How Does It Help Me?
For each agent and their respective office, the answer to
this question will vary slightly. The best way to tackle this
question is to go over what you offer one by one and ex-
plain the answers to each. For example, if you offer more
newspaper ads than the competition, tell the seller that
they’ll have more market exposure and increase their odds
of selling. If you offer a home warranty, get the statistics
from the warranty provider and tell the seller that their
home will have a faster sale, a better chance of selling, and
sell for a higher price. And cite the statistics from the home
warranty provider that you use.
Ultimately you are offering yourself. Your professional
service and your aggressive sales approach will be your
offer to the seller. How does that help them?
You have to admit, in this business sellers have many
agents to choose from. What may be different about you is
that you are a full-time agent (I hope), you are ambitious, and
you are in tune with today’s market. If the seller asks you the
question, “You’ve only been doing this for how long?” (and
let’s say you’re new), then you can say something like this:
“Many agents who have been in this business for several years
or more don’t have the enterprising drive that I possess. Many
of them are content with a listing every couple of months and
are bitter about servicing them.” Although this is true, I don’t
mean that all experienced agents fit this character. What I
mean is that across the spectrum of experienced agents you’ll
always find agents that fit these characteristics. What I’m get-
ting at is that you are not one of them, and you can state that
as your advantage.
The Real Estate Agent’s Guide to FSBOs