Dealing with discount real estate services
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Dealing with discount real estate services

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Dealing with discount real estate services Presentation Transcript

  • 1. Why Should a Seller WorkWith a Full Service RealEstate Brokerage vs. a ForSale By Owner Franchise?Dealing with DiscountersDealing with Discounters
  • 2. Me
  • 3. “TheFam”Me
  • 4. There’s always someonecloser and cheaper.You can’t do anythingabout discounters.
  • 5. Discounters are not exclusiveto the real estate industry.
  • 6. Hint:Hint:What is theproblem,really?It’s notthem.
  • 7. Consumers Choose Based on…Consumers Choose Based on…StatusDoes the client want to save money or get moremoney for the house in a shorter amount of time?Perceived outcome / solutionWho offers the most opportunityto get the home sold?PriceDoes the client want to emotionally negotiatea price or benefit from third party negotiation?
  • 8. of consumers makeof consumers make decisionsdecisionsbased on the buying / sellingbased on the buying / sellingexperience, not price.experience, not price.77%77%
  • 9. Separate Yourself from the DiscountersSeparate Yourself from the DiscountersDevelop 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?
  • 10. Unmotivated Sellers Money SaversFor Sale By Owner Mere Posting Providers --For Sale By Owner Mere Posting Providers --Who Are Their Target Market?Who Are Their Target Market?
  • 11. NAR StatsNAR Stats43%Did Not Want to Pay Commissions25%Sold to a Relative, Friend or Neighbour15%Buyers Contacted Sellers DirectlyTop 3 Reasons for Selling Home as FSBOTop 3 Reasons for Selling Home as FSBO
  • 12. NAR FSBO StatsNAR FSBO StatsMethod Used to Sell Home, 2001-2012Method Used to Sell Home, 2001-2012
  • 13. Determine theAsking Price
  • 14. Why work with a full-service brokerage?Why work with a full-service brokerage?In-depth knowledge of property valuesProven methods for property pricing(ie: mpac assessments)Understand the variations of homesale prices based on variables
  • 15. What goes in to pricing a house?What goes in to pricing a house?Model, condition, upgrades, etc…$
  • 16. PropertyShowings
  • 17. Advantage: Property ShowingsAdvantage: Property ShowingsAccess to buyersAbility toshow homeSecurity & safetyLegitimacy of buyersConvenience
  • 18. Marketingthe Property
  • 19. Advantage: MarketingAdvantage: MarketingAccurate postings on the MLSMarketing plan = maximum exposure
  • 20. Negotiatingand Closingthe Deal
  • 21. Advantage: Negotiation and ClosingAdvantage: Negotiation and ClosingBuyers are not thinkingabout paying yourcommission.
  • 22. Advantage: Negotiation and ClosingAdvantage: Negotiation and ClosingSellers who sell privately want tosave on commission, but Buyerswho purchase privately will wantto save the difference as well.
  • 23. There is a great deal of valuein third party negotiation.Real estate salespeopleare trained professionals.Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
  • 24. Advantage: Negotiation and ClosingAdvantage: Negotiation and ClosingWhen sellingprivately, sellersmust rely ontheir lawyer.
  • 25. Advantage: You Pay for Results!Advantage: You Pay for Results!13%SOLD14%Sold by aLicensedRealtor* 73%DID NOT SELLBased on properties listed with CommonSense Realty and RealtySellers on the Toronto Real Estate Board.*Licensed REALTOR other than CommonSense or Realty Sellers.
  • 26. Advantage: You Pay for Results!Advantage: You Pay for Results!When you use a For Sale By Ownermarketing provider, you pay feesup front, regardless of the factthat your home may not sell.With a full servicebrokerage, you only paycommission upon thesuccessful sale of yourproperty.
  • 27. Separate Yourself from the DiscountersSeparate Yourself from the DiscountersDetermine your desiredclientDetermine your desiredclientAsk Power QuestionsAsk Power QuestionsDecide who you are willingto loseDecide who you are willingto loseAsk yourself importantquestionsAsk yourself importantquestionsUnderstand your valueUnderstand your valueDevelop a personalconnection with your clientsDevelop a personalconnection with your clients
  • 28. Why Should a Seller WorkWith a Full Service RealEstate Brokerage vs. a ForSale By Owner Franchise?Dealing with DiscountersDealing with Discounters~The End~
  • 29. Mr./Mrs. Seller, may I ask, if we had a qualified buyerwilling to pay a price that was acceptable to you, would yoube open to accepting an offer through our company?Mr./Mrs. Seller, may I ask, if we had a qualified buyerwilling to pay a price that was acceptable to you, would yoube open to accepting an offer through our company?If you felt that you could achieve a higher sale price, in ashorter period time and with fewer challenges by doingbusiness with us, would you consider us for the job?If you felt that you could achieve a higher sale price, in ashorter period time and with fewer challenges by doingbusiness 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 yourhome, 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 yourhome, would you consider retaining my services?