TRY THIS SPECIAL NO-RISK OFFER!
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ut more money in your pocket with e Hassle Free Home Selling System™, exclusively with e Kelsey Cottrell Realty Group. Group. Most Brokers will charge you the same fee no matter how your home sells...even if you nd the buyer. buyer. With e Hassle Free Home Selling System™ you have complete exibility...from “Full Service” to “Do It Yourself Yourself”. ”. You should hire us for the same reason that our past satised sellers have used us. us. ey know that they can depend on us to get them the most money, money, in the shortest amount of time, with the fewest hassles.
offers flexible commissions to put more money in your pocket, a cancel anytime policy, and the right to sell your home yourself and pay us nothing. Let’s examine one of our program’s benets: we allow you to cancel the listing at anytime. anytime. Most agents agents will not give the consumer this right. You might ask yourself why agents need to “lock you up” for four to six months. Why would they be afraid to give give you the right to cancel? Our philosophy is that we we would rather strive to earn your business every day. day. We are condent that we can provide provide a superior level of service and care. care. If we don’t, don’t, we don’t don’t deserve your business. busin ess. It’s It’s that simple.
Our Hassle Free Listing Home Selling System™ offers benefits that the ordinary ordinary agent does not. Our program program
MEET THE KELSEY COTTRELL TEAM
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e believe that the real estate industry is on the verge of a major shift away from primarily independent agents who are left on their own to manage all aspects of real estate transactions. We We have the training, coaching, platforms, systems, technology and processes in place to help our agents succeed at a very high level.
Independent real estate agents already know the challenges of working on their own, juggling the hundreds of varied tasks associated with each real estate transaction. at’s at’s why Kelsey Cottrell employs a full-time sta of administrative professionals to assist our agents and manage the hundreds of details involved in every listing of a property and home purchase.
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WHERE DO BUYERS COME FROM? THE TOP 3 SOURCES
Buyer Source
% of Buyers
Agents with buyers
35 - 40%
Find the Agent with the Buyer Buyer Program. Program. Includes aggressive reverse prospecting*, e-yers to agents in area.
?
35%
Over 90% of buyers today start on the Internet! Kelsey Cottrell Realty Group listings are linked to over 300 other websites, including MSN, Yahoo, Prudential VOW, Realtor.com, Realtor.com, etc., ensuring maximum exposure and a speedy sale. We also post our listings to Facebook Marketplace, Twitter, Craig’s List, YouTube and stlouisrealestatetoday.com.
?
15%
We We use large, oversized yard signs with free 24-hour information.
?
85%+
Note: All other sources: newspaper, newspaper, neighbors, open houses, etc. account for all of the few remaining sources. Unless a marketing plan optimizes for the top 3, we nd that homes either do NOT sell or sit on the market for extended periods of time.
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Internet
Yard Signs
Top 3 Total
Kelsey Cottrell Realty Group Strategy
Other Agent Strategy
(How buyers found the home they purchased)
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GET TOP DOLLAR: HOME SELLER STRATEGIES HOW DO YOU GET THE MOST MONEY FOR YOUR HOME? By creating demand! In order to get your home sold for the most amount of money in the shortest time, you and your realtor must create demand. It’s It’s that simple. At the Kelsey Cottrell Realty Group, Group, we specialize in full service premier premier marketing and sales tactics and strategies designed to create demand, including our extensive online marketing strategy. egy. In today’s today’s technology-driven technology-dr iven market, if your realtor is not marketing your home online, to it’s it’s fullest potential, you are missing most buyers. Strategies to Create Demand
Kelsey Cottrell Group
Pre-Sales Strategy Pre-Sales Strateg y utilize market knowledge in order to determine potential market value - total market overview study comparables in order to forecast price for highest return on investment staging and decorating consultation available preview the competition Review the Sales Strategy implement sales process and procedures to manage incoming leads, conversions, contracts and closing receive, follow-up with and convert prospective leads using the team approach Lead Management Strategy systematically following up on every lead from every source every time (no lead left behind) automated action plans for every lead hit agent showing follow up systems and pre-scheduled calls Reporting Strateg Strateg y a system for capturing all phone call leads, including date of call, time of call and phone number weekly personal phone calls with showing feedback weekly reports that includes number of leads generated, number of calls, lead sources Marketing Strategy quality photos shot by a professional photographer noticeable yard signs that stand out amongst the competition advertising to our referral network of customers, vendors and national database of realtors identiable and professional home yers
Average Realtor
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G E T T O P D O L L A R : H O M E S E L L E R S T R A T E G I E S ( C O N T. ) Strategies to Create Demand Marketing Strategy (continued) professionally designed and crafted marketing collateral exceptional reputation and identity within the real estate community marketing calendar of events and activities so you never have to guess what we are doing to market your property utilize best of brand database technology to create a marketing strategy that creates consistent and systematic communication with buyer leads Internet Lead Generation Strategy Create an internet strategy designed to generate an inventory of buyer leads, to include postings on the following sites: • multiple listing service (mls) • realtor.com • homes.com • harmonhomes.com • coldwellbanker.com • prudential.com • century21.com • remax.com • craigslist.com • trulia.com • base.google.com • realestate.com • immobel.com • livedeal.com • yahoo! real estate • msn.com • stltoday.com • zillow.com • propsmart.com • youtube.com • veoh.com • metacafe.com • blip.tv • yahoo video
Kelsey Cottrell Group
Average Realtor
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G E T T O P D O L L A R : H O M E S E L L E R S T R A T E G I E S ( C O N T. ) Strategies to Create Demand
Kelsey Cottrell Group
Internet Lead Generation Strategy (continued) • aol.com • netscape • netzero.com • wall street journal • excite post in facebook marketplace to achieve viral marketing of your listing Craigs List marketing
Support and Customer Service Strategy full-time marketing specialists who are trained in html, contact management expertise, search engine optimization and systems analysis full-time lead management team who follows up on every lead full-time listing manager who keeps you informed of all activities full-time dedicated contract-to-close specialist who monitors every part of the transaction and holds all parties accountable to their promises so that you close on time agents focused on following up with & working specically with buyers
Average Realtor
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LISTING PLAN OF ACTION
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he rst step we take in selling your home is to prepare a COMPUTERIZED MARKET ANALYSIS and a Kelsey Cottrell Realty Group custom TOTAL MARKET OVERVIEW OVERVIEW.. Comparing Compari ng properties proper ties recently listed, under contract, sold and expired in the past year and providing current market trends are used as a guide to position your property eectively in this competitive shifting marketplace. Pricing is everything! We pride ourselves in telling the truth and pricing our seller’s seller’s right. We want you to sell your home for the highest price in the shortest time with the least amount of hassle! Professional Marketing Manager Coordinator We We have a professional photographer shoot the photographs for all all of our listings. listings. is allows us the opportunity to take great shots of the home for use in our professionally prepared brochure and to prepare our Virtual Tours for all of our online marketing eorts. Our photographer will make arrangements directly with you. Please remember that on the day of the photo shoot, the home must be ready! In addition, we always want to shoot the photos on a sunny day, so weather does have an aect on our timeframes. Please ask about about getting a virtual tour. Detailed Color Brochures Brochures in the home are professionally prepared with color photos of the property, listing features and benets, survey and oor plan if available. Just so you know, know, we do not put a price on our brochures. It generally takes 1 week to get the brochures to you; the time frame begins the day we are live in the Multiple Listing Service. Multimedia Virtual Home Tour We oer most of our listings the opportunity for a Multimedia Home Tour on the Internet. Our professional photographer photograp her takes MULTIPLE MULTIPLE PHOTOS of the
interior and exterior of your property and posts those pictures onto the MLS and to our multiple multipl e websites. We’ll combine all photographs and Virtual Tour 360 views of your property property and neighborhood. Homes are visited visited more online when a virtual tour is available. available. Only 3% of St. Louis Realtors use virtual tours. Time Frames for Marketing Once we have a signed listing agreement and a spare key, we can have your home on the market within 3-4 business days. However However,, it usually takes a day or two for the sign company to professionally install the sign, and there are certain time frames for arranging our professional photographer. Enter You into the Multiple Listing Service We enter your property into the MLS no later than ursday so you can be ready for showings on the weekend. We upload 20 – 25 photographs photogra phs and write the copy. copy. e multiple listing service service only allows allows 1000 1000 characters so we want to focus on the best features of the property. Signage and 24/7 Talking Ads Our customized signs are distinctive and have a rider with an 800 # to call! Potential Potential buyers can access access a detailed-recorded description of your property anytime of the day or night - hassle free! e caller ID feature of this system then provides us with a list of those potential buyers including their name and phone number and the ads they listened to. to. More buyers calling calling present our our sellers a higher possibility of selling faster and for more money. money. Detailed information about your home is available to interested buyers 24 hours a day, 7 days a week. Much better than those brochure boxes!
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LISTING PLAN OF ACTION Preparing your home for sale We will assist you in preparing your home for staging. We will help you to create a spacious feeling and make sure your home has the curb appeal it deserves. We know you want to increase the value of your home, and we will work together to assess your situation.
Pool of Buyers Buyers who sign up at our website www.stlouisrealestatetoday.com can get information daily on new listings, like yours, that t their requirements. requirements. We have a pipeline of millions of dollars of future buyers that may be searching for a home just like yours!
Home staging is the very best proven way to get top dollar for your home as you prepare prepare it for sale. sale. is is because staging sets the scene throughout the house to create immediate buyer interest in your property. property. is will then lead to your home selling for the highest possible price in today’s market.
Open Houses - open 24 hours a day/7 days a week We We feature your home on the t he Internet 24 hours a day/ 7 days days a week! No traditional, old-fashioned open houses! Did you know more more homes sell because of a family member or a neighbor than from open houses and newspaper ads?
Staging is a few things. It is intelligent merchandising. It is uncovering everything a house has to oer by depersonalizing it. is can mean clearing clearing trees to discover discover a view the home owners had long forgotten or removing knickknacks from shelves and counters.
Less than 3% of homes sell because of an open house, so we focus our marketing eorts on other proactive ways to get your home sold!
How important is property condition to buyers? Very important! A home in superior condition will sell faster and for more money than a home in average condition with a lower asking price. price. Many home home sellers recognize this, and repaint and recarpet their homes in preparation preparation for selling. selling. ese sellers know that the home buyers purchase value and will perceive a clean, fresh home as more appealing than an average, lived-in, forgive-the-mess forgive-the-mess home. Do empty homes show as nicely as furnished ones? If you must move to your new home before your old home has sold, simply take measures to ensure it shows well empty; repair/replace worn carpet, oil woodwork, wash windows and clean walls. We can also recommend recommend a staging company!
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LISTING PLAN OF ACTION Web Presence - Widespread Internet Exposure with Key Local Focus Kelsey Cottrell Realty Group provides extensive web presence and exposure for clients looking to sell their homes. We have retained some of the top talent in the industry to ensure that our websites - we operate over 30 of them covering the St. Louis marketplace - show up in the top results for key search terms used by home buyers in the St. St. Louis market. Our large investment investment in these these websites is showing some amazing results.
Why is this important? 90% of buyers begin their search on the Internet, and 35+% of home buyers nd the home they purchase on the Internet themselves. e Kelsey Cottrell Realty Group’s extensive web presence ensures sellers receive more exposure for their listings than possible with any other real estate agent in the St. Louis market. More exposure means more buyers and a quicker sale!
Showings and Feedback We We are a member of Showing Solutions. Agents all over the metro area can schedule showings on all of our listings with a simple phone call. By using this state of the art system, agents can schedule showings in 1/10th of the time. Agents appreciate this eciency! Our sellers have the peace of mind knowing when the home is being shown.
Regarding obtaining feedback, we do ask specic questions in our survey that is emailed to all showing agents; about our price, condition of the home, and most importantly, is the buyer going to make an oer? We We do get feedback about 60% of the time! You will also receive a weekly report emailed to you indicating all the feedback received.
90% of consumers use the Internet to search for a home, not newspapers. newspapers. All of our listings listings are are advertised on the Internet, through hundreds of web sites and search engines.
We We also post to Craig’s Craig’s List 2 times a week. Craig’s Craig’s List is a very popular consumer website featuring homes for sale. We have the largest presence in St. Louis on Craig’s List. Bottom Line: Our listings listing s have more tra t rac due to the t he number of photographs and the virtual tours!
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LISTING PLAN OF ACTION Communication In addition to giving you feedback on showings, we send you other informative marketing reports weekly. We email you updates on hits you receive on Realtor. com and hits you receive on your virtual tour. tour. We can also give you weekly updates on the number of 800# callers that we captured captured as a text message. We also update you on your competition: new listings, price reductions and homes that have gone under contract.
Prevention from Foreclosure Whether you are behind on your payments or just frustrated you may not be able to sell due to a lack of equity, the Kelsey Cottrell Realty Group can help. We have several options that may allow you to sell and in dire cases, prevent the bank or any other mortgage holder from taking your home. Our focus is creating a win win situation for the home owner. Contact us today to get real answers now on how you can:
Weekly Market Updates We’ve developed what is now widely viewed as the most denitive residential real estate market report for the St. Louis Louis Real Estate market place. Kevin Cottrell, Cottrell, widely known as a the real estate market economist of choice in St. St. Louis, authors this key report. e powerful analysis of active listings, pending and sales data for the St. Louis market is regularly consulted by home owners, real estate agents, investors and mortgage professionals who desire to get the real facts and trends.
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Complete a Short Sale - communicating directly with your lenders on your behalf, we will work to negotiate a settlement where your lender or lenders (some homeowners) have a rst and second (or home equity) loans that will allow you to price and sell your home quickly. In a short sale, lenders accept a reduced amount for the loan payo and allow you to sell your home.
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Obtain an as-is Contract - we have an extensive network of investors who will purchase your home, whether in perfect to poor condition. In some cases, our investor network has committed to making an oer in 24 hours or less for emergency situations for homeowners in crisis situations.
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Lease Purchase - we have developed a professional practice for assisting sellers who lack equity structure. A lease/purchase lease/purchase can help avoid property property loss, double payments or other nancial stresses.
We We update all of our sellers on our Kelsey Cottrell Report / Total Market Overview, which is a snapshot look at the entire St. Louis metro real estate marketplace. marketplace. We email this report out every week. In addition to the Total Market Overview, we can send you our weekly Real Estate Update podcast. Online Management - Contract to Close We manage all of our listings and contract to close documents document s online with Settlement Settleme nt Room. You will have access 24/7 to all of your documents, as well as track our marketing activity activity while you are listed. Once you are under contract, all of the details will be handled by our transaction coordinator coordinator online. You will be invited by by email as soon as you are listed!
In every case, we are caring, sympathetic and condential in our desire to match the best solution to the homeowners needs. Call us today to discuss your situation in condence. Please don’t give up until we have presented you your best options - even in the most dire of situations.
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The Right Agent can save you hundreds 3. How many homes have even thousands of dollars. you sold in the last consecu-
10 CRITICAL QUESTIONS TO ASK WHEN INTERVIEWING AN AGENT
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hoosing the right Realtor to represent your interests is the most important step to ensuring your real estate transaction will be successful. Here are 10 questions you should ask all prospective Realtors. If the Realtor you are interviewing falls short and can’t substantiate or hedges in any way, you’re interviewing the wrong Realtor! Make sure an agent can back up any and all statements. Take a “show me” attitude, you have a great deal riding on their ability to sell your home!
1. Are you a full-time or part-time Real Estate Agent? You should only be looking for a full-time committed real estate agent who relies completely on the income they earn by selling real estate to support themselves and their family. An agent who also earns income outside the real estate industry will not feel a nancial hit if they do no sell your home the same as they would if they relied completely on the income of selling your home to support themselves nancially. Some parttimers are just dabbling in the business to make a little extra money or because they aren’t good enough at it yet to make a living full-time. You’ll You’ll want someone who lives, eats and breathes real estate. 2. How long have you been practicing? In a softening market, you’ll probably want someone who has been a licensed agent for at least eight to ten years or an agent who is part of a team lead by a highly experienced agent. In the last several years when the market was extremely “hot” thousands of agents entered the business and in spite of their poor sales skills they were able to sell homes. With the changing market conditions where signicant inventories and lower prices are now the norm, many agents who have been in the business for less than eight years simply don’t have the sales skills and knowledge necessary to get your home sold as they have never practiced in a “normal” real estate market.
tive 12 months? is is imporrtant to ask because it demonstrates strates an agent’s track record. Don’t allow an agent to skip over this question, make sure the agent has documented proof of their sales track record. An agent or team selling less than twenty homes a year may be operating on a parttime basis basi s or is highly highl y inecient at generating ge nerating buyers b uyers for their homes. Can you imagine hiring a surgeon to perform open heart surgery who has performed less than 20 surgeries in the last year? Would this make you more or less comfortable with their abilities? 4. Does the agent have a clear and dened Plan of Action that specically states exactly what that agent will do to sell your home? is is a big one. is is where you nd out if an agent relies on passive marketing techniques or active marketing techniques. Passive marketing is where an agent lists the home, puts a sign in the yard, enters it into MLS, runs a newspaper ad or two, sits oor-time and waits for a buyer to call. Active marketing is where an agent aggressively spends their time looking for and talking to people who want to buy and sell homes. ere are a host of systems specically designed to nd and locate buyers. Make sure your agent specically identies the systems they use. 5. How well does the agent know their Market stats? is is another big one. Your agent should know the answers to the following: How many homes are currently on the market? How many homes came on the market in the last 30 30 days? How many many homes have sold in the last 30 days? Also ask agents for their average time on the market per home sale as compared to other agents and to the market as a whole. Based on these numbers how many months of inventory are currently available to buy?
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An agent who is not absolutely clear as to the answers to these questions is not eectively servicing their client. is data is required to accurately price and strategically present the property to create a successful sale. An agent who is not evaluating the data on a regular basis would be like going to your doctor and having him guess how to treat you before examining you to see what was wrong. 6. Does the agent work alone or does the agent have a sta of professionals assisting throughout the entire sales process? With all the activities required to get a home sold & closed in today’s market, will the agent get bogged down with the day to t o day o ce activities? Make sure your agent has a paid sta including a Listing Manager, a Closing Manager, a Receptionist/Secretary, and an Oce Manager. Manag er. Would Would you y ou rather rat her your you r agent be out looking for and generating a buyer for your home or be sitting in the o ce processing paperwork? 7. Is the agent involved with continuous ongoing training along with regular practicing and updating of their skills? e business of selling is very much like developing the skills of a professional athlete. Professional football players practice and update their skills 80 hours per week for a 60 minute game on Sunday. e morning after Tiger Woods wins an international PGA Title, he is out on the driving range practicing and updating his skills. Is the agent you are interviewing actively committed to ongoing training and updating their skills or did they learn the business when it was easy and are just “winging” it today”? 8. Does the agent represent themselves as a million dollar or multi million dollar producer? With the median home prices in the past several years approaching $250,000 or more, a million dollar producer would only have 4 sales for the year and a multi million dollar producer would only have 8 sales per year. Too Too many agents actually believe people are impressed with these titles. As a seller sell er,, your concern should be that the agent you hire has a consistent track record the represents their ability to get homes sold.
9. What makes the agent ent en t More dierent? Why should than 80% of I list my home with you? is question SLAR members really gets to the core closed less than 1 of the agents ability transaction per to communicate and month in demonstrate how they 2009. can make your home stand out from the compepetition. In today’s current market conditions, inventories are substantially higher than in past years. ere are several factors to consider in terms of making your home stand out. First consider how did you come in contact with the agent? agent? How visible is that agent to the general general public? Have you heard heard of the agent before?
Additionally there is a signicant relationship to the agent’s visibility and the agent’s production. It seems like everywhere you look, agents are boasting about being #1. You have probably become immune from this information. If you are like most home owners, you only care about the sale of your home. I’m I’m sure you will agree that success in real estate is selling homes. If one agent is selling a lot of homes while another is selling only a handful, ask yourself why this might be? What things are these two agents doing dierently? 10. What is the agent’s denition of “Work”? Over the period from 1995 to 2005, an agent did not have to “Work” to make a reasonable living. With the drastic changes in the market, hundreds of thousands of agents who never learned how to work are in a panic and are paralyzed with fear about what to do to get a home sold. In the St. Louis Metro market, there are over 8,000 licensed agents in the board of realtors. More than 80% of St. Louis Association of Realtors members closed less than 1 transaction per month in 2009. 25% closed zero transactions.
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LISTING PLAN OF ACTION My Objectives Are the Followin Following: g: 1. To assist in getting as many qualied buyers as possible into your home until it is sold. 2. To communicate to you weekly the results of our activities.
9. Constantly update you as to any changes in the marketplace. 10. Entire team proactively prospects 2+ hours per day and we talk to hundreds of people per day looking for homes just like yours.
3. To assist you in negotiating negotia ting the highest dollar dol lar value … between you and the buyer.
11. Contact over the next seven days … all team buyer leads, sphere of inuence and past clients or their referrals and prospective buyers.
e Following Are the Steps we Take to Get a Home Sold … the th e “Pro-Active Approach”:
12. Add additional exposure through a professional sign and lock-box.
1. Submit your home to our local Multiple Listing Service. 2. Price your home competitively … to open the market vs. narrowing the market and make adjustments, as needed during the listing term.
13. Your Property will have an exclusive 800# Toll Free Information line that will immediately within 5 seconds notify our team with the buyer’s contact information 7 days per week and 24 hours per day.
3. Prepare a color ier with details of your property.
14. Whenever possible pre-qualify the prospective buyers.
4. Prepare a professionally photographed virtual tour of your property prope rty..
15. Follow-up on the salespeople who have shown your home … for their feedback and response.
5. Develop a list of features of your home for f or the Brokers to use with their potential buyers.
16. Represent you on all oer presentations … to assure you in negotiating the best possible price and terms.
6. Post your listing on more than 300 websites including Realtor.com - #1 real estate website in the world, Craigslist and STLToday.com - #1 real estate website in St. Louis Metro area.
17. Handle all the follow-up upon a contract being accepted … all mortgage, title and other closing procedures. 18. Deliver your check or coordinate for the wiring of your proceeds at closing.
7. Email a feature sheet and link to an unbranded virtual tour of your home to the top 50 agents and most active buyer specialists in the marketplace for their potential buyers. 8. Suggest & advise as to any changes you may want to make in your property to make it more saleable.
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COMMON SELLER QUESTIONS 1. We want to only give you a 30/90 day listing. Unfortunately, we are not able to do that…six months is the minimum per our company policy…We will, however, oer you the Hassle Free Free Listing Guarantee. is 100% service satisfaction guarantee covers the listing period from day 1 to 180.
make with sellers – and tragically results in almost 50% of the listings in St. Louis NOT SELLING AT ALL . We certainly understand you would like to list high… in order to leave room for negotiating, etc…. have you considered the major problem that this creates for you as a seller?
2. We were thinking about listing with Company (X). is is one of the most common mis-conceptions from sellers…that a company or only its agents will sell their home. What smart sellers realize is that a company does not sell a home…it’s the individual agent ‘s (or Team’s) activities that do…
Most people won’t bother to look at a property that are priced too high…would you rather have me negotiate multiple oers to get our price…or not have an opportunity to negotiate any oers at all?
e best question for a seller to ask is….Do I believe that the agent I’m hiring has the most aggressive and comprehensive plan of action? And will this plan of action get my property sold? 3. We’ll save commission by selling it ourselves. We certainly agree that if (and in today’s challenging market) it’s a big IF, IF, you could possibly save the t he commission by selling yourself…
Compounding the challenge is in the post-mortgage meltdown world, seller’s are ill equipped to properly qualify potential buyers (something that we nd many traditional old-fashioned agents don’t do well either) e result is a very low closing ratio for contracts from buyer – even if lucky enough to get an interested buyer. And what’s worse…only 2% of all For Sale By Owners sell themselves…and 98% are listed and sold by real estate agents…. Can you aord to have only a 2% change of selling your home? 4. Let’ Let’ss list high, we can always come down later. later. is is the #1 mistake that traditional old-fashion agents
We nd sellers drastically over-estimate the amount of room needed to negotiate? e market average for the most recent six months sales is 95% (list price / sales price). Our average is 97%. Bottom line: Get it priced right up front and you are rewarded with a higher list/ sales price ratio and more money in your pocket at closing. Over price it and you risk being rejected rejected by the market and never selling. 5. We have a friend in the business (from church, kids soccer, etc.) We We denitely hear this on occasion…almost occasion…almo st everyone we know does... e key question here is very simple. Do you need to absolutely sell your property?... or are you looking to do your friend a favor? 6. Another Agent said they could get me more money. We We hear this almost every week. Usually, Usually, from an inexperienced agent – see #5 above – with very limited transactional experience. Unfortunately, Unfortunately, these agents are more excited about the prospect of taking a listing then worrying about getting it sold. Most are afraid to tell the truth and risk upsetting the seller – the rest are unable to gure out the right price for the property due to a lack of experience and expertise.
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C O M M O N S E L L E R Q U E S T I O N S ( C O N T. T. ) e typical training plan for a traditional old fashioned real estate esta te oce is to take t ake listings list ings – regardless regardl ess of price pri ce – then work on wearing the sellers out until they agree to lower the price. price. It’s It’s a shame as this this practice is the #1 reason that listings expire after being rejected by the market and never sell –leaving an extremely unhappy seller behind. 7. You haven’t sold homes in our neighborhood (area)? We occasionally hear this…mostly from seller’s who are unaware that with the advent of the Internet and broadbased online marketing of property – the old fashioned agent who only works a small neighborhood is a relic and almost non-existent.
We typically carry anywhere from 10 to 20 times the inventory of an old-fashioned agent. is results in more buyer trac and leads than t han many tradition traditio n old-fashioned oces. e bottom line is with more buyers from all over the St. Louis Metro marketplace, we have a much higher probability of selling every home we list. is is borne out by our successful track record and fact that buyers rarely come looking for only a limited neighborhood or area before buying a home.
8. e Other agent said he/she would... is catch all item usually is the result of an agent not having the courage to tell a seller the truth about why something does not work. Whether its telling the truth about why print advertising does d oes NOT result in sales and only promotes a company’s brand or why Open houses are simply a source of leads for an agent (especially new, inexperienced agents), we usually see sellers universally being disappointed when they discover the truth.
Also, these seller’s also generally realize that these same agents are also very poor at justifying or defending the price of the home for the seller – again they lack the courage to have a direct truthful conversation with buyers or buyer agents.
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MEET KELSEY COTTRELL REALTY
Stephanie Combs
Principal / CEO Having acquired e Kelsey Group in May of 2009, St. Louis’ leading independent brokerage rm, she has re-launched the rm as Kelsey Cottrell Realty Group with a focus on developing the highest skilled, most knowledgable and successful real estate agents in the St. Louis marketplace. Prior to the acquisition, Stephanie was the team leader for the highly successful Cottrell Realty Group team - ranked #4 in the St. Louis market based on closed transaction volume in 2008. Stephanie is passionate about providing the best customer service to Kelsey Cottrell Realty customers. To do this she’s she’s focused on providing agents with the right mindset, tools and techniques to help them break out of the box and grow grow to new heights. She has helped to raise the bar in the Real Estate Industry by challenging the old and traditional and creating new practices that work.
Stephanie is coached by one of the Top real estate coaches in North America – Mike Ferry – who is considered one of the 5 most inuential parties by the National Association of Realtors (along with the President President of the United States and the Federal Reserve Chairman). In addition, Stephanie was the CEO/Team CEO/Team Leader of the Keller Williams Market Center in Sunset Hills, MO and successfully led her 200 agents to the position of the t he #1 oce in the region. Co-Founder – Chief Economist Born in Southern California, Kevin grew up in a real estate family where his father was the project manager and CFO for a large land development company. company. A graduate of Northwestern University in Economics & Finance, Kevin took his family experience and built a successful career with Marcus & Millichap in Palo Alto, CA, selling commercial investment properties. Kevin has extensive business and leadership background from his experience as an executive for 9 start-up companies in Silicon Valley. Kevin Cottrell
Kevin Cottrell has been licensed since 1986 and was previously associated with a highly successful real estate team with Keller Williams in Austin, TX which closed in excess of 500 transactions. Kevin’s real estate team – e Cottrell Realty Group was ranked #4 in St. Louis in 2008 based on closed transaction volume. Kevin is a sought after speaker and expert on the St. Louis Real Real Estate Marketplace. Often quoted by various media outlets including the St. Louis Business Journal and St. Louis Post Dispatch, he provides keen insight, analysis and market statistics and tools to the entire Kelsey Cottrell agent team. Kevin is also coached by the Mike Ferry Organization – considered the preeminent coaching program for the best agents in North America.
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O P E R AT AT I O N S A N D S U P P O R T T E A M Managing Broker Shawn was previously involved involved in leadership with a top independent real estate company in the St. Louis marketplace. Shawn Kelsey brings more than 10 years experience and direct involvement in thousands of successful real estate transactions.
Shawn Kelsey
He is a highly experienced, calm, cool headed problem solver. Shawn’s extensive knowledge of the real estate market and years of experience with the contracts and building inspections ensures that Kelsey Cottrell buyer or seller clients have access to the best and most experienced resources available available in the St. Louis marketplace. Director - Contract to Close Carol Witte joined the Kelsey Cottrell Realty Group with 5 years of real estate management experience. is full-time position provides key operational support to the agents. Carol is responsible for the myriad of details involved with running the Contract to Close Department.
Carol Witte
Jennifer Fry
Client Care Director Jennifer’s title is Client Care Director and that’s that’s her job---to CARE for you. She assists our agents with all the details of getting your property on the market from day 1 until you are under contract! So she’s she’s not just the agents’ assistant…she’s YOUR assistant too! Whatever you need, she’s she’s here for you. Jennifer is also our secret weapon in getting your property property seen & sold on the internet internet & everywhere in between. She has years of experience in marketing and graphic design and is at the forefront of our technology advertising mediums (such as StLouisHome.com, Realtor.com, Youtube, Facebook, Twitter, Twitter, LinkedIn, etc.). Jennifer stands ready to serve all your needs with a smile in her voice and an “it’s my pleasure” attitude! Listing Marketing and Systems Specialist Janet has been involved involved in real estate for 27 years, beginning her career in1980. She began oering residential support services ser vices in1991, working as Business Manager for the Broker/Owner of a large real estate est ate oce. Janet has successfully closed clo sed over 800 real estate sales and is sensitive to the needs of the clients during a sale or purchase, and extremely knowledgeable with the contracts and disclosures that are required.
Janet Vinci
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O P E R AT AT I O N S A N D S U P P O R T T E A M Director of Short Sales and Loss Mitigation Bill coordinates getting the necessary lien holder documents and requirements for short sale approval, as well as communicates with lien holders in order for sellers to receive short sale approval. approval. He does whatever whatever it takes to get short sale approval approval as soon as possible!!
Bill Keefer
Renee Werner
Accounting and Systems Having moved to St. Louis in 2004, Renee set out to utilize her career experience in new ways. She had extensive project project management, team leadership, and accounting accounting experience and wanted to get involved involved in Real Estate. In 2006 she joined one of the top independent real estate companies in St. St. Louis and has never looked back. She took over the accounting department, assisted in web and technology development, and became a key member of the support sta for Kelsey Cottrell Realty Group. Renee is constantly constant ly looking for fo r new ways to make our organization orga nization more mo re ecient to better serve our clients. Professional Photographer A native of St. Louis, Jason has followed in the footsteps of his mother & his grandfather with his career in real estate.
Jason Fry is our Photographer & Field Data Gatherer. His specialties are gathering all the features of the property for entry to the MLS, plus photographing the property inside and out. Jason Fry
Director, Field Operations As a long time resident of Saint Louis, Graham and his team are responsible for eld operations for the Kelsey Cottrell Realty Group. Primarily focused on listing setup and close outs, they are responsible for sign and lockbox installation/removal, bro Jason Fry (314) 518-3110 chure and marketing material delivery, and directionals installation.
[email protected]
Graham Yost
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O P E R AT AT I O N S A N D S U P P O R T T E A M Title Partners As an authorized agent for Old Republic National Title and LandAmerica Commonwealth, Title Title Partners is supported by the most respected names in our industry. industry. Title Partners Partners is committed to providing accurate and timely information backed by a guarantee of integrity and a condence that their highly rated underwriters stand behind. Each of their closing oces is managed by one of the most respected, experienced and admired closing managers managers in our region. region. In addition, each of their production personnel p ersonnel is seasoned, seasone d, diligent dilig ent and e cient insuring ins uring accuracy and e ciency in the delivery of your title commitment and nal policy. policy.
Mortgage Lender When you apply for a loan with Pulaski Bank, Bank, you’ll have access to thousands of loan programs, which means that you’ll get a mortgage solution that meets your needs, not ours. Pulaski is one of the nation’s nation’s largest independently owned mortgage bankers and also has the ability to act as a mortgage broker, broker, providing even more options and more competitive rates to its clients.
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