This is how the conversation went with a FSBO I met yesterday after he asked, "Why on Earth would I need an agent? I can do this on my own. You are just a glorified paper pusher that gets six percent for doing it."
Me: "Your house hasn't burned down has it?"
Mr. Seller said, "No, why does that matter?"
Me: "You can put out a fire, can't you? Then why do you need fireman to come over? You have homeowners insurance to cover the home if you make a mistake and can't save the home, right? So, of course, since you are taking on this large of a transaction, than you must have Errors and Admissions insurance to cover you if you make a mistake on the sale of your home, am I correct in assuming that?"
Mr. Seller "Uh, uh, No?"
Me: "Let me explain that I do this everyday. I admit I've made mistakes, but I haven't had to use my errors and omissions and insurance yet, but if I do, I have it. What do you have to protect you from that? What would happen if you made a mistake on the 35-50 pages of documents that you have never worked with before and I just admitted I work with everyday and still make an occasional mistake on?"
Mr. Seller's wife: "Honey, what would we do?"
This is where I left the house with my informational packet on everything a real estate agent does. I am hoping for a real listing appointment once they realize that I do a little more than push papers for my 3% of that 6% commission.