I work with FSBO’s (for sale by owners), but here are some issues.

Customers frequently don’t really want to fool with FSBO’s. They’re scared of being exploited, or they don’t have time to handle it. They want their Realtor to find out about it and decide if it fits their requirements. Most Realtors don’t really wish to mess with FSBO’s either. Even if they do, they must spend tons of time finding out about you, the house and details of sale. This is not personal; it is just ineffectual to handle. Even though we do work with you (as I frequently do) we won’t remember your house. When I make appointments to show 4-6 houses, I do not typically remember that FSBO, if it is not on our MLS

Customers get the expertise, experience, and direction of a Realtor for free. Why would they chase down FSBO’s off the street? NAR (National Association of Realtors) says that only15% of FSBO’s are successful. The other 85% take the house off the market, or list with a realtor.

FSBO’s don’t answer the phone! They either don’t return calls or they call back days later on. I’m sorry, but that’s too late. Recently, on my 3rd trip with a couple, I made appointments for 5 homes. There had been also a FSBO I tried to show. When Mr. FSBO called back the day after to say we could look at it, it was too late. We had already written an offer. Would he have sold it if he had shown it? We’ll never know.

Purchasers know you are saving the commission also , so they also expect the savings. They want you to come off the asking price more than ordinary. Naturally, aren’t you saving 3-6%?
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Purchasers are nice and do not want to hurt your feelings. They’re going to say, it’s nice, we’ll get back to you, but they will not. They will tell a realtor their true feelings (It smells like cats, It’s overpriced, it was too cluttered to truly see it, etc.,) but they do not tell the owner. This may save your feelings; nevertheless it doesn’t help you in making the essential changes.

You have got to kiss a lot of frogs. I sell old houses. As a Houston Heights Realtor I’d guess I show the average informed potential 20 properties before they find the one they buy. Informed, means they’re acquainted with the market; they have done their Web homework; they’ve got a sensible idea of what and where to purchase. This is roughly correct for most listings too. If a home is shown 20 times, there should be an offer or realistic inquiries, or something isn’t right. Something needs to be done to make that sale occur. I would think your numbers would be a little worse though; potential buyers wouldn’t be as familiar with your property compared with one being sold professionally though. Therefore get those 20+ buyers in there!

Rich Martin is a broker/associate with Better Homes and Garden Realty, in Houston Heights. His specialty are the 90-100 years old and 1 in surrounding 1940’s areas like Garden Oaks, Oak Forest and Timbergrove. Rich’s house is a Craftsman bungalow which is typical of the 100 year old Woodland Heights home. He sells old houses and new construction that keeps the feel of the existing neighborhood.