1. What EVERY For Sale By Owner Should Know
Smile – Pay Compliment – Kitchen Table – Break Ice – Safe Island – Client Qualifier
Re-cap what got you in the door (ie- If I could net you as much or more in your pocket as you could selling on your own, would you talk with me again?)
FSBO Presentation – “I’m not here to talk you into listing with me … again, I respect the fact that you are trying to sell on your own. However, I would like to share with you what I have learned about the Real Estate Industry, as a successful Realtor and Broker. Whether or not you ever decide to hire a Broker like myself, I’d like to at least share with you what every For Sale By Owner should know in order to assure a successful transition, fair enough?

2. Three Facts: There are 6 obvious reasons…
Sellers have been employing REALTORS®, for over 200 years … Why?
2. 70% of For Sale By Owners choose a REALTOR®, or change their plans … Why?
3. REALTORS®, can sell houses FASTER and for MORE MONEY … Why?
There are 6 obvious reasons…

3. Reason #1:
Serious Buyers
Only Shop
FOR SALE BY OWNERS to Save a Commission…

4. Reason #2:
The Law of
SUPPLY
and
DEMAND…

5. How much TIME will it take for THE FOR SALE BY OWNER?
Law of Supply & Demand
# of Realtors in Region:
Avg. # of Prospects each:
Total # of Prospects:
Avg. # of days to Close:
5000 10
50,000
120
If it takes Realtors with _____ prospects, _____ days to get sellers their money …
5,000
50,000
120
How much TIME will it take for THE FOR SALE BY OWNER?

6. Reason #3:
Difficulty Separating the LOOKERS from the BUYERS…

7. *National Association of REALTORS® Study
Separating Lookers From Buyers…
TIME?
*National Association of REALTORS® Study

8. Reason #4:
The Longer It Takes to SELL, the More MONEY That Could be
LOST…

9. Financial Risk Analysis:
Rates might go up $
New home may cost more $
Your home worth less $
Lose speculation time $
Vacant monthly maintenance $
Double house payment $
Discount points might go up $
Tax advantages $
Lost in the shuffle $
Repair and lose money $

10. Reason #5:
Marketing Services:
= Exposure
= Prospects
= MORE VALUE

11. Marketing Services Comparison:
Services: REALTOR® FSBO
Free MLS
Nationally Recognized Sign
Professional Marketing
Maximum Internet Syndication
International Relocation
Realtors Referral Network
Corporate Discounts
Professional Sales Training ? ? ? ? ? ? ? ?

12. Reason #6:
Third Party Negotiating Saves TIME and MONEY…

13. Not Emotionally Involved Avoid Pitfalls
Advantages of Third Party Negotiation
Trained Negotiators
Not Emotionally Involved
Avoid Pitfalls
Understand the Needs of Both Parties

14. Doesn’t It Just Make Sense?
Now That You KNOW…
Serious buyers only shop For Sale By Owners to SAVE the COMMISSION
The Law of SUPPLY and DEMAND
The difficulty separating LOOKERS from BUYERS
More Marketing Services ultimately equals MORE BUYERS
The Longer it takes to sell, the more MONEY that can be LOST
3rd Party Negotiating saves TIME & MONEY
Doesn’t It Just Make Sense?
Smile – Pay Compliment – Kitchen Table – Break Ice – Safe Island – Client Qualifier
Re-cap what got you in the door (ie- If I could net you as much or more in your pocket as you could selling on your own, would you talk with me again?)
FSBO Presentation – “I’m not here to talk you into listing with me … again, I respect the fact that you are trying to sell on your own. However, I would like to share with you what I have learned about the Real Estate Industry, as a successful Realtor and Broker. Whether or not you ever decide to hire a Broker like myself, I’d like to at least share with you what every For Sale By Owner should know in order to assure a successful transition, fair enough?