The document provides advice to a homeowner considering selling their home without an agent. It outlines several key disadvantages: 1) Buyers working with agents have an advantage in negotiations since they have multiple home choices, while sellers without agents only have one home. 2) Statistics show homes typically sell for less when sold by owners without an agent, averaging 3-7% less than when sold through an agent. 3) While a small percentage of homeowners are successful selling on their own, it is difficult to find a qualified buyer not using an agent, making the odds stacked against getting the best price and quickest sale.

1. What’s the biggest
advantage to you
selling on your own?
Saving the Commission right?
Ed Finlan Managing Broker
Keller Williams Western Realty 360-610-SOLD (7653)
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2. What’s the biggest advantage a buyer
would have in buying directly from
you?
The same commission you are trying
to save in most cases.
Is there any possible disadvantage to
you in continuing to trying to sell on
your own?

3. Who has the advantage in
negotiating?
You with one home to sell?
Or a Buyer with 10 to 20 choices or more?
& the Money

4. How long have you advertised your
home for sale?
• How many calls did you receive last week?
• How many of those calls were from real
estate agents?
• How many people came to see your home?
• How many of those calls were from
investors or from people needing owner-
financing?
• How many needed to sell in order to buy?
• Did anyone make any offers in writing?

5. What would concern me if I were you:
• Last month we sold a lot homes in your area
and many in your price range …
• And all those serious buyers didn’t come to see
your home before making an offer on another
property …
• Can I explain why?

6. Serious Buyers …
• Are pre-qualified and want to buy quickly. Almost all
(97%+) buyers of this type work with a real estate agent
because of our market knowledge, negotiation skills,
contract skills and our services are “free.”
• Buyers who are left over tend to be …
• not in a hurry and casual lookers;
• bargain hunters;
• or unqualified to buy.
•Real estate agents don’t show FSBO’s in general
because they
• must negotiate commission with the homeowner
• do up to twice the work;
• and assume more liability.

7. So you are left searching for a qualified buyer who’s
not using a real estate agent and is qualified and
willing to pay a fair price for your home.
• It’s almost like going to Vegas - the odds are
stacked against you.
• Every year some people do sell on their own –
statistics show that approximately 3% of all sales
are For Sale By Owners’s to buyers they didn’t
know BUT that their average sales price is
dramatically less those of all real estate agents.

8. Even If You Win You May Lose
• Statistically the owner accepts less money
• You pay for advertising – it’s easy to spend more
than 1%
• It takes you longer to get the home sold
• Title and legal fees are often higher
2010 Sales Price With a Realtor FSBO
$199,300 $140,000
2009 Sales Price With a Realtor FSBO
$215,000 $172,000
2008 Sales Price With a Realtor FSBO
$211,000 $153,000
2007 Sales Price With a Realtor FSBO
$240,000 $180,000 In 2010 FSBO’s who sold
2006 Sales Price With a Realtor FSBO to buyers they didn’t know
$239,000 $187,200 averaged $155,700 and
those that hired an agent
Source NAR annual Reports
averaged $168,000;
7.9% More!!!

9. Would you take 5% or more of the value
of your house …
• and give 2, 3 or 4% to a complete stranger?
• and send money to all the advertisers as a gift?
• and maybe spend extra money on payments, taxes, utilities
etc?
• and pay extra to an attorney?
If you sell your home on your own and net 5% to 7% less than
if you sold it through a real estate agent and paid the agents 3%
commission, isn’t that exactly what you are doing?

10. If you felt that you
could actually get the
most money, the
Let’s go over quickest sale and the
what it will fewest problems by
take to get giving me an exclusive
your home listing today, would
sold. you at least consider
it?
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