In the business publishing world, one of the most reliable bestseller categories is Marketing and Sales: How to Sell This, or Tips for Selling That. Selling may be a complicated business, but one approach always sets you ahead of the pack: putting yourself in the shoes of the customer.
Selling a Kenai Peninsula Real estate home is a case in point. When it comes to searching for a new home, today’s prospects find two types of homes for sale — ones offered by a Kenai Peninsula real estate agent, and those For Sale by Owner (FSBO). When you look at the rate of sales between the two, it has long been the case that most often the FSBOs do poorly compared with those sold by agents.
So why, exactly, do so many FSBOs fail to live up to expectations?
Putting yourself in the shoes of the customer sheds light on at least one good reason. Real estate professionals make their living by closing sales, and that means knowing how to handle the technical details: the paperwork. Customers (the home buyers) can usually tell right away if a property is being marketed by someone who is a real estate amateur. With an investment as large as a home at stake, no one welcomes a gamble that any part of the documentation may later prove flawed in some detail. There is also the fact that Realtors® sometimes steer their own home-buying clients away from Kenai For Sale by Owner properties — especially after seeing too many instances of sellers not educated enough about required disclosures, inclusions, etc.
The For Sale by Owner route also sometimes hits a pricing snag. Owners often set a price on their home that they feel they deserve — rather than a realistic price supported by current market research. An average of 12% FSBOs get the pricing right…barely more than 1 in 10.
If you are currently trying a Kenai For Sale by Owner gambit that’s not getting results, I am always happy to offer a complimentary consultation. It’s a second opinion that will open up new options (and maybe save you a lot!)