Don't assume that FSBO's have already made up their mind and stopping by their open house is a waste of time. A little over half of those who decided to list themselves do so to save on commission, but perhaps they do not really know what that money is going to. It then becomes your job to demonstrate your worth. An approach that seems to have worked well for others is to start a conversation with someone who has decided to go it alone, offer them some advice free of charge. Give them your card and let them know some things they can expect during the sale of their home. You will be gaining trust while highlighting your intrinsic value. Even if you do not convert the individual in question does not necessarily make it time wasted, that effort could easily turn into a referral.
FSBOS EARN LESS ON HOME SALE
Unrepresented sellers have a median household income that's only about 11 percent lower than that of sellers who use an agent from the get-go, but FSBOs' homes sell for 25 percent less.
Agent-assisted Household income (median) $87,000 Selling Price (median) $250,000
First FSBO, then agent-assisted Household income (median) $70,700 Selling Price (median) $192,000
FSBO/don't know buyers Household income (median) $77,800 Selling Price (median) $187,200
Data from the NAR Profile of Home Buyers and Sellers, 2006 edition, NAR Research
PLEASE CHECK OUT OUR NEW PODCAST ON THE HOMEPAGE OF OUR WEBSITE www.TonyandLibby.com