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What’s the biggest What’s the biggest advantage to you advantage to you selling on your own?selling on your own?

Mike Stott (R) CRSKeller Williams Realty North Atlanta 678-232-0927

SavingSaving the Commission right?the Commission right?

What’s the biggest advantage a What’s the biggest advantage a buyer would have in buying buyer would have in buying directly from you?directly from you?

The The samesame commission you are commission you are trying to save in most cases.trying to save in most cases.

Is there any possible Is there any possible disadvantage to you in disadvantage to you in continuing to trying to sell on continuing to trying to sell on your own?your own?

Who has the advantage Who has the advantage in negotiating?in negotiating?

You with one home to sell?You with one home to sell?

Or a Buyer with 10 to 20 choices or more?Or a Buyer with 10 to 20 choices or more?

& the Money& the Money

How long have you advertised How long have you advertised your home for sale?your home for sale?

• How many calls did you receive last week?• How many of those calls were from real estate agents?• How many people came to see your home?• How many of those calls were from investors or from people needing owner-financing? • How many needed to sell in order to buy?• Did anyone make any offers in writing?

What would concern me if I were What would concern me if I were you:you:

• Last month we sold alot homes in your area and many in your price range …• And all those serious buyers didn’t come to see your home before making an offer on another property …• Can I explain why?

Serious Buyers …Serious Buyers …• Are pre-qualified and want to buy quickly. Almost all (97%+) buyers of this type work with a real estate agent because of our market knowledge, negotiation skills, contract skills and our services are “free.”• Buyers who are left over tend to be …• not in a hurry and casual lookers;• bargain hunters;• or unqualified to buy.•Real estate agents don’t show FSBO’s in general because they• must negotiate commission with the homeowner• do up to twice the work;• and assume more liability.

So you are left searching for a qualified buyer So you are left searching for a qualified buyer who’s not using a real estate agent and is who’s not using a real estate agent and is qualified and willing to pay a fair price for qualified and willing to pay a fair price for your home. your home.

• It’s almost like going to Vegas - the odds are stacked against you.• Every year some people do sell on their own – statistics show that approximately 3% of all sales are FSBO’s to buyers they didn’t know BUT that their average sales price is dramatically less those of all real estate agents.

Even If You Win You May LoseEven If You Win You May Lose• Statistically the owner accepts less money• You pay for advertising – it’s easy to spend more than 1% • It takes you longer to get the home sold• Title and legal fees are often higher 2012 With a Realtor

FSBO$215,000

$174,0002011 With a Realtor FSBO

$215,000 $150,000

2010 With a Realtor FSBO

$199,300 $140,000

2009 With a Realtor FSBO

$215,000 $172,000

2008 With A Realtor FSBO$211,000 $153,0002007 With A Realtor FSBO$240,000 $180,0002006 With a Realtor FSBO

$240,000 $180,000

Source NAR Annual Reports

Would you take 5% or more of the Would you take 5% or more of the value of your house …value of your house …• and give 2, 3 or 4% to a complete stranger?• and send money to all the advertisers as a gift?• and maybe spend extra money on payments, taxes, utilities etc?• and pay extra to an attorney?

If you sell your home on your own and net 5% to 7% less than if you sold it through a real estate agent and paid the agents 3% commission, isn’t that exactly what you are doing?

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If you felt that you If you felt that you could actually get the could actually get the

most money, the most money, the quickest sale and the quickest sale and the

fewest problem by fewest problem by giving me an exclusive giving me an exclusive

listing today, would listing today, would you at least consider you at least consider

it?it?

Let’s go over what it will take

to get your home sold.