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Realtors...I'm picking on you again~I need your help!

By Kylah Edgin

Home Stager with Stage It! Redesign It!

November 01, 2009 10:00 AM

For many reasons, homeowners are calling me before they are calling you and in the last year, it seems more are trying to sell the house themselves. Although it's normally a financially motivated decision, I firmly believe that they should use a Realtor and I can give them the basic reasons why this would benefit them: you have full access to the MLS and other search technologies, you can run comps, you know feel of the market, you do the contracts, etc... That's obvious! What isn't? What are more concrete, less obvious reasons to discuss with the homeowner?

It benefits me to have a Realtor sell the property simply because you are able to get more people in the door than they can themselves. You have marketing outlets and networks. Almost all of my business is by referral. I hope to better communicate with the homeowner why it is in their best interest to use you and in turn, you will get more people in the door to see "me".

I do want to add that this conversation comes up more than you would imagine since one of my very first questions is always "Do you have a Realtor?". More often than not, if they are planning to sell FSBO, they feel they owe me an explanation why-even when I don't ask for reasons. 80% of the time, they don't seem comfortable with the decision and I feel it's part of my responsibility to make the process of selling their home easier.

Help me help you help them!

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Brenda Mullen

RE/MAX Associates - San Antonio, TX

Your San Antonio TX Real Estate Agent!!

Sounds like you are doing just fine in recommending Realtors. Something for you to consider is to perhaps befriend a Realtor or two and give them the referral. You could tell the home owner your preferences for having a Realtor sell their home and then hand them a card of a Realtor you know and let them explain it better.

Now you and your Realtor have a good referral relationship :o)! Just a thought.

Nov 01, 2009 10:06 AM

Kylah Edgin

Stage It! Redesign It! - Colorado Springs, CO

Thank you so much for responding! This is something I do with quite a few Realtors and I also keep their business cards with me-even if I'm not just at an appointment. This has worked wonderfully and have been priceless relationships!

HOWEVER, at the point where I'm ready to recommend someone is where the hesitancy sometimes lies. I don't ever push the idea on them but try to be more casual about, "I know an awesome Realtor. I'll just leave their card with you just in case you decide you'd like to speak with them and I know they'll be able to answer your questions." It's just that minute between realizing they aren't quite confident about selling the home themselves and me grabbing a businesscard that I'd love that extra gem of knowledge to make them feel like they can trust a Realtor. Any ideas?

Nov 01, 2009 10:31 AM

You already have all the great ideas. Here are a couple of more though, most Realtors can make sure that those walking through their homes are qualified buyers ready to make a purchase. A lot of time with FSBOs, they don't get the kind of assurance and they can end up with a lot of looky loos :o).

Additionally, FSBO homes usually sell for less, as they don't understand the current market value of their home and where Realtors get it from. Buyers will often times try to get a deal from a FSBO and if they are not educated, it can happen.

Realtors who have qualified buyers will often times pass up the FSBO home because of perceived lack of compensation. If a buyer really wants to look at the home, the Realtor may try to talk to the FSBO, but a lot of times they avoid it.

Tell them that the stats show that FSBOs after months of trying on their own to sell, generally revert to a Realtor after monts of disappointing results. This has often times ended up costing them more money had they just gone with a Realtor to begin with :o).

I hope this helps and of course if you know anybody moving to San Antonio maybe you can refer me :o).

Nov 02, 2009 02:53 AM

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