1. R.E.A.L
Rapport
Engage
Advice
List & Leave

2. FSBOs
Do NOT Save $

3. Why FSBOs Do Not Save Money USA Today Article
FSBO buyers want a bargain
Third-party Negotiating
Agents have more resources

4. For Sale

5. AGENTS NET MORE
According To USA Today, Agents Sell Houses For 21.49% HIGHER Than FSBOs Sold Homes
Your site here

6. Which Buyer Would You Want?
- OR -

8. 13%
Less

9. Getting The Best Possible Price
Buyers
 Exposure
 Marketing Tools

10. We Bring in Buyers That Might Not See Your Home

11. “We can always come down; they can make us an offer”
·        Buyers ask “How long has it been on the market”
·        Negotiate up versus down
·        Helps sell other house; we need to price just below competition so they help US sell our house. The market determines our price because that’s what the buyers are looking at, the market.
·        As a stock goes down in price, if you stay firm at your price, you will keep loosing money each day.

12. Buyers Want What Other Buyers Want
#1 Question Buyers Ask:
“How long has it been on the market”
Buyers Want
What Other Buyers Want
The Longer Something Is On The Market, The Harder It Is To Sell

13. Stale Bread

14. “Our house is better; we did all these improvements”

15. Final Price: $40,000 Final Price: Final Price: $6,600 $144,000
Estimate: $500-$700
Estimate: $6,000-$8,000
Estimate: $300-$500
Final Price:
$40,000
Final Price:
$6,600
Final Price:
$144,000

16. Estimate: $6,000-$8,000
Final Price: $576,000

17. Talking Points For Christie’s Technique
What the items “cost to produce” had nothing to do with value. They were model toys for crying out loud. Homeowners improvements are the same thing.
What drove the price was:
The Star Trek Items were one of a kind items with a following of collectors. There were more buyers than product. If the owner has the only 4BR house in that town, that would help them.

18. “We need the money because of what we paid, or we refinanced”

20. “We need the money because of the house we are buying”

21. Time to move up? $ 40,000 ahead Previous price $ 450,000 $ 650,000
Today’s price (-20%)
$ 360,000
$ 520,000
$ 90,000 Loss
$ 130,000 Loss
$ 40,000 ahead

22. Time to move up? $ 32,000 additional gain Today’s price $ 360,000
$ 520,000
Future price (+20%)
$ 432,000
$ 624,000
$ 72,000 Gain
$ 104,000 Gain
$ 32,000 additional gain

23. Time to move up? $ 72,000 gain!! Today’s gain $ 40,000 Future gain
$ 32,000
$ 72,000 gain!!

24. “Our Attorney
Will Help Us”

26. Hire A Pro
Accountant
Doctor
Real Estate Agent
Lawyer

27. “The Other Broker Is Cheaper”

28. The Amount That Covers Expenses
An Up-Front Apology
7% Commission
The Amount That Covers Expenses
and Generates a Profit
6% Commission
14% Cut in Pay
5% Commission
29% Cut in Pay
4% Commission
43% Cut in Pay