Sellers Marketing Plan

Over the past 13 years, through good markets and bad, my listings have sold in an average of 56 days at an average 98 percent of list price. The rest of the Phoenix market? An average of 99 days on market and sales at 89.5 percent of list price.

Why? Because unlike many real estate agents, I focus on marketing methods that attract ready, willing and able buyers and not just the eyeballs of lookie-loos.

1) Custom Built, Dedicated Single-Property Websites

Your home wasn’t created with a cookie cutter, so why should the website marketing your property come from one? Using my own WordPress theme, professional photographs and some marketing flair, I create individual websites for all of my listings complete with information not just on your home but on the surrounding area as well.

Click here to see a live example

2) Full MLS listing and IDX syndication

The one thing few real estate agents are willing to admit? The most effective method of marketing a home today is the Multiple Listing Service, just as it has been for the past several decades. Once entered into the MLS, your home will be marketed instantly to tens of thousands of local real estate agents who then will work through their own scores of clients to locate a buyer for your property.

And through Internet Data Exchange, or IDX, your home will be marketed on the website of every local agent who subscribes to an IDX feed.

Of course, entering the listing into the MLS isn’t enough. The art of marketing is to make a product appeal emotionally to the consumer. Here’s how we do that …

3) Professional Photographs

Rather than trying to explain the difference, take a look for yourself ..

4) Selling the Sizzle, Not the Steak

So many agents simply repeat all of the information contained in the bullet points in a home – they’re selling the steak. What you need is someone who’s going to sell the sizzle, who can describe not what the house looks like but how it feels to live there … the experience of it all. Want an example?

Great floor plan with 2 bedrooms + den, huge great room, kitchen with breakfast bar and dining are, spacious master suite with double sinks, separate tub/shower and walk-in closet. The home features cherry cabinets with crown molding, stainless steel kitchen appliances, 20” tile flooring, slab granite kitchen countertops, inside laundry, two-tone paint, raised bath vanities with cultured marble tops and so much more!

Or this …

Relax. You’re home. Stretch out on the back patio with your morning cup of coffee and soak in the quiet of the desert. You spent no time searching for window coverings and ceiling fans, had no effort wasted setting appointments with landscapers to create a backyard because you skipped the new builds and purchased a lightly lived in, move-in ready home at the Retreat at Arizona Traditions.

Which home do you think sold more quickly?

5) The Old Standbys

There’s no compelling reason to abandon the old standbys – full color flyers at the curb, a property book on your kitchen counter and the expected For Sale sign in your front yard and you’ll get them all.

What I Don’t Do …

Here’s where the difference comes in. I’m not going to waste your time – a theme you’ll see repeated. I’m not going to offer false hope. Below are examples of “marketing” other agents do that rarely (like a couple times out of 100) lead to a sale but always (like 100 times out of 100) either inconvenience you or lead you to believe looking busy is the same as being busy selling your home.

  • Open Houses. I don’t kick you out of your home on a 100-day weekend afternoon so I can meet your neighbors and solicit new buyers for myself at an Open House. There’s a reason why brokers assign new agents to Open Houses, and it has nothing to do with your property. Stay home and soak up your air conditioning. These won’t help you sell your house – they’re primarily for the benefit of the agent – and I’m not going to waste your valuable time.
  • Blanket syndication to advertising sites. Your home isn’t going to end up on Zillow, Trulia or where the list price we select runs the risk of being contradicted by the sites’ highly flawed automatic valuations. Neither of us would put an “Overpriced” sign rider in front of your home and we’re not going to post the online equivalent either. For more on the mythology of syndicating your homes to these sites, click here.
  • Broker Tours. These caravans have been in place since the dawn of time, back before there was an electronic MLS where agents could see the new inventory within minutes of it being listed. No agent – NO agent – waits until the broker tour to see if there’s a home for his buyer. He checks the MLS daily and then visits the home his or herself without waiting for the parade. By skipping these tours, I’ll be preventing you from collecting a dozen or so business cards from agents who came along for the free donuts. But I’ll also be saving you considerable time and not raising your expectations unfairly.

That’s the rundown. To schedule your appointment to get your home not just listed and marketed but sold in the shortest amount of time for the highest dollar amount, call me at 602-502-9693 or e-mail me at info at and I’ll get to work for you!

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