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?

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…

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

Reason #2: The Law of SUPPLY and DEMAND…

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?

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

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

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

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 $

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

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 ? ? ? ? ? ? ? ?

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

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

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?