| Eight Reasons FSBOs
Need Me 1. I can sell your house for more money. According to the 2000 National Association of REALTORS Profile of Home Buyers and Sellers, the typical FSBO home sold for $113,000, compared to $129,900 for a salesperson-assisted home. This means that even if FSBOs pay a 6-percent commission, they will realize $122,100. 2. I understand how to complete the many contracts, forms and disclosure statements required in a real estate transaction. Reviewing a list of the forms needed to complete a transaction—lead paint disclosure statement, property condition disclosure statement, purchase contract, legal description of the property, contingency clause addendum—should convince you to decide to list with me. According to the 2000 National Association of REALTORS Profile of Home Buyers and Sellers, difficulty with paperwork was the second biggest problem FSBOs had in selling their own homes. 3. I do this full-time. Often FSBOs don't recognize how many hours a real estate salesperson spends. Realizing how many hours I work on each home I list and sell demonstrates to FSBOs the amount of time they'll have to take from their free time to sell their home themselves. 4. I have the market knowledge to price the home competitively. FSBOs may know what one or two homes near them have sold for, but they don't have the access to the wide number of comps you do or the market knowledge to adjust pricing. In some cases, a competitive market analysis of their home is an effective tool to demonstrate the professional value to FSBOs. According to the 2000 National Association of REALTORS Profile of Home Buyers and Sellers, setting the right price was the biggest problem FSBOs had in selling their own homes 5. I can be objective, handle criticism of the house, and focus on how well the homes suits a buyer. All owners have emotional attachments to their homes and will emphasize the features they consider most desirable during a showing. However, as a trained professional, I am more attuned to the buyers' needs and able to highlight the home's features that have the most appeal to each buyer. 6. I can assess buyers' ability to afford the property and help them locate the best places to obtain financing. Often buyers, especially inexperienced ones, rely on the real estate salesperson to help them obtain a mortgage. I'll can explain to a FSBO that I have experience in helping buyers locate a lender and select between fixed, adjustable, or balloon mortgages. I am also more experienced in prequalifying buyers so that they will not make an offer on a home they cannot afford. Again, the complexity of mortgage financing should convince the FSBO to hire an expert—Matthew Bronson. 7. I know how to negotiate and overcome objections. Balancing offers and counteroffers, as well as handling many of the contingencies that usually accompany real estate transactions, can be frustrating or frightening for FSBOs. I have a proven track record as a negotiator. 8. I can get the transaction closed. Many FSBOs think that once the purchase agreement is signed, their work is over. But I know better. Some of the tasks that must be completed before closing, include home inspection, termite inspection, title insurance, building permits for improvements, and so forth. Sellers should realize they need professional help to get the deal completed. |