold

Included chatt els(inclusions)

Leasehold

Listi ng Authority(Agency Agreement)

Marketi ng Fees

Marketi ng programme

No price marketi ng

Off er

Items that are usually presumed to stay with the property but have been specifi ed on the contract as not remaining. Fixed items such as curtains, light fi tti ngs, ceiling fans, shrubs, built in cabinets, etc.

A freehold property has a clear ti tle of ownership and is not subject to a lease.

Moveable items you decide to sell with the property, such as pool equipment, fridge, freestanding glasshouse, shed or cubby house, dishwasher, etc. These are noted in the contract if they are included in the sale.

Someti mes land is subject to a lease. The owner of the land leases to the tenant for fi xed rental sum for a fi xed period, e.g. 21 years.

A contract between the owner and the real estate company marketi ng the property. It details the length of the agency agreement, commission rate and any additi onal costs. The type of marketi ng method to be used is assigned and a summary of informati on about the property is detailed on the listi ng authority.

Money paid by a seller that goes directly to increase adverti sing reach.

A promoti onal package put together to give a property exposure to the market. It may include adverti sements to be used, a calendar of dates for adverti sements, open homes, buyer contact and service.

Usually called “aucti on”, “tender” or “for sale by negoti ati on”. The price is not revealed to buyers during the property’s promoti on.

A signed contract, which includes the price, terms and conditi ons of the sale, signed by the buyer then presented to the seller.


HELPING YOU MOVE


Open or general listi ng

Possession date

Purchaser

Reserve price

Secti on 66W certi fi cate

Sett lement date

Team Inspecti on/Caravan

Unconditi onal

Vendor

Many appointed real estate agents/companies can quote or sell your property. Generally this means a low level of marketi ng and feedback. No one person is totally responsible for managing the sale.

The date the purchaser physically takes possession of the property.

Buyer of the property.

The reserve price is the minimum price the seller will accept for their property at aucti on. This is kept confi denti al between the seller, listi ng consultant and aucti oneer.

A secti on 66W certi fi cate is a document signed by a solicitor or conveyancer. The eff ect of a secti on 66W certi fi cate is to waive any cooling off rights that the purchaser has.

The date when the seller is paid the full purchase price and ownership passes to the purchaser.

An appointment ti me is scheduled with the seller for the listi ng agency’s team of consultants to visit the seller’s property and acquaint themselves with the property.

When the conditi ons writt en into the agreement to buy a property have been met, the off er becomes unconditi onal. The property is now sold and both the seller and buyer must sett le.

Seller of the property.


HELPING YOU MOVE


DELIVERING OUTSTANDING SERVICE

TESTIMONIALS

EVIDENCE OF EXCELLENCEOur goal is to be the most customer-focused real estate company.

But don’t take our word for it. Here is what our clients have to say about us.

HELPING YOU MOVE


TESTIMONIALS

DARRYL & DEBBIE COOK6 BRISBANE GROVE, HORSLEY

HELPING YOU MOVE


TESTIMONIALS

SHANE & SARAH WILKSHIRE37 HABEDA AVENUE, HORSLEY

HELPING YOU MOVE


TESTIMONIALS

CHARLIE MATHESON63 CULGOA CRES, KOONAWARRA

Documents

Prospecting document example