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3700 Lakeside Drive, Suite 100 Reno, NV 89509 Cell: (775) 772-8702 Office: (775) 688-4000 Fax: (775) 688-6040 email: ISellReno@clearwire.net | |
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1. The number one reason homeowners try to sell their home themselves is to save the commission. 2. The most commonly incurred problems that homeowners experience are attracting potential buyers, getting the home priced correctly, selling in the anticipated time, and understanding and performing the necessary paperwork. 3. Homeowners find it difficult to handle objections from buyers such as "I want to think it over", "the price is too high", "we don't have enough cash for the down payment and closing costs", and "we've decided to rent for a while longer." 4. Making appointments to show the home are difficult for owners because it takes time away from work on a frequent basis, it conflicts with their personal and social life, the ability to determine lookers from qualified prospects, and the safety factor from "unknown" prospects. Are you available to show the property? One of the difficulties sellers have when trying to sell their own home is being available at all times. It poses problems in that it interrupts work, family, and social schedules. When a buyer wants to look at a home, it must be available for them at that time. Most buyers are on some kind of a schedule and they are not flexible enough to look at the home when it is convenient for the Seller. The concept is similar to having a store open for business. There may be times when there are no customers in the store and other times, when several customers are in the store at one time. Is safety a factor? It may be a sad state of affairs to have to concern yourself with safety in your own home but it is a reality. There have been situations where criminals have posed as potential buyers in order to "case" the home to find out what personal belongings would be worth stealing. By asking casual questions of the seller, they can find out when the seller will be gone and whether there is a security system. Even more sinister criminals actually assault sellers in the sanctity of their own home. While a professional real estate agent is not totally exempt from such tactics, they are better prepared to handle them. Meeting a prospect at the real estate office where others can see the prospect will discourage them because they can be identified. Another common requirement some real estate agents make of prospects is to make a copy of their driver's license and keep it on file. Who really saves the commission, the seller or the buyer? If a buyer has to learn the process of buying on their own, identify the neighborhoods, find the homes, write and negotiate the contract, secure the financing, arrange the inspections, and coordinate the closing, on their own rather than using an agent, don't you think the motivating factor will be to save the commission? It is going to be hard for both the seller and the buyer to save the commission. Buyers will need help obtaining financing. It would be important to be able to advise buyers what different loan programs are available and where they can be found. A familiarity with the requirements and limitations of these different programs is necessary to help advise the buyers. Having a financial software program or a financial calculator can help to make a variety of analyses that can make decision making easy for buyers. The forms would show a person how much they qualify for, what the tax advantages and investment potential are, and provide a comparison of different loans. Attracting potential buyers. The real estate professional has a collective of promotional efforts to attract buyers. They include all of their different ads in the paper, all of the different for sale signs, every open house they hold, past customers and clients, company contacts, agent contacts, institutional advertising, referral organizations, Multiple Listing Service, and the Internet. Homeowners without the benefit of a real estate professional are limited by placing a single ad in the paper, a single for sale sign, and their occasional open house. Methods used to purchase a home. The majority of buyers, four out of five, purchase their home through a professional real estate agent. In fact, less than one out of ten actually purchase directly from an owner. This means that assuming your marketing exposure is as effective as the entire real estate community, your market will only be 10% of the total. Attracting potential buyers is the number one problem encountered by owners selling their own home. | ||
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