1. Why Should a Seller Work
With a Full Service Real
Estate Brokerage vs. a For
Sale By Owner Franchise?
Dealing with DiscountersDealing with Discounters
7. Consumers Choose Based on…Consumers Choose Based on…
Status
Does the client want to save money or get more
money for the house in a shorter amount of time?
Perceived outcome / solution
Who offers the most opportunity
to get the home sold?
Price
Does the client want to emotionally negotiate
a price or benefit from third party negotiation?
8. of consumers makeof consumers make decisionsdecisions
based on the buying / sellingbased on the buying / selling
experience, not price.experience, not price.77%77%
9. Separate Yourself from the DiscountersSeparate Yourself from the Discounters
Develop a one-liner.
What can you do for your clients?
Get in their mindset.
Sell the whole package
not just the commission.
Work it out.
What can you do to get
more money in less time?
10. Unmotivated Sellers Money Savers
For 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 Stats
43%
Did Not Want to Pay Commissions
25%
Sold to a Relative, Friend or Neighbour
15%
Buyers Contacted Sellers Directly
Top 3 Reasons for Selling Home as FSBOTop 3 Reasons for Selling Home as FSBO
12. NAR FSBO StatsNAR FSBO Stats
Method Used to Sell Home, 2001-2012Method Used to Sell Home, 2001-2012
14. Why work with a full-service brokerage?Why work with a full-service brokerage?
In-depth knowledge of property values
Proven methods for property pricing
(ie: mpac assessments)
Understand the variations of home
sale prices based on variables
15. What goes in to pricing a house?What goes in to pricing a house?
Model, condition, upgrades, etc…
$
21. Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
Buyers are not thinking
about paying your
commission.
22. Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
Sellers who sell privately want to
save on commission, but Buyers
who purchase privately will want
to save the difference as well.
23. There is a great deal of value
in third party negotiation.
Real estate salespeople
are trained professionals.
Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
24. Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
When selling
privately, sellers
must rely on
their lawyer.
25. Advantage: You Pay for Results!Advantage: You Pay for Results!
13%
SOLD
14%
Sold by a
Licensed
Realtor* 73%
DID NOT SELL
Based 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 Owner
marketing provider, you pay fees
up front, regardless of the fact
that your home may not sell.
With a full service
brokerage, you only pay
commission upon the
successful sale of your
property.
27. Separate Yourself from the DiscountersSeparate Yourself from the Discounters
Determine your desired
client
Determine your desired
client
Ask Power QuestionsAsk Power Questions
Decide who you are willing
to lose
Decide who you are willing
to lose
Ask yourself important
questions
Ask yourself important
questions
Understand your valueUnderstand your value
Develop a personal
connection with your clients
Develop a personal
connection with your clients
28. Why Should a Seller Work
With a Full Service Real
Estate Brokerage vs. a For
Sale By Owner Franchise?
Dealing with DiscountersDealing with Discounters
~The End~
29. Mr./Mrs. Seller, may I ask, if we had a qualified buyer
willing to pay a price that was acceptable to you, would you
be open to accepting an offer through our company?
Mr./Mrs. Seller, may I ask, if we had a qualified buyer
willing to pay a price that was acceptable to you, would you
be open to accepting an offer through our company?
If you felt that you could achieve a higher sale price, in a
shorter period time and with fewer challenges by doing
business with us, would you consider us for the job?
If you felt that you could achieve a higher sale price, in a
shorter period time and with fewer challenges by doing
business 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 your
home, 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 your
home, would you consider retaining my services?
