Why Should a Seller Work With a Full Service Real Estate Brokerage

vs. a For Sale By Owner Franchise?

Dealing with Dealing with DiscountersDiscounters

Me

“The Fam”

Me

There’s always someone closer and cheaper.

You can’t do anything about discounters.

Discounters are not exclusiveto the real estate industry.

Hi

nt:Hi

nt:

What is the

problem, really?

It’s not them.

Consumers Choose Based on…Consumers Choose Based on…

StatusDoes the client want to save money or get more money for the house in a shorter amount of time?

Perceived outcome / solutionWho offers the most opportunity to get the home sold?

PriceDoes the client want to emotionally negotiate a price or benefit from third party negotiation?

of consumers make of consumers make decisionsdecisions based on the based on the buying / selling experience, buying / selling experience, not price.not price.

7777%%

Separate Yourself from the Separate Yourself from the DiscountersDiscounters

Develop a one-liner.What can you do for your clients?

Get in their mindset.Sell the whole packagenot just the commission.

Work it out.What can you do to getmore money in less time?

Unmotivated Sellers Money Savers

For Sale By Owner Mere Posting For Sale By Owner Mere Posting Providers -- Providers --

Who Are Their Target Market?Who Are Their Target Market?

NAR StatsNAR Stats

43%Did Not Want to Pay Commissions

25%Sold to a Relative, Friend or Neighbour

15%Buyers Contacted Sellers Directly

Top 3 Reasons for Selling Home as FSBOTop 3 Reasons for Selling Home as FSBO

NAR FSBO StatsNAR FSBO Stats

Method Used to Sell Home, 2001-2012Method Used to Sell Home, 2001-2012

Determine the Asking Price

Why work with a full-service Why work with a full-service brokerage?brokerage?

In-depth knowledge of property values

Proven methods for property pricing (ie: mpac assessments)

Understand the variations of home sale prices based on variables

What goes in to pricing a house?What goes in to pricing a house?

Model, condition, upgrades, etc…

$

Property Showings

Advantage: Property ShowingsAdvantage: Property Showings

Access to buyers

Ability to show home

Security & safety

Legitimacy of buyers

Convenience

Marketingthe Property

Advantage: MarketingAdvantage: Marketing

Accurate postings on the MLS

Marketing plan = maximum exposure

Negotiatingand Closing

the Deal

Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing

Buyers are not thinking about paying your

commission.

Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing

Sellers who sell privately want to save on commission, but Buyers who purchase privately will want to save the difference as well.

There is a great deal of value in third party negotiation.

Real estate salespeople are trained professionals.

Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing

Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing

When selling privately, sellers

must rely on their lawyer.

Advantage: You Pay for Results!Advantage: You Pay for Results!

13%SOLD

14%Sold by aLicensedRealtor* 73%

DID NOT SELL

Based on properties listed with CommonSense Realty and RealtySellers on the Toronto Real Estate Board.*Licensed REALTOR other than CommonSense or Realty Sellers.

Advantage: You Pay for Results!Advantage: You Pay for Results!

When you use a For Sale By Owner marketing provider, you pay fees up front, regardless of the fact that your home may not sell.

With a full service brokerage, you only pay commission upon the successful sale of your property.

Separate Yourself from the Separate Yourself from the DiscountersDiscounters

Determine your desired clientDetermine your desired client

Ask Power QuestionsAsk Power Questions

Decide who you are willing to loseDecide who you are willing to lose

Ask yourself important questionsAsk yourself important questions

Understand your valueUnderstand your value

Develop a personal connection with your clients

Develop a personal connection with your clients

Why Should a Seller Work With a Full Service Real Estate Brokerage

vs. a For Sale By Owner Franchise?

Dealing with Dealing with DiscountersDiscounters

~The End~

Mr./Mrs. Seller, may I ask, if we had a qualified buyer willing to pay a price that was acceptable to you, would you

be open to accepting an offer through our company?

Mr./Mrs. Seller, may I ask, if we had a qualified buyer willing to pay a price that was acceptable to you, would you

be open to accepting an offer through our company?

If you felt that you could achieve a higher sale price, in a shorter period time and with fewer challenges by doing

business with us, would you consider us for the job?

If you felt that you could achieve a higher sale price, in a shorter period time and with fewer challenges by doing

business with us, would you consider us for the job?

If you felt that you could net an additional $_____ to $______ by having me represent you for the sale of your

home, would you consider retaining my services?

If you felt that you could net an additional $_____ to $______ by having me represent you for the sale of your

home, would you consider retaining my services?