By John Morell, FrontDoor.com | Published: 7/10/2008
When you use a Realtor or agent, your job is simply to say yes or no to a buyer's offer, whom you often never meet. When you're FSBO-ing, you're doing everything, handling the open house, taking calls from buyers and brokers and negotiating. Here are some ideas to get a good buyer on the hook:
Be a Pro -- Someone shopping for a home is used to dealing with real estate agents, not Larry the Cable Guy. Keep paperwork like the sales agreements in a neat folder, be on time for appointments and look presentable when showing the house. Buyers aren't expecting you to be a Realtor, but they're going to want some confidence that you know what you're doing.
Look for Pre-Quals -- As you probably know, loans are tougher to get nowadays and a pre-qualified buyer is golden in the market. They know just how much of a mortgage they can acquire and they're serious about buying, they're not there to snoop around your closets and pantry. Let local mortgage brokers know about your place and ask for referrals from their pre-qualified clients. They may be eager to help, since the sooner you sell, the sooner you'll become their client.
The Negotiation -- Here's where it's best to let emotions about the property go. At this point, you're selling a house, not your "home." If you get an offer that you feel is way too low, don't get bent out of shape and slam the phone down. Take a deep breath and counter.
Selling a home yourself requires due diligence, patience and detachment. Plan your strategy with FrontDoor's Home Seller's Guide, which breaks down each step of the selling process.
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