how to sell your home in this market

Guaranteed Success...

Because It is more that just Sold That Matters!

www.RealEstateSource.com

Direct 801-205-3055 or 801-205-

1600

Email: [email protected]

Gale Team

To Agent:Just click the words to edit. It’s that easy! Also… delete this box please!

Gale Team

www.UtahRealtySource.com Direct: 801-205-3500 or 801-205-1600 [email protected]

1. We are interviewing you as much your are interviewing us. If we earn your trust as

we begin working together, we will be able to guide you throughout the home

selling process in the least time and at the highest possible price.

2. We don’t just want to talk about our unique marketing techniques, or boast of the

awards we have received over the past 28 years. We want to be your resource

guide and counselor through one of the most important investments of your life,

the home selling process.

3. We want you to be aware of WHAT we are doing, WHEN and WHY?

Introduction

Gale Team

Section 1

1. About Our Team

2. About Our Company

3. Testimonies

Section 2 “Selling your home – The 7 Steps

Step 1. Selling Consultation

Step 2. Develop Pricing Strategy

Step 3. Develop Market Strategy

Step 4. Implement Customized Marketing Plan

Step 5. Understanding your Role

Step 6. Negotiating the Purchase Contact

Step 7. Managing Transaction to Closing


S e c t i o n 1

www.RealEstateSource.com Direct: 801-205-3500 or 801-205-1600 [email protected]

A About Our Team

B About Our Company

C Thoughts from our Clients

Gale Team

A b o u t O u r T e a m & C o m p a n y O u r P h i l o s o p h y O n H o w To Tr e a t C l i e n t s R i g h t !

My Professional Designation Text goes here

My Company History Text goes here

Our Client Philosophy Text goes here

Add pages if necessary.


Edit: Add your info.

Marty Gale, Principal Broker of Utah

Realty Source, Past Founder of

RE/MAX METRO, E-pro, CRS, SFR,

CDPE, ABR, Realtor Since 1986,

Lifetime Member Salt Lake Board of

Realtors Million Dollar Club,

RE/MAX Executive Club, RE/MAX

100% CLUB 1998-2013

Owner Agent Specialties: Residential

Homes, New Construction, Land.

Commercial: Purchases, Leasing,

Investments, Medical, Multi-Family,

Industrial and Office.

Full-time practice from 1991 to Present

Gale Team

O u r P h i l o s o p h y O n H o w To Tr e a t C l i e n t s R i g h t !







People are our Business Real Estate is our Product!

To first listen, then discover, consult, disclose, advise and negotiate!

To understand the needs and desires of each client and consistently provide the highest

quality, most innovative real estate service.

To use our knowledge and experience over the last 28 years to create a smooth and worry

free experience. In the words of a valued client: “ be your ninja warrior”. We strive to

anticipate problems that may arise and solve them before they happen.

To place our client's needs first by providing service beyond their expectations. Our

constant goal is to engender mutual respect and long term relationships beneficial to all our

associations.

We value each client ten fold because when they are treated with courtesy and mutual

respect, ten more transactions usually follow.

Gale Team

O u r C o m p a n y – U t a h R e a l t y ™







Utah Realty™

Founded by Marty and Laurie Gale in 2014

Our goal is to provide the very highest level of service possible. This is the cornerstone of our long standing

success for the last 3 decades. Professionalism, knowledge, integrity and commitment are the building blocks

of what we use as the foundation for providing the absolute best as a Real Estate Brokerage and as Real Estate

Professionals. Real Estate is what we do! As a guide and counselor we will help you navigate every step of

your real estate transaction. We strive to focus on attending to all of the details of your transaction and

providing the attention you deserve!

Our problem solving skills have been honed for the last 28 years to assure you unprecedented expertise.

The professionals at Utah Realty Source have served the greater Salt Lake City, Utah area since 1986 and love

to assist people with their real estate transactions. We have helped hundreds of families with their relocation

needs!

Gale Team

A F e w Te s t i m o n i e s W h a t c l i e n t s h a v e t o s a y !







Wayne and Virginia Koltes

Top Rank recommended 3 real estate agents which I interviewed and found Marty Gale was best suited for our needs. Marty had us an

offer in one day which was satisfactory to us. The follow through was great for the buyers and us. We highly recommend Marty and

Laurie. Wayne and Virginia Koltes April 25, 2014,

Gayle Cota - Realtor at HomeSmart Realty

I cannot say enough wonderful things about The Gale team. I had a client moving to his area and phone interviewed many Realtors in the

area. Marty stood out above them all and took such good care of now "our" clients. They raved about his professionalism and service as

well as his friendliness and good humor. He is the best and we would recommend him to everyone. March 4, 2014, Gayle referred her

clients that relocated to the Gale Group

Kelly Costner - Medical Records IT Analyst

Marty is the most knowledgeable and in-depth Real Estate professional I've ever dealt with, and I've hired him to help me buy and sell. I

would recommend him to anyone seeking to buy or sell a home! February 28, 2014, Kelly was Marty Gale's client

Gale Team

A F e w Te s t i m o n i e s W h a t c l i e n t s h a v e t o s a y !







Dave Wernke - Chemical Operations Manager

Marty Gale far exceeded our expectations as a Buyers Agent in the recent purchase of our home. His knowledge of the Utah real estate

market is exceptional and with his experience in residential home construction he was able to provide beneficial advice in selecting well-

built homes. The network of professionals that Marty works with are top shelf, his recommendations for home inspection and mortgage

broker were perfect. Customer service from this team of professionals is some of the best we have worked with; this is our fifth home

purchase. You will not be disappointed in choosing to work with Marty!

February 28, 2014, Dave was Marty Gale's client

Keith Van Scotter - President at Lincoln Paper and Tissue and Owner, Lincoln Paper and Tissue

I hired Marty to market my house in South Jordan because of his experience and knowledge of the market. He kept me up to date on

changing market conditions and provided valuable feedback on the best way to position the property for sale. He was also very easy to

work with as I was an absentee owner. I recommend him very highly.

Scott Baird - Operational Excellence Consultant at State of Utah

Marty is an excellent realtor! We recently purchased a foreclosed home through Marty; his work history as a contractor and extensive

understanding of homes in Utah gave us great insight into our home and how to move forward and navigate the waters of buying a

foreclosed home. Marty's motto was to "know everything before his client did" and this played true in our purchase. Marty was prepared

with every piece of information we wondered about and additional information we hadn't thought of. Because of Marty's preparation we

had a smooth transaction without any problems and are now in our dream home.

Gale Team

Selling Your Home in 7 Steps






Edit: Add your info. Step 1. Selling Consultation





Step 6. Negotiating the Purchase Contract


Gale Team

S e l l i n g Yo u r H o m e i n 7 S t e p s

Wo r k i n g f o r y o u a s y o u r S e l l e r s A g e n t






Edit: Add your info. There are 3 types of agency

relationships between parties in a

real estate transaction

Sellers Agent - An Agent who Represents the Seller

Buyers Agent – An Agent who Represents the Buyer

Limited Agent – Agent who Represents both parties.*

When you Select Utah Realty™ to represent you as your “Sellers Agent”

We work to assist you in locating a buyer and in negotiating a transaction suitable to your specific needs. A Seller's

Agent has fiduciary duties to the seller which include loyalty, full disclosure, confidentiality, diligence, obedience,

reasonable care, and holding safe monies entrusted to the agent.

Gale Team

Determine Your Needs W h a t i s M o s t I m p o r t a n t t o y o u !






Edit: Add your info. Motivation: Why have you decided to sell?

Timing: What factors in for closing? Is there a date we need to close by?

Pricing: Where do you sit with value and mortgage, equity?

Decision Making: What family members are involved in the decision process?

Communication: Method of communication you prefer and how often?

Previous Selling Experience: Negative and Positive

Personal Property: Are you planning to include any personal items with sale?

Staging of the Home: Are you ok with Staging the Home?

Condition of the Home: Any problems that need to be disclosed?

Relocation: Do you need assistance in acquiring a new property?

Concerns: Would you like to discuss any concerns or questions?

Step 1

Selling

Consultation

Gale Team

Your Home’s Marketabi l i ty







Step 1

Selling

Consultation What will you miss the most about your home?

What will you miss most about the location?

What are some of the favorite features of your home?

What complements have friends and neighbors made?

What characteristics make your home unique as compared to

others?

What do you think the target market is for your home?

Gale Team

Your Home’s Marketabi l i ty







Step 1

Selling

Consultation

Any Issues That We Need To Be Aware Of ?

Many items go into listing your home. Two have to do with disclosure. One is

ordering a Preliminary Title Report the second is a State of Utah requirement. Filling

out a Seller’s Property Condition Disclosure. Being Proactive rather than Reactive is

by far the best approach. Filling out the disclosures properly can help avoid

lawsuits!

The disclosure covers 23 items. Here are a few:

1. Additions and Re-Models

2. Use of Property

3. Roof.

4. Mold, termites, rot or pests.

5. Hazardous Substances.

6. Structural Items and Soil.

7. Boundaries and easements.

Of course DISCLOSE DISCLOSE DISCLOSE

Gale Team







Edit: Add your info. Step 1. Selling Consultation







Gale Team







Step 2

Develop A

Pricing Strategy

What Effects Your Home Market Value!

Physical Characteristics

Location, home size, lot size, architectural design, floor plan, condition,

age and amenities have some of the strongest impact on price.

Market Conditions

There are other factors that also directly impact value. These include

interest rates, employment rate, national, regional and local economic

conditions, availability of competing homes and sold value of

comparable homes.

Gale Team







Step 2

Develop A

Pricing Strategy

Using a Competitive Market Analysis as a Guide!

A Competitive Market Analysis (CMA) is one of the strongest tools we use when determining the potential

selling price of your home. As a member of the Salt Lake Board of Realtors.

A Competitive Market Analysis highlights similar homes in your area that are:

Active listings: Homes that are currently competing with yours in area for the attention of Buyers.

We can see the active home comparable prices, but remember these home have not yet received an

acceptable offer.

Under Contract: Homes that have received and accepted an offer are a good indicator of realistic pricing.

Sold Listings: Looking for prices paid recently is a good foundation for determining your home’s most

accurate value. Once the proper adjustments are made for square footage, bedrooms, lot size and several

other features we can accurately make a recommendation on the asking price for your home.

Expired Listings: Homes that have gone thru a long period of time with out any offers. Usually attributed to

one or all of the following: over priced, poor condition and location. (any property will eventually sell at the

right price)

Gale Team







Step 2

Develop A

Pricing Strategy

A Buyer Will Not Pay More Than They Need To!

Homes for $385,000

Homes for $400,000

It’s quite simple - a Buyer will not pay more that they have to. Buyers will start watching the market up to 6 months

prior to purchasing. They usually know more than anyone about what is available and for how much. If your price is

within the market range, Buyers will look at your home. If priced too high, they will probably skip it. Your high price

will make the competition look good and help their home sell instead of yours.

If you had time to see 3 homes which ones would look at?

Gale Team







Step 2

Develop A

Pricing Strategy

The Risks of Pricing Too High!

If you price your home at “Fair Market Value” you should see good activity and buyer interest.

The higher you go above Fair Market Value to “test the market” the fewer showings will occur.

Aggressively pricing your property below Fair Market Value will result in showings and could

result in multiple offers.

Gale Team







Step 2

Develop A

Pricing Strategy

The Excitement of a “New On Market Listing”

When selling your home time is not your friend. When a new home is listed we aggressively market it to

potential buyers, and agents. Local agents along with buyers will see your home when it first comes on the

market. Interest will build over the first and 2nd week and then fall off after the third week. At that time we

usually see a decline in showings and interest. Your home becomes “obsolete” in the eyes of other agents and

buyers. Marketing time is prolonged and our initial marketing momentum is lost. If your are not priced right,

you may miss showing opportunities. Showings that do not occur do not produce an offer. This may result in

your home selling but at a reduced price or below market value.

Gale Team







Step 2

Develop A

Pricing Strategy

The Problem with “Testing the Market”

A common mistake sellers make is to set their sales price high at the beginning to “test the market”. Of course

the thought is “we can always lower the price if is doesn’t sell “ or “we need a cushion for negotiation”.

Unfortunately most showings occur when the home is first listed. Once that initial pool of buyers have seen the

home and it does not sell, then the sellers will have to wait for new buyers to come into the market and will have

to reduce the price to become competitive . The longer the home is on the market the less interest it will

generate. In most cases a buyer feels that they need to offer less if the home has been on the market a long time.

It is important to price the home correctly in the beginning especially when you our market is trending

towards buyers. Simply put, buyers are not making low ball offers on properties that are overpriced. They wait

for properties that are priced correctly in the first place to come on the market.

Gale Team







Step 2

Develop A

Pricing Strategy

Why is your first offer usually the best offer?

Another common mistake home sellers make is to disregard the first offer that is presented. Often they receive

an offer quickly and become over confident and believe they could do better if they wait. Rarely is that the case.

When you first list your home new buyers and buyers who are waiting for the right fit will come see your home.

So it is possible that if you price at Fair Market Value you could get an offer right away! After time passes and

pricing comes down, then you get the “DEAL MAKERS.” After even more time you get the “BOTTOM

FEEDERS”!

Who would you prefer to purchase your home?

Gale Team







Step 2

Develop A

Pricing Strategy

The Selling Equation

It is really quite simple. Price + Exposure = Sold

You must start out with the correct pricing for your home. Once you have

the property priced right, we can aggressively market your home to other

Realtors and potential buyers in your area. We have established an

expansive marketing program, but it only works if the home is priced at

Fair Market Value.

Gale Team















Gale Team







Where Buyers Find The Home They Purchase?

Step 3

Develop Market

Strategy

The pie chart to the left

illustrates where home buyers

come from. 86% of home

sales come from the

marketing efforts of Real

Estate professionals . Real

estate agents and internet

leads are directly attributable

to properties placed on the

MLS

Gale Team







Nearly all Buyers Are Searching Online Step 3

Develop Market

Strategy

As we noticed on the last page 37% of buyers find their home on the internet. Over

90% of buyers are searching online for homes. This is usually the first step buyers

take when planning a real estate purchase. It is important to know that todays buyers

are well educated and aware of home values before they begin touring properties. It

is crucial to present your home online in a way that will garner the most favorable

attention.

Gale Team







Step 4

Implement

Customized

Market Plan








Gale Team







Step 4

Implement

Customized

Market Plan

Striking Unique Professional Photography

You only get one chance for that first impression! That emotional

connection that sales the property!

The property photos will appear

on the MLS and all top ranked

websites including all franchise

sites. We utilize custom

photography on all of our

listings! We provide Full Video

tours and YouTube tours.

These are all narrated with the

outstanding details of the

property. Did you know that

online homes with multiple

photos get viewed over five

times as more than those with

only one or two pictures?!

Gale Team







Step 4

Implement

Customized

Market Plan

Descriptive Headlines & Text Promoting Your

Home’s Best and Most Unique Features

Taking the time to write ad copy is very important. We are constantly surprised by how many

listings we see with minimal or poorly written descriptions of the listing. Sometimes no

description at all! We take the time needed to provide a detailed summary of your property’s

best features. We review the positive features and best attributes of your home.

Gale Team







Step 4

Implement

Customized

Market Plan

Your Home’s Information Listed on the Wasatch

Front Regional MLS

The Salt Lake Board of Realtors is part of the Wasatch Front Regional Multiple

Listing Service. This is the largest listing service in Utah. This on line data base

contains all of the properties from all participating Real Estate Brokerages with

over 1900 offices and 11,600 Realtors! The average number of properties listed is

over 15,000. It is one of the most important tools Agents and Brokers use when

searching for available properties.

The instant your property is listed on the MLS thousands of Agents have

immediate access to the details of your home.

75% of all Sales

Originate with the

MLS

Gale Team







Step 4

Implement

Customized

Market Plan

Your Home’s Information Listed on all of our

Company and all other Realtor® Sites

75% of all Sales

Originate with the MLS

Gale Team







Step 4

Implement

Customized

Market Plan

Your Home’s Information Is Syndicated on all

Major Listing Platforms Large and Small!

75% of all Sales


Over 98% of home buyers use the internet as a tool to search for homes.

Now more that ever home buyers are using the benefits of technology to search for

properties. Many home purchases begin with searching the web. We have literally

100’s of websites on which your property will be featured and buyers can view your

virtual tour 24 hours a day, 7 days a week.

Gale Team







Step 4

Implement

Customized

Market Plan

Your Home’s Information Is Listing on Your

Own personal Websites!

75% of all Sales


Over 98% of home buyers use the internet as tool for search for homes.

Your home will be featured on one or more personal web sites designed just for your

property.

Gale Team







Step 4

Implement

Customized

Market Plan

Automated Email Notifications

75% of all Sales


Many local buyers have already teamed up with a Realtor and receive automated

notifications alerting them when a new listing comes on the market or when a

listing they are interested in has a price reduction. This is why it is so important to

have the photos and text just right before placing the property on the market.

Gale Team







Step 4

Implement

Customized

Market Plan

Show Case Your Home with a Virtual Tour

75% of all Sales


Many buyers will begin to fall in love with a property by viewing the virtual

tour. We want them to want your home long before they reach the front door! As

both buyers and agents browse the internet for possible home choices, the added

benefit of a virtual tour allows the buyer to better understand the layout, finishes

and design. This captures the buyers attention and allows them to mentally place

themselves and their belongings in the properties they see.

Gale Team







Step 4

Implement

Customized

Market Plan

Highly Visible Yard Sign

75% of all Sales


Yard Signs still account for about 11% of buyers come. At Utah Realty™ we

install attractive visible signs the day the house goes on the Market! This will not

only attract potential buyers but will also get other agents’ attention that are not

watching the MLS daily.

Gale Team







Step 4

Implement

Customized

Market Plan

The “Reveal” Open House Tour

75% of all Sales


An Open house at the end of the first week on the market can be a great way to

generate traffic! It can serve as a good promotional event and a great way to

launch your listing! How do we accomplish it…… Shhh it’s a secret we won’t

write down.

Gale Team







Step 4

Implement

Customized

Market Plan

Custom Designed Color Property Brochures

75% of all Sales


It takes strong marketing

tools like the custom

designed full color property

brochure to entice buyers to

call. Maximum impact will

help assure calls on your

listing. We place photos on

the front and important facts

about the home on the back

or our property brochures.

Links to property tours and

Mobile site link and QR

codes are additional items we

feature.

Gale Team







Step 4

Implement

Customized

Market Plan

Just Listed and Open House Post Card Mail

Campaign

75% of all Sales


Direct marketing is still one of the most successful ways to find new

buyers. Word of mouth from the surrounding neighbors who receive

the post card will tell friends and family to help them find a neighbor

they would like to have. These help to bring in buyers that would not

normally look in the area .

Gale Team







Step 4

Implement

Customized

Market Plan

Quick Response To All Inquiries

75% of all Sales


Whether it is email, text or phone call, we are quick to respond! We

place only our cell phone numbers on signs and marketing pieces to

assure a quick response for potential leads.

Gale Team







Step 5

Understanding

Your Role

Presentation Of Your Home

75% of all Sales


In todays market every showing counts. You only get one chance to make a first impression! A home that is at

it’s very best (provided it is priced at fair market value) will typically sell faster and closer to top dollar than

other homes. Here are a few useful tips to have a successful showing. We will also provide a walk-thru

consultation in staging your home.

• Tidy up, remove clutter and personal items – less is more

• Do a deep clean, windows interior and exterior. Between showings a quick vacuum and

dusting.

• Turn on your lights and open you shades and blinds.

• Make sure to remove pet odors and other cooking smells.

• Be sure laundry is picked up and put away and kids toys are put away.

• Turn off the TV and Appliances that may distract (soft background music is good)

Gale Team







Step 5

Understanding

Your Role

Your Participation

75% of all Sales


• Always maintain your home in ready to show condition.

• Try to be flexible on showing appointments.

• Save the business cards of the realtors showing.

• Be cautious when talking to buyers or realtors. By talking to the other agent or buyers you could actually

weaken you negotiating position.

• Please let us know of any notable changes in your property.

• If approached by buyers not accompanied by a realtor, call us. Do not let them in without us or another

agent present.

• Items such as guns, jewelry or prescription drugs should be safely locked away.

Gale Team







Step 5

Understanding

Your Role

Scheduling Home Showings and

Providing Feedback

75% of all Sales


The Realtor high tech key box system will ensure a greater

level of security.

This system will log in every showing that occurs, day

time and if the agent entered the property more than once.

The other added benefit is follow-up. We can send out a

questionnaire to find out the buyers’ level of interest and

what the agent thought and whether they would show the

property again. Key boxes have special “call before

showing” codes and can be programmed to use in a

predetermined window of time. If a property is occupied,

many times we will hide the keybox to make sure agents

call for an appointment.

Gale Team







Step 5

Understanding

Your Role

Keeping Pace With Activity In Your

Market Area

75% of all Sales


During the listing period we check to see if new competitive properties have come on

the market as well as homes that have received offers and those that have closed

escrow.

Gale Team







75% of all Sales





Step 4. Implement Customized Marketing




Step 6

Negotiating

the Purchase

Contract

Gale Team







75% of all Sales


Step 6

Negotiating

the Purchase

Contract

Purchase Offer – Real Estate Purchase Contract

Evaluating an offer to purchase. There are many components of a Real

Estate Purchase Contact. The document is legally binding and must be

reviewed and read carefully. This is when experience really counts as

an agent. Balancing the fine line of getting top dollar and making sure

you get the closing table! Does it meet your terms and needs? Our team

has negotiated as many as 24 offers on one property at the same time.

Five of those offers were written by our team for buyers who did not

want to use a buyers agent. So many factors play into an acceptable

offer. Not just price. Deadlines, prequalification, down payment, loan

type, inspections, subject to certain items and so on.

Gale Team







75% of all Sales


Step 6

Negotiating

the Purchase

Contract

Purchase Offer – Real Estate Purchase Contract

Purchase price: Before accepting the price look at the terms that follow.

Included Items: What items have been asked for? Were they included originally?

Excluded Items: Buyer may ask for certain items to be removed from the property.

Water Rights: Is their irrigation, well or other water rights that have a separate conveyance? Value? Included?

Earnest Money: Does that buyer have a large enough earnest money deposit to be serious??

Financing Terms: What type of financing is involved or is it a cash offer?

Special Assessments: Special assessment if any can be split between the buyer and seller different ways.

Possession: When does the buyer want to take the property after closing?

Sellers Disclosures: Is the sellers property conditions disclosure filled out and ready to deliver to buyer?

Due Diligence: How long of a time period is the buyer wanting for due diligence?

Finance &

Appraisal Condition: Is the offer subject to this condition and when does this deadline expire?

Settlement Deadline: When does the buyer want to sign the papers and when to they want to take possession?

Below are some of the items that play a part in the offer process and

need to have close attention paid to them.

Gale Team







75% of all Sales





Step 4. Implement Customized Marketing




Gale Team







75% of all Sales


Step 7

Managing the

Transaction to

Closing

Provide the Seller Disclosures

(a) a written Seller property condition disclosure for the Property, completed, signed and dated by Seller.

(b) a Commitment for Title Insurance.

(c) a copy of any restrictive covenants (CC&R's), rules and regulations affecting the Property;

(d) a copy of the most recent minutes, budget and financial statement for the homeowners' association, if any;

(e) a copy of any lease, rental, and property management agreements affecting the Property not expiring prior to Closing;

(f) evidence of any water rights and/or water shares referenced in Section 1.4;

(g) written notice of any claims and/or conditions known to Seller relating to environmental problems and building or zoning code

violations;

Buyers due diligence: Buyer's Due Diligence shall consist of Buyer's review and approval of the contents of the Seller Disclosures and

any other tests, evaluations and verifications of the Property deemed necessary,

Remaining Contingencies and Financing: Finalize any other lender required repairs or conditions.

Settlement and Closing: Schedule the closing, buyer walk through and any other last minute details.

Gale Team







75% of all Sales


Lets Get Started!

There is a reason why we sell our properties quickly and for top dollar!

Marty with 30 years in the business (full time) and Laurie with 24 years (full time).

Our experience will prove time and time again! Our comprehensive real estate

experience combined with powerful marketing will get you to the finish line! We

are committed to your successful transaction!