FSBO Sales Techniquesthe Multiple Listing Service I would expect a co-op
brokerage fee of 2.5 percent... is that something
you would consider if I found a buyer for your
home?”
S:“Well sure, if that’s all.”
A:“OK, great! Let me ask you this. Have you ever con-
sidered professionally marketing your home?”
S:“You mean with an agent?”
A:“Yes.”
S:“Yeah, we thought about it but we’re not ready yet.”
A:“Well, is it okay if I mail you my business card? That
way you can keep it on file for when you decide to
go that route. [Remember to mail the FSBO Package,
not just your business card.]
S:“Sure.”
A:“Before I go, I just want to ask you one more ques-
tion. Are you aware that 87 percent of transactions
involve a Realtor?”
S:“No.”
A:“That means that you’re only exposing your home to
13 percent of the buyers on the market. That’s not
very much exposure, is it?”
S:“I guess not, but we’re not looking to pay a 5 percent
commission.”
A:“Mr. Seller, let me bring up one more point if I may. Ac-
cording to the 2006 study from the National Associa-
tion of Realtors, nationwide, you receive an average
of 32 percent more at closing when you sell your
home with an agent versus by owner. That signifi-
cantly outweighs the brokerage fee, doesn’t it?”