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FSBO or Realtor®?

[dropcap character=”O” color=”gray”]Option #1: FSBO, Do it Yourself Real Estate

Technology and the internet have given buyers more information and control than people have ever had before. This is good. People have always had the opportunity to buy and sell FSBO without professional assistance. Many people have done this without mishap.

We believe in expert representation by a Realtor , and advocate for this. Why? It is not just self-serving. We know the risks, pitfalls, and have seen the damage when things do not go well.

Look before you leap. Consider this: we have had numerous clients who are attorneys. If anyone could navigate the waters of real estate safely, you would think a lawyer could and would. Yet many ask for professional guidance and assistance from Realtors . Why? Because they do not work in the real estate field every day and are not acutely tuned to the issues and risks along the way. They realize that expert and accountable guidance is worth the cost to avoid the losses and missteps that are often innocently made. Additionally, where there is a substantial amount of money at stake, there is usually a substantial amount of fraud and corruption present.

Any seasoned Realtor can site painful stories of people who got burned because they went it alone. We have seen people who want to sell, be shocked at issues they have to deal with because they did not have an agent when they bought their home. Other people pay too much, get taken advantage of, or make regrettable decisions.

You are free to ‘do it yourself’, but is it worth the risks, the intrusions into your life, and extraordinary efforts you must take to best accomplish your real estate goals?

Option #2: You Can be a Customer Buying Real Estate

What is a Customer? It is someone who buys something from a seller. We do this almost every day. But think about the dynamics of the relationship of the customer to the seller…

  1. While the Ford salesperson may be willing to show you any number of Ford’s, you will not be told about, or shown, the competing Chevy or Toyota. While a Ford Fiesta might be adequate for your needs, the seller may pressure you subtlety, or manipulate you overtly, or persuade you by argument, to buy an Edge or an Explorer instead. Is this in YOUR best interest?

  2. Costco is amazing, but the products are arranged ever so scientifically to encourage impulse buying. And those ‘end-cap’ products? You would be shocked to know how much the brand-seller pays Costco to have that position. Ever come home from Costco having spent hundreds of dollars, and then realize you still have nothing for dinner tonight? The science is called ‘Applied Psychology’. Of course Costco is not the only store to use the sciences to become the most successful seller by creating the right climate for brand awareness among customers. And if you find the concept mildly interesting, then visit here for a more thorough comprehension.

Sellers want customers! Customers are eyes and ears open to the influences of the seller’s message. Product placement, product packaging, product labeling, and all the marketing and advertising genius is there for one purpose: to convince you to buy this product! Your emotions will be toyed with, memories and nostalgia will be stimulated, your desires will be teased, experiences will be conjured, and your mind will be solicited. You will be told about all the features, and even more so about all the benefits for your life, but you will not be told about the weaknesses, the flaws, and the wishful thinking of the product manufacturer. More money is spent on achieving sales than on anything else in the commercial realm. It is that important, and it is that effective!

Most of us are not equal to the challenge. We do not have the experience and sophistication of those in the sales industry, and succumbing to the resources of the seller, marshaled to persuade us to spend our money with them, is common.

One of the most basic principles in the sales industry is this: People buy emotionally, and then justify their purchase rationally. Most of us think it is the opposite; it is not. Storage units, garages, and yard sales testify to the accuracy of this principle.

As a customer you can work on your own or with a Realtor ; in fact, you can work with any number of Realtors , including the listing agent. Because most people do not understand our industry, they by default buy real estate as customers. It is also common because a buyer may be ready to connect with a Realtor yet, they inadvertently remain customers. We think this is second best, at most!

Option #3: You can become a Client

This is the better way to buy!

  1. What if you had access to an industry insider who knows all the brands, is up to date on all the latest features, and is savvy about the trends in the industry? If he or she also understands the values, knows where the bargains are, and where the risks are, would that be valuable?

  2. What if you could be guided in your quest by someone who is a dedicated buyer specialist, representing the interests of buyers only? If this person knows the strengths and weaknesses of what the sellers are hawking, and knows how to negotiate more effectively with sellers, would that be valuable?

  3. What if this person had no vested interest in any particular outcome, and has no conflict of interest with any property? If this person could professionally guide you in buying listed properties, for-sale-by-owner properties, new construction properties including subdivisions, and even properties not currently on the market, would that be valuable?

  4. What if you had an objective guide, who got to know YOU and what you want, and could insure that you make a rational decision as well as a satisfying emotional decision? If this person could help you think this decision through thoroughly and get the timing right, would that be valuable?

  5. What if this kind of service was available for free and this personal advisor cost you nothing extra? Would this be valuable for you? I can’t imagine why someone would buy any other way.

Published 2012/12/19


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