Download - Dealing with discount real estate services
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Why Should a Seller Work With a Full Service Real Estate Brokerage
vs. a For Sale By Owner Franchise?
Dealing with Dealing with DiscountersDiscounters
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Me
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“The Fam”
Me
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There’s always someone closer and cheaper.
You can’t do anything about discounters.
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Discounters are not exclusiveto the real estate industry.
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Hi
nt:Hi
nt:
What is the
problem, really?
It’s not them.
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Consumers Choose Based on…Consumers Choose Based on…
StatusDoes the client want to save money or get more money for the house in a shorter amount of time?
Perceived outcome / solutionWho offers the most opportunity to get the home sold?
PriceDoes the client want to emotionally negotiate a price or benefit from third party negotiation?
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of consumers make of consumers make decisionsdecisions based on the based on the buying / selling experience, buying / selling experience, not price.not price.
7777%%
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Separate Yourself from the Separate Yourself from the DiscountersDiscounters
Develop 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?
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Unmotivated Sellers Money Savers
For Sale By Owner Mere Posting For Sale By Owner Mere Posting Providers -- Providers --
Who Are Their Target Market?Who Are Their Target Market?
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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
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NAR FSBO StatsNAR FSBO Stats
Method Used to Sell Home, 2001-2012Method Used to Sell Home, 2001-2012
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Determine the Asking Price
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Why work with a full-service Why work with a full-service brokerage?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
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What goes in to pricing a house?What goes in to pricing a house?
Model, condition, upgrades, etc…
$
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Property Showings
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Advantage: Property ShowingsAdvantage: Property Showings
Access to buyers
Ability to show home
Security & safety
Legitimacy of buyers
Convenience
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Marketingthe Property
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Advantage: MarketingAdvantage: Marketing
Accurate postings on the MLS
Marketing plan = maximum exposure
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Negotiatingand Closing
the Deal
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Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
Buyers are not thinking about paying your
commission.
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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.
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There is a great deal of value in third party negotiation.
Real estate salespeople are trained professionals.
Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
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Advantage: Negotiation and ClosingAdvantage: Negotiation and Closing
When selling privately, sellers
must rely on their lawyer.
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Advantage: You Pay for Results!Advantage: You Pay for Results!
13%SOLD
14%Sold by aLicensedRealtor* 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.
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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.
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Separate Yourself from the Separate Yourself from the DiscountersDiscounters
Determine your desired clientDetermine your desired client
Ask Power QuestionsAsk Power Questions
Decide who you are willing to loseDecide who you are willing to lose
Ask yourself important questionsAsk yourself important questions
Understand your valueUnderstand your value
Develop a personal connection with your clients
Develop a personal connection with your clients
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Why Should a Seller Work With a Full Service Real Estate Brokerage
vs. a For Sale By Owner Franchise?
Dealing with Dealing with DiscountersDiscounters
~The End~
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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?