What’s the biggest advantage to you selling on your own?

1. What’s the biggest advantage to you selling on your own? • Mike Stott (R) CRS • Keller Williams Realty North Atlanta 678-232-0927 Savingthe Commission right? 1

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 alot 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 FSBO’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 • 2012 With a Realtor FSBO • $215,000$174,000 • 2011 With a Realtor FSBO • $215,000$150,000 • 2010 With a Realtor FSBO • $199,300$140,000 • 2009 With a Realtor FSBO • $215,000$172,000 • 2008 With A Realtor FSBO • $211,000 $153,000 • 2007 With A Realtor FSBO • $240,000 $180,000 • 2006 With a Realtor FSBO • $240,000$180,000 • Source NAR Annual Reports • 2011 With a Realtor FSBO • $215,000$150,000 • 2010 With a Realtor FSBO • $199,300$140,000 • 2009 With a Realtor FSBO • $215,000$172,000 • 2008 With a Realtor FSBO • $211,000$153,000 • 2007 With a RealtorFSBO • $240,000$180,000 • 2006 With a Realtor FSBO • $239,000$187,200 • Source NAR annual Reports

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 quickest sale and the fewest problem by giving me an exclusive listing today, would you at least consider it? Let’s go over what it will take to get your home sold.