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Joe Dent’s VIP Buyer Services
Making Your Home Buying Dreams Come True
Services provided Seller (Listing)
Agent
Buyer Agent
1. Provide you property values 
2. Represent you on all MLS properties, PLUS
bank properties (REO), new builds

3. Promote and protect your interests at ALL
TIMES

4. Advise you even if it means advising NOT to buy 
5. Negotiate best price and terms for YOU, the
buyer

6. Structure your offer with your best interests in
mind

7. Keep your information confidential from the
seller unless authorized to disclose

8. Negotiate for a home inspection and repairs in 
Benefits of
Buyer Agency
Renting Costs a Lot –
A Whole Lot!
Assumptions:Assumptions:
$1,500 Monthly Rent Payments$1,500 Monthly Rent Payments
Landlord Increases Rent 5% YearlyLandlord Increases Rent 5% Yearly
Five Year Costs…Nearly $100,000!Five Year Costs…Nearly $100,000!
Show Your Landlord The Money
Assuming a 5% increase per year:Assuming a 5% increase per year:
YearYear Monthly RentMonthly Rent Annual RentAnnual Rent
11 $1,500 $18,000$1,500 $18,000
22 $1,575 $18,900$1,575 $18,900
3 $1,654 $19,8483 $1,654 $19,848
4 $1,737 $20,8444 $1,737 $20,844
5 $1,8245 $1,824 $21,888$21,888
Total $99,480Total $99,480
Average monthly rent over five years $1,658Average monthly rent over five years $1,658
Getting In Is Easy
$300,000 Mortgage – PITI $2,200+/-$300,000 Mortgage – PITI $2,200+/-
After Tax Breaks –After Tax Breaks –
Payments Similar toPayments Similar to
Average Rent over 5-yearsAverage Rent over 5-years
Assume 25% Tax BracketAssume 25% Tax Bracket
Now For The Good Part!
After 5 years:After 5 years:
Mortgage BalanceMortgage Balance
Declines to $279,000Declines to $279,000
Home Value Increases toHome Value Increases to
$383,000 @ 5% Appreciation$383,000 @ 5% Appreciation
Net Worth Up $104,000!Net Worth Up $104,000!
3.5% Home Appreciation3.5% Home Appreciation
Still Yields $77,000 Net WorthStill Yields $77,000 Net Worth
Your $ Works For You
After 5 years:After 5 years:
Home appreciation (assuming 5% per year):Home appreciation (assuming 5% per year):
11 $315,000$315,000
22 $330,750$330,750
33 $347,288$347,288
44 $364,652$364,652
55 $382,885$382,885
AppreciationAppreciation $82,885$82,885
Mortgage balance ($279,163)Mortgage balance ($279,163) $20,837$20,837
Total $103,722Total $103,722
Your Uncle Wants to Help
If Cash Is Tight –If Cash Is Tight –
Uncle Sam Can Help NowUncle Sam Can Help Now
Don’t Wait For Refund Bucks:Don’t Wait For Refund Bucks:
Increase Your Take Home PayIncrease Your Take Home Pay
Quit Lending Money toQuit Lending Money to
Uncle Sam Interest FreeUncle Sam Interest Free
Check Out:Check Out: IRS Withholding CalculatorIRS Withholding Calculator
To Do It RightTo Do It Right
http://www.irs.gov/individuals/page/0,,id=14806,00.html
Tax Advantage
Assuming a $300,000 loan:Assuming a $300,000 loan:
P&IP&I $1,798.65$1,798.65
TaxesTaxes 312.50312.50
InsuranceInsurance 100.00100.00
TotalTotal $2,211.15$2,211.15
Tax deduction for five years:Tax deduction for five years:
Interest $87,082 + Taxes $18,750= $105,832Interest $87,082 + Taxes $18,750= $105,832
Using a 25% tax bracketUsing a 25% tax bracket $26,458$26,458
MonthlyMonthly $ 441$ 441
Mortgage Payment $2211 – 441 = $1,770Mortgage Payment $2211 – 441 = $1,770
Average Rent (five years) $1,658Average Rent (five years) $1,658
Payment difference $ 112Payment difference $ 112
homeowner
tax reductions
increase
exemptions
to reduce
withholding
increase take
home pay
$441/mo $441/moDon’t wait for refund check.
Increase take home pay now!
Joe Dent’s VIP Buyer Services
Making Your Home Buying Dreams Come True
As A Homebuying Specialist:..
…I Will Help You:
1.1. Find theFind the best homebest home for yourfor your
needsneeds
2.2. Negotiate theNegotiate the lowest pricelowest price
3.3. Secure theSecure the best financingbest financing
4.4. Meet your home buying needsMeet your home buying needs
with thewith the least amount of hassleleast amount of hassle
None of My Services Will
Cost You a Penny*
*Exception: Fairfax Realty’s $195 admin fee to cover costs of Federal, State,
Local (County) compliance and quality control. Included in your closing costs
and payable at settlement. In most cases we get the Seller to cover this fee.
My Homebuying System…
Focuses on Your Needs
Step 1:
LOAN PREAPPROVALLOAN PREAPPROVAL
To Determine Your Purchasing PowerTo Determine Your Purchasing Power
Find Out How Much Home you Can Afford ( by helping you getFind Out How Much Home you Can Afford ( by helping you get
FREEFREE
Home Loan Pre-ApprovalHome Loan Pre-Approval))
Step 2:
Your Home SearchYour Home Search
Send You Information on Homes That Match Your CriteriaSend You Information on Homes That Match Your Criteria
( our( our UniqueUnique Buyer Profile ServiceBuyer Profile Service ))
Step 3:
OFFER ON A SPECIFIC HOME
Help You Get the Home You Want Using
My Specialized Knowledge
At Each Step,
You will benefit from
my Innovative
Consumer Programs
The 3 Step Process toThe 3 Step Process to
HomeownershipHomeownership
1. Your Home
Loan
Preapproval
2. Home Searching with my
Buyer Profile Service
3. Offer to
Contract
Using My
Specialized
Knowledge
SETTLEMENT & your new home keys!
Inspection(
s) appraisal
final loan
approval
Should I Start Viewing HomesShould I Start Viewing Homes
Before I’m Loan Approved?Before I’m Loan Approved?
1. Loan
Preapproval
2. Home Search
3. Contract
Negotiations
Settlement
How
much house
can you
afford?
What is a GFE?
What is an EMD?
What 4 upfront
expenses are
required to
purchase?
Home Loan
Pre-Approval
3 key Benefits
Three Key Benefits...Three Key Benefits...
1.1. You Know ExactlyYou Know Exactly
How Much Home YouHow Much Home You
Can AffordCan Afford
Three Key BenefitsThree Key Benefits
2. You Get the2. You Get the
Best FinancingBest Financing
Three Key BenefitsThree Key Benefits
3.3. You Can Make aYou Can Make a
Stronger OfferStronger Offer
Consider These Two Offers
Buyer A
(You with
pre-approved
Home Loan)
 $ 250,000  $ 250,000
 Cash Offer
 No Conditions
 Conditional Upon
Financing
Buyer B
(Another buyer who is
NOT pre-approved)
Which Offer Would
You Accept?
Pre-Approval
It’s as Easy as 1-2-3
1. A Home Loan Credit Report is
Generated by the Credit Bureau
2. Application Taken & Financial Details
(e.g. income, assets) Are Verified
3. All Information is Forwarded to the
Underwriter for Approval
Pre-Approval
You’re
Pre-Approved!
Step 2:
My Auto E-mailMy Auto E-mail
Buyer ProfileBuyer Profile
Service...Service...
What Are You
Looking For in a
Home?
Multiple
Listings
Service*
Buyers
presentation
Buyers
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Buyers
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Buyers
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Buyers
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Buyers
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Buyers
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Buyers
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Buyers
presentation
Buyers
presentation
Buyers
presentation
Buyers
presentation
Buyers
presentation
Buyers
presentation
Buyers
presentation
Buyers
presentation
* MRIS (Metro Regional Info Service)
The MLS has information on
thousands of homes for sale by
ALL companies
How
Most Realtors
Pick Out Houses:
How Most Realtors Pick Out
Houses:
1. They make a random search
through the MLS
2. They pick 6-8 homes
3. They try to sell you one of them
The WRONG Person is
deciding which homes you’ll
get to see...
The Solution
My One-of-a-kindMy One-of-a-kind Buyer ProfileBuyer Profile
SystemSystem gives YOU prioritygives YOU priority
access to hot new listings thataccess to hot new listings that
match YOUR home buyingmatch YOUR home buying
criteriacriteria
… I put YOU in control
1.Your home buying criteria is entered
into my custom computer
database
2.Every evening, my computer
searches the MLS to find homes that
match your specific criteria
… We put YOU in
control
3.I only send you the homes that
match your criteria
4.You can pick the homes you like and
drive by them
… I put YOU in control
5.After driving by, when you see a home
you want to look at give me a call, I’ll
arrange a private showing
6.NO pressure to buy
YOU are in
control which
means...
NO MORE...
Searching through
the paper, looking
at homes that may
already be sold
You get
AUTOMATIC
access to hot new
listings BEFORE
other buyers
YOU are in control which means...
NO MORE...
Wasted time
viewing homes a
real estate agent has
picked out that
don’t interest you
You only receive
homes that match
your criteria and
YOU pick the
homes you want
to see
YOU are in control which means...
NO MORE...
Pressure (most
agents pick out 6-8
homes and try to
sell you one of
them
You pick out as
many homes as
you want to see
(there’s never
any pressure to
buy)
YOU are in control which means...
NO MORE...
Overpaying for the
home you want
Because you beat
out other buyers,
you can negotiate
the best possible
price
YOU Are in control which means...
10 Problems with
SHORT SALES:
1. Competitive, and Often
Unrealistic List Pricing
2. The Bank calls the Shots…and
Dumb shots at that!
3. Property sold as-is
10 Problems with
SHORT SALES:
4. The Bank holds your deposit
money …
5. Delays, delays!
6. And More Delays!
10 Problems with
SHORT SALES::
7. Uncooperative/uninformed
Realtors:
8. Little/No Closing Costs Help.
9. HOA/Condo violations or
delinquencies, outstanding utility
company bills from previous
10 Problems with
SHORT SALES::
10. Totally uncertain,
unpredictable outcome
for your offer!
How to Beat Out Other Buyers in
Multiple Offers:
1. It’s the NET not the Gross!
Offer = $200,000
Seller help = $6,000
Seller net =$194,000
2. 1st
impression – 1 chance
How to Beat Out Other Buyers in
Multiple Offers:
4. Strong lender letter!
5. 1st
impression – 1 chance
6.Financial Info Sheet & Bank
Statement Showing Cash to Close
Match
How to Beat Out Other Buyers in
Multiple Offers:
7. The greater the contingencies
(e.g. home, radon, mold, termite
inspections) the less competitive
the offer
Bank Foreclosures (REO’s):
1. Sold AS-IS, no repairs, all need work
2. Lots of competition, multiple offers
3. Usually require certified cashier check
for EMD (earnest money deposit)
4. Properties sometimes have
appraisal/title issues
5. Many require seller bank loan prequal
How to Make a Winning FCL Offer:
1. No concessions, few contingencies
2. Bumping price causes appraisal issues
3. Big deposit (2%); but make deposit in 2
installments (small initial, large
balance) to give equitable rights
4. Proof of funds, buyers name on EMD
check, completed financial statement
Step 3:
Negotiating your offerNegotiating your offer
with mywith my
SpecializedSpecialized
KnowledgeKnowledge
When You find the home
you want, I will
1.Help you prepare an offer that meets
your needs and a Comparative Market
Analysis (CMA) showing the relative value
of the asking price.
2.Present the offer on your behalf
to the seller
3.Negotiate all terms and conditions of
the offer in your best interest
In Summary...
HowHow YouYou BenefitBenefit
You get pre-
qualified FREE of
charge for a home
loan and get access
to special financing
You can afford
more home for your
money
HowHow YouYou BenefitBenefit
You
AUTOMATICALLY
receive the best new
listings that match
your criteria BEFORE
the average buyer
knows about them
You can beat out
other buyers to hot
new listings
HowHow YouYou BenefitBenefit
You are represented
& backed by my
Specialized
Knowledge
You get the house
you want at the
lowest possible
price
HowHow YouYou BenefitBenefit
None of these
Valuable Services
Costs You a Penny*
All We Ask in Return
is Your Loyalty
Your Offer to
Purchase Real Estate
Docs
Vip buyer presentation   joes(4)
What to Say and Do
When You Come
Across Homes on
Your Own
What to Say and Do When You
Come Across Homes on Your Own
1. If you see a home you like, feel free to
call for information but always tell the
agent that you’re working with us (this
will prevent you from being hounded by
other agents with questions and sales
pitches)
What to Say and Do When You
Come Across Homes on Your Own
2. Get the price and (if available) MLS
number and I’ll send you complete
information
3. If you see a house you want to look at,
always call ME for appointments
Why Couples
Should Look At
Homes Together
How We Schedule
Private Home Tours
The Next Step ...The Next Step ...
One of my many
Success Stories
Vip buyer presentation   joes(4)
Dear Mr. Dent.
My family would like to extend our
heartfelt gratitude for making one of
our dreams become a reality (to own a
house). We thank you for your
patience, professionalism, and
knowledgeable ways of dealing with
every need that we had when we were
on the process of purchasing our
property. From the very basic to the
most complex part of the
process, you were there with us. My family, especially my kids Joshua,
and John were happy to see you all those times you worked with us
because you made them feel that you care for our family. Having you as
our realtor is a tremendous blessing to us. May the good Lord continue to
bless you and your family so that you may continue to bless others.
Ronaldo and Melany Garcia
A Proud Home Owner of
5104 Marlborough Pl.
Upper Marlbor, MD 20772
Joe’s NEW-Home
Buyer Seminar
Everybody has heard of a
new-build “horror story.”
1. It always takes
more TIME, MONEY,
PATIENCE than the
original estimate.
2. NEW construction
does not equal SOUND,
QUALITY construction!
3 TRUTHS about Buying a New3 TRUTHS about Buying a New
Home No One Will Tell YouHome No One Will Tell You
3. HIGH PRICED
construction does not
equal SOUND, QUALITY
construction!
How You and I Will Work
Together
1. Call me before visiting & registering at any
new home sales center, or talking to any
builder sales rep.
2. To represent you as your buyer agent with
the builder, I have to be present with you at
the time you register with the sales rep, or
give any information about yourself. We have
to come in the door together!
3. Builders will only recognize & cooperate
with buyer agents who register with their
buyer clients.
Vip buyer presentation   joes(4)
“The construction of
our home in Hanover
has truly been one of
the most stressful and
challenging tasks we
have ever faced. Our
initial troubles dealing
with our builder and
the construction
details left two new
homebuyers like
ourselves in a near
tailspin.
Money Bombs!Money Bombs!
Money Bombs!Money Bombs!
2. Can be (a) cheap materials
behind the walls, (b) defective
installation of good products, or (c)
competent installation of cheap
appliances, fixtures, components,
in front of the walls.
1. Special scams or rip offs that
can trip up new home buyers.
Money Bombs!Money Bombs!
5. Hurricane Andrew August 1992 in
Dade County Florida
3. Too many builders operate
under the cheaper the better
philosophy. The rush for profit can
be at your expense.
4. Home inspectors say one in
three homes has serious flaws or
code violations which don’t show
up for years sometimes.
Vip buyer presentation   joes(4)
No better measure of
defective homes than
the “Hurricane Test”
Andrew ripped off the
roofs of 100,000+
homes.
Much of the
destruction caused by
defective
construction.
Miami Herald . . .
“The homes most
damaged by the
hurricane were built
recently in the
1980’s & later. By
contrast subdivisions
right across the
street that were of
older vintage . . .”
“. . . often suffered
LESS damage. The
reason is clear:
homes built in the last
10-20 years were
riddled with defects
that directly
contributed to their
destruction in
Hurricane Andrew.”
By the way! Dade
County FL has some
of the strictest
building codes in the
nation!
The Paper Trail:
Protecting Your Rights
With A Good Contract
When you sign a contract,
you might as well consider
that pen in your hand to be a
stick of dynamite.
How Bad Contract ZapHow Bad Contract Zap
Good BuyersGood Buyers
6. Builders have expert lawyers6. Builders have expert lawyers
& take extensive classes all& take extensive classes all
designed to limit your rights –designed to limit your rights –
and their liability for problems.and their liability for problems.
Builder’s Side of Contract
Buyer’s Side of Contract
Here’s how you can takeHere’s how you can take
control of the process:control of the process:
 DO YOUR HOMEWORK BEFORE YOU STEPDO YOUR HOMEWORK BEFORE YOU STEP
INTO A MODEL.INTO A MODEL.
 A. Research the builder in local papers.A. Research the builder in local papers.
 B. Check out Hoover’s OnlineB. Check out Hoover’s Online
(( www.hoovers.comwww.hoovers.com for profiles of 8500for profiles of 8500
companies including their latest SEC filingscompanies including their latest SEC filings
and reports from analysts.and reports from analysts.
C. Check to see if the builder has been suedC. Check to see if the builder has been sued
by a site calledby a site called www.KnowX.comwww.KnowX.com Cost:Cost:
$1.50-$6.95 for a search, and $2.95-$6.95 for$1.50-$6.95 for a search, and $2.95-$6.95 for
a detail record.a detail record.
 Ask for the price lists, options list,Ask for the price lists, options list,
and brochures up front.and brochures up front.
Here’s how you can takeHere’s how you can take
control of the process:control of the process:
 See “real” homes. (homes lived in bySee “real” homes. (homes lived in by
real, live people!)real, live people!)
 Check out the “modelCheck out the “model
variances.”variances.”
Ryan Homes (NVR)
The Ripp-Off Report
http://badbusinessbureau.com and
www.ripoffreport.comm
http://ryanhomesnightmare.com/
Vip buyer presentation   joes(4)
Vip buyer presentation   joes(4)
The Most Important PartThe Most Important Part
of This Presentation …of This Presentation …
The 1The 1stst
of 3 Most Critical, Time-of 3 Most Critical, Time-
Sensitive Points for a HomeSensitive Points for a Home
Inspection During ConstructionInspection During Construction
1.1. FoundationFoundation
(before backfill!)(before backfill!)
Vip buyer presentation   joes(4)
Vip buyer presentation   joes(4)
Vip buyer presentation   joes(4)
The 2The 2ndnd
of 3 Most Critical, Time-of 3 Most Critical, Time-
Sensitive Points for a HomeSensitive Points for a Home
Inspection During ConstructionInspection During Construction
2.2. Pre-drywallPre-drywall
Vip buyer presentation   joes(4)
3.3. Pre-Pre-
settlementsettlement
walkthroughwalkthrough
The 3The 3rdrd
of 3 Most Critical,of 3 Most Critical,
Time-Sensitive Points for aTime-Sensitive Points for a
Home Inspection DuringHome Inspection During
ConstructionConstruction
Vip buyer presentation   joes(4)
Vip buyer presentation   joes(4)

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Vip buyer presentation joes(4)

  • 1. Joe Dent’s VIP Buyer Services Making Your Home Buying Dreams Come True
  • 2. Services provided Seller (Listing) Agent Buyer Agent 1. Provide you property values  2. Represent you on all MLS properties, PLUS bank properties (REO), new builds  3. Promote and protect your interests at ALL TIMES  4. Advise you even if it means advising NOT to buy  5. Negotiate best price and terms for YOU, the buyer  6. Structure your offer with your best interests in mind  7. Keep your information confidential from the seller unless authorized to disclose  8. Negotiate for a home inspection and repairs in  Benefits of Buyer Agency
  • 3. Renting Costs a Lot – A Whole Lot! Assumptions:Assumptions: $1,500 Monthly Rent Payments$1,500 Monthly Rent Payments Landlord Increases Rent 5% YearlyLandlord Increases Rent 5% Yearly Five Year Costs…Nearly $100,000!Five Year Costs…Nearly $100,000!
  • 4. Show Your Landlord The Money Assuming a 5% increase per year:Assuming a 5% increase per year: YearYear Monthly RentMonthly Rent Annual RentAnnual Rent 11 $1,500 $18,000$1,500 $18,000 22 $1,575 $18,900$1,575 $18,900 3 $1,654 $19,8483 $1,654 $19,848 4 $1,737 $20,8444 $1,737 $20,844 5 $1,8245 $1,824 $21,888$21,888 Total $99,480Total $99,480 Average monthly rent over five years $1,658Average monthly rent over five years $1,658
  • 5. Getting In Is Easy $300,000 Mortgage – PITI $2,200+/-$300,000 Mortgage – PITI $2,200+/- After Tax Breaks –After Tax Breaks – Payments Similar toPayments Similar to Average Rent over 5-yearsAverage Rent over 5-years Assume 25% Tax BracketAssume 25% Tax Bracket
  • 6. Now For The Good Part! After 5 years:After 5 years: Mortgage BalanceMortgage Balance Declines to $279,000Declines to $279,000 Home Value Increases toHome Value Increases to $383,000 @ 5% Appreciation$383,000 @ 5% Appreciation Net Worth Up $104,000!Net Worth Up $104,000! 3.5% Home Appreciation3.5% Home Appreciation Still Yields $77,000 Net WorthStill Yields $77,000 Net Worth
  • 7. Your $ Works For You After 5 years:After 5 years: Home appreciation (assuming 5% per year):Home appreciation (assuming 5% per year): 11 $315,000$315,000 22 $330,750$330,750 33 $347,288$347,288 44 $364,652$364,652 55 $382,885$382,885 AppreciationAppreciation $82,885$82,885 Mortgage balance ($279,163)Mortgage balance ($279,163) $20,837$20,837 Total $103,722Total $103,722
  • 8. Your Uncle Wants to Help If Cash Is Tight –If Cash Is Tight – Uncle Sam Can Help NowUncle Sam Can Help Now Don’t Wait For Refund Bucks:Don’t Wait For Refund Bucks: Increase Your Take Home PayIncrease Your Take Home Pay Quit Lending Money toQuit Lending Money to Uncle Sam Interest FreeUncle Sam Interest Free Check Out:Check Out: IRS Withholding CalculatorIRS Withholding Calculator To Do It RightTo Do It Right http://www.irs.gov/individuals/page/0,,id=14806,00.html
  • 9. Tax Advantage Assuming a $300,000 loan:Assuming a $300,000 loan: P&IP&I $1,798.65$1,798.65 TaxesTaxes 312.50312.50 InsuranceInsurance 100.00100.00 TotalTotal $2,211.15$2,211.15 Tax deduction for five years:Tax deduction for five years: Interest $87,082 + Taxes $18,750= $105,832Interest $87,082 + Taxes $18,750= $105,832 Using a 25% tax bracketUsing a 25% tax bracket $26,458$26,458 MonthlyMonthly $ 441$ 441 Mortgage Payment $2211 – 441 = $1,770Mortgage Payment $2211 – 441 = $1,770 Average Rent (five years) $1,658Average Rent (five years) $1,658 Payment difference $ 112Payment difference $ 112
  • 10. homeowner tax reductions increase exemptions to reduce withholding increase take home pay $441/mo $441/moDon’t wait for refund check. Increase take home pay now!
  • 11. Joe Dent’s VIP Buyer Services Making Your Home Buying Dreams Come True
  • 12. As A Homebuying Specialist:.. …I Will Help You: 1.1. Find theFind the best homebest home for yourfor your needsneeds 2.2. Negotiate theNegotiate the lowest pricelowest price 3.3. Secure theSecure the best financingbest financing 4.4. Meet your home buying needsMeet your home buying needs with thewith the least amount of hassleleast amount of hassle
  • 13. None of My Services Will Cost You a Penny* *Exception: Fairfax Realty’s $195 admin fee to cover costs of Federal, State, Local (County) compliance and quality control. Included in your closing costs and payable at settlement. In most cases we get the Seller to cover this fee.
  • 15. Step 1: LOAN PREAPPROVALLOAN PREAPPROVAL To Determine Your Purchasing PowerTo Determine Your Purchasing Power Find Out How Much Home you Can Afford ( by helping you getFind Out How Much Home you Can Afford ( by helping you get FREEFREE Home Loan Pre-ApprovalHome Loan Pre-Approval))
  • 16. Step 2: Your Home SearchYour Home Search Send You Information on Homes That Match Your CriteriaSend You Information on Homes That Match Your Criteria ( our( our UniqueUnique Buyer Profile ServiceBuyer Profile Service ))
  • 17. Step 3: OFFER ON A SPECIFIC HOME Help You Get the Home You Want Using My Specialized Knowledge
  • 18. At Each Step, You will benefit from my Innovative Consumer Programs
  • 19. The 3 Step Process toThe 3 Step Process to HomeownershipHomeownership 1. Your Home Loan Preapproval 2. Home Searching with my Buyer Profile Service 3. Offer to Contract Using My Specialized Knowledge SETTLEMENT & your new home keys! Inspection( s) appraisal final loan approval
  • 20. Should I Start Viewing HomesShould I Start Viewing Homes Before I’m Loan Approved?Before I’m Loan Approved? 1. Loan Preapproval 2. Home Search 3. Contract Negotiations Settlement
  • 22. What is a GFE? What is an EMD?
  • 23. What 4 upfront expenses are required to purchase?
  • 25. Three Key Benefits...Three Key Benefits... 1.1. You Know ExactlyYou Know Exactly How Much Home YouHow Much Home You Can AffordCan Afford
  • 26. Three Key BenefitsThree Key Benefits 2. You Get the2. You Get the Best FinancingBest Financing
  • 27. Three Key BenefitsThree Key Benefits 3.3. You Can Make aYou Can Make a Stronger OfferStronger Offer
  • 28. Consider These Two Offers Buyer A (You with pre-approved Home Loan)  $ 250,000  $ 250,000  Cash Offer  No Conditions  Conditional Upon Financing Buyer B (Another buyer who is NOT pre-approved)
  • 31. 1. A Home Loan Credit Report is Generated by the Credit Bureau 2. Application Taken & Financial Details (e.g. income, assets) Are Verified 3. All Information is Forwarded to the Underwriter for Approval Pre-Approval
  • 33. Step 2: My Auto E-mailMy Auto E-mail Buyer ProfileBuyer Profile Service...Service...
  • 34. What Are You Looking For in a Home?
  • 36. The MLS has information on thousands of homes for sale by ALL companies
  • 38. How Most Realtors Pick Out Houses: 1. They make a random search through the MLS 2. They pick 6-8 homes 3. They try to sell you one of them
  • 39. The WRONG Person is deciding which homes you’ll get to see...
  • 40. The Solution My One-of-a-kindMy One-of-a-kind Buyer ProfileBuyer Profile SystemSystem gives YOU prioritygives YOU priority access to hot new listings thataccess to hot new listings that match YOUR home buyingmatch YOUR home buying criteriacriteria
  • 41. … I put YOU in control 1.Your home buying criteria is entered into my custom computer database 2.Every evening, my computer searches the MLS to find homes that match your specific criteria
  • 42. … We put YOU in control 3.I only send you the homes that match your criteria 4.You can pick the homes you like and drive by them
  • 43. … I put YOU in control 5.After driving by, when you see a home you want to look at give me a call, I’ll arrange a private showing 6.NO pressure to buy
  • 44. YOU are in control which means...
  • 45. NO MORE... Searching through the paper, looking at homes that may already be sold You get AUTOMATIC access to hot new listings BEFORE other buyers YOU are in control which means...
  • 46. NO MORE... Wasted time viewing homes a real estate agent has picked out that don’t interest you You only receive homes that match your criteria and YOU pick the homes you want to see YOU are in control which means...
  • 47. NO MORE... Pressure (most agents pick out 6-8 homes and try to sell you one of them You pick out as many homes as you want to see (there’s never any pressure to buy) YOU are in control which means...
  • 48. NO MORE... Overpaying for the home you want Because you beat out other buyers, you can negotiate the best possible price YOU Are in control which means...
  • 49. 10 Problems with SHORT SALES: 1. Competitive, and Often Unrealistic List Pricing 2. The Bank calls the Shots…and Dumb shots at that! 3. Property sold as-is
  • 50. 10 Problems with SHORT SALES: 4. The Bank holds your deposit money … 5. Delays, delays! 6. And More Delays!
  • 51. 10 Problems with SHORT SALES:: 7. Uncooperative/uninformed Realtors: 8. Little/No Closing Costs Help. 9. HOA/Condo violations or delinquencies, outstanding utility company bills from previous
  • 52. 10 Problems with SHORT SALES:: 10. Totally uncertain, unpredictable outcome for your offer!
  • 53. How to Beat Out Other Buyers in Multiple Offers: 1. It’s the NET not the Gross! Offer = $200,000 Seller help = $6,000 Seller net =$194,000 2. 1st impression – 1 chance
  • 54. How to Beat Out Other Buyers in Multiple Offers: 4. Strong lender letter! 5. 1st impression – 1 chance 6.Financial Info Sheet & Bank Statement Showing Cash to Close Match
  • 55. How to Beat Out Other Buyers in Multiple Offers: 7. The greater the contingencies (e.g. home, radon, mold, termite inspections) the less competitive the offer
  • 56. Bank Foreclosures (REO’s): 1. Sold AS-IS, no repairs, all need work 2. Lots of competition, multiple offers 3. Usually require certified cashier check for EMD (earnest money deposit) 4. Properties sometimes have appraisal/title issues 5. Many require seller bank loan prequal
  • 57. How to Make a Winning FCL Offer: 1. No concessions, few contingencies 2. Bumping price causes appraisal issues 3. Big deposit (2%); but make deposit in 2 installments (small initial, large balance) to give equitable rights 4. Proof of funds, buyers name on EMD check, completed financial statement
  • 58. Step 3: Negotiating your offerNegotiating your offer with mywith my SpecializedSpecialized KnowledgeKnowledge
  • 59. When You find the home you want, I will 1.Help you prepare an offer that meets your needs and a Comparative Market Analysis (CMA) showing the relative value of the asking price. 2.Present the offer on your behalf to the seller 3.Negotiate all terms and conditions of the offer in your best interest
  • 60. In Summary... HowHow YouYou BenefitBenefit
  • 61. You get pre- qualified FREE of charge for a home loan and get access to special financing You can afford more home for your money HowHow YouYou BenefitBenefit
  • 62. You AUTOMATICALLY receive the best new listings that match your criteria BEFORE the average buyer knows about them You can beat out other buyers to hot new listings HowHow YouYou BenefitBenefit
  • 63. You are represented & backed by my Specialized Knowledge You get the house you want at the lowest possible price HowHow YouYou BenefitBenefit
  • 64. None of these Valuable Services Costs You a Penny*
  • 65. All We Ask in Return is Your Loyalty
  • 66. Your Offer to Purchase Real Estate Docs
  • 68. What to Say and Do When You Come Across Homes on Your Own
  • 69. What to Say and Do When You Come Across Homes on Your Own 1. If you see a home you like, feel free to call for information but always tell the agent that you’re working with us (this will prevent you from being hounded by other agents with questions and sales pitches)
  • 70. What to Say and Do When You Come Across Homes on Your Own 2. Get the price and (if available) MLS number and I’ll send you complete information 3. If you see a house you want to look at, always call ME for appointments
  • 71. Why Couples Should Look At Homes Together
  • 73. The Next Step ...The Next Step ...
  • 74. One of my many Success Stories
  • 76. Dear Mr. Dent. My family would like to extend our heartfelt gratitude for making one of our dreams become a reality (to own a house). We thank you for your patience, professionalism, and knowledgeable ways of dealing with every need that we had when we were on the process of purchasing our property. From the very basic to the most complex part of the process, you were there with us. My family, especially my kids Joshua, and John were happy to see you all those times you worked with us because you made them feel that you care for our family. Having you as our realtor is a tremendous blessing to us. May the good Lord continue to bless you and your family so that you may continue to bless others. Ronaldo and Melany Garcia A Proud Home Owner of 5104 Marlborough Pl. Upper Marlbor, MD 20772
  • 78. Everybody has heard of a new-build “horror story.”
  • 79. 1. It always takes more TIME, MONEY, PATIENCE than the original estimate. 2. NEW construction does not equal SOUND, QUALITY construction! 3 TRUTHS about Buying a New3 TRUTHS about Buying a New Home No One Will Tell YouHome No One Will Tell You 3. HIGH PRICED construction does not equal SOUND, QUALITY construction!
  • 80. How You and I Will Work Together 1. Call me before visiting & registering at any new home sales center, or talking to any builder sales rep. 2. To represent you as your buyer agent with the builder, I have to be present with you at the time you register with the sales rep, or give any information about yourself. We have to come in the door together! 3. Builders will only recognize & cooperate with buyer agents who register with their buyer clients.
  • 82. “The construction of our home in Hanover has truly been one of the most stressful and challenging tasks we have ever faced. Our initial troubles dealing with our builder and the construction details left two new homebuyers like ourselves in a near tailspin.
  • 84. Money Bombs!Money Bombs! 2. Can be (a) cheap materials behind the walls, (b) defective installation of good products, or (c) competent installation of cheap appliances, fixtures, components, in front of the walls. 1. Special scams or rip offs that can trip up new home buyers.
  • 85. Money Bombs!Money Bombs! 5. Hurricane Andrew August 1992 in Dade County Florida 3. Too many builders operate under the cheaper the better philosophy. The rush for profit can be at your expense. 4. Home inspectors say one in three homes has serious flaws or code violations which don’t show up for years sometimes.
  • 87. No better measure of defective homes than the “Hurricane Test” Andrew ripped off the roofs of 100,000+ homes. Much of the destruction caused by defective construction.
  • 88. Miami Herald . . . “The homes most damaged by the hurricane were built recently in the 1980’s & later. By contrast subdivisions right across the street that were of older vintage . . .”
  • 89. “. . . often suffered LESS damage. The reason is clear: homes built in the last 10-20 years were riddled with defects that directly contributed to their destruction in Hurricane Andrew.” By the way! Dade County FL has some of the strictest building codes in the nation!
  • 90. The Paper Trail: Protecting Your Rights With A Good Contract
  • 91. When you sign a contract, you might as well consider that pen in your hand to be a stick of dynamite.
  • 92. How Bad Contract ZapHow Bad Contract Zap Good BuyersGood Buyers
  • 93. 6. Builders have expert lawyers6. Builders have expert lawyers & take extensive classes all& take extensive classes all designed to limit your rights –designed to limit your rights – and their liability for problems.and their liability for problems.
  • 94. Builder’s Side of Contract Buyer’s Side of Contract
  • 95. Here’s how you can takeHere’s how you can take control of the process:control of the process:  DO YOUR HOMEWORK BEFORE YOU STEPDO YOUR HOMEWORK BEFORE YOU STEP INTO A MODEL.INTO A MODEL.  A. Research the builder in local papers.A. Research the builder in local papers.  B. Check out Hoover’s OnlineB. Check out Hoover’s Online (( www.hoovers.comwww.hoovers.com for profiles of 8500for profiles of 8500 companies including their latest SEC filingscompanies including their latest SEC filings and reports from analysts.and reports from analysts. C. Check to see if the builder has been suedC. Check to see if the builder has been sued by a site calledby a site called www.KnowX.comwww.KnowX.com Cost:Cost: $1.50-$6.95 for a search, and $2.95-$6.95 for$1.50-$6.95 for a search, and $2.95-$6.95 for a detail record.a detail record.
  • 96.  Ask for the price lists, options list,Ask for the price lists, options list, and brochures up front.and brochures up front. Here’s how you can takeHere’s how you can take control of the process:control of the process:  See “real” homes. (homes lived in bySee “real” homes. (homes lived in by real, live people!)real, live people!)  Check out the “modelCheck out the “model variances.”variances.”
  • 97. Ryan Homes (NVR) The Ripp-Off Report http://badbusinessbureau.com and www.ripoffreport.comm http://ryanhomesnightmare.com/
  • 100. The Most Important PartThe Most Important Part of This Presentation …of This Presentation …
  • 101. The 1The 1stst of 3 Most Critical, Time-of 3 Most Critical, Time- Sensitive Points for a HomeSensitive Points for a Home Inspection During ConstructionInspection During Construction 1.1. FoundationFoundation (before backfill!)(before backfill!)
  • 105. The 2The 2ndnd of 3 Most Critical, Time-of 3 Most Critical, Time- Sensitive Points for a HomeSensitive Points for a Home Inspection During ConstructionInspection During Construction 2.2. Pre-drywallPre-drywall
  • 107. 3.3. Pre-Pre- settlementsettlement walkthroughwalkthrough The 3The 3rdrd of 3 Most Critical,of 3 Most Critical, Time-Sensitive Points for aTime-Sensitive Points for a Home Inspection DuringHome Inspection During ConstructionConstruction