1. Is 95%
of the Key
Solution
Page 61 Technique [133] Copyright © 2007 Daniel Pendley & Associates, Inc. 1

2. What is most
important to
you about
selling your
home to a
Direct Buyer?
What do you think is
most important to the
Buyer about buying
directly from you?
Page 61 Technique [134] Copyright © 2007 Daniel Pendley & Associates, Inc. 2

3. You do all the work, take
all the risk,
pay all the
advertising and
who gets the deal?
THE BUYER!
Was that Your Intention?
Page 61 Technique [134] Copyright © 2007 Daniel Pendley & Associates, Inc. 3

4. Do you see how the
odds are not in
your favor?
Do you see how
you will benefit
by having a
professional
represent you?
Page 62 Technique [135] Copyright © 2007 Daniel Pendley & Associates, Inc. 4

5. Direct Buyers do not qualify
to buy the
homes they
look at
Less than 3% of all homes sold
nationally sell
as a result of
open houses
Page 62 Technique [137] Copyright © 2007 Daniel Pendley & Associates, Inc. 5

6. Because Direct Buyers do
not qualify, it may take
longer to close the sale
Tying up your home
for weeks or months
Costing you
thousands in the
Cost of Waiting
Page 63 Technique [138] Copyright © 2007 Daniel Pendley & Associates, Inc. 6

7. If you get an Offer, it will
probably be 10%, 20% or 30%
below Current Market Value
Do You Know Why?
Page 63 Technique [139] Copyright © 2007 Daniel Pendley & Associates, Inc. 7

8. Anytime we purchase anything
Direct we expect to
get a deal or…
At Least Save the Commission
Page 63 Technique [140] Copyright © 2007 Daniel Pendley & Associates, Inc. 8

9. Understanding
the motivation of
Direct Buyers
Causes many Direct Sellers
to Reconsider
Page 64 Technique [142] Copyright © 2007 Daniel Pendley & Associates, Inc. 9

10. Many Sellers become convinced
they benefit
most…
When they
choose to work
with a Real
Estate
Professional
Page 64 Technique [143] Copyright © 2007 Daniel Pendley & Associates, Inc. 10

11. The Best Deal For You
The agent pays
for advertising,
does all the work
and takes the risk
and gets paid
only after the
home sells
Page 64 Technique [144] Copyright © 2007 Daniel Pendley & Associates, Inc. 11

12. When you purchased
this home, how did
you purchase it?
Why?
In the classified
section…most of the
homes for sale are with
real estate firms
Would you agree only a few are
Direct Sellers?
Page 65 Technique [152] Copyright © 2007 Daniel Pendley & Associates, Inc. 12

13. Qualified serious Buyers are
willing to pay a fair price
For the convenience of dealing
with a Licensed Realtor
Page 66 Technique [154] Copyright © 2007 Daniel Pendley & Associates, Inc. 13

14. Selling Your Own
Home Can Be
Expensive
• Who pays for advertising? The Seller
• Who pays for the cost of waiting? The Seller
• Who pays for misrepresentation? The Seller
• Who pays for attorney fees? The Seller
• Who pays for increasing interest rate? The Seller
Direct Sellers
Net 9-15% Additional
by Selling through a
sales professional
Pages 66-67 Tech [158] [159] Copyright © 2007 Daniel Pendley & Associates, Inc. 14

15. Just to show you the
real cost to you…
What do you do
for a living?
How much do
you make an
hour?
How much of your own time per
week do you spend selling your
home to a buyer?
Page 67 Techniques [160] [161] Copyright © 2007 Daniel Pendley & Associates, Inc. 15

16. With us your home is on
the market 168 hours
each and every week
We can expose your home
24 hours a day 7 days a
week internationally…
Do you now see how it might
take you longer…than a
full time professional?
Page 67 Technique [161] Copyright © 2007 Daniel Pendley & Associates, Inc. 16

17. As a Third Party Negotiator I
am highly motivated but not
emotionally involved
I can ask for a large deposit
without seeming
anxious to sell
Page 68 Technique [162] Copyright © 2007 Daniel Pendley & Associates, Inc. 17

18. As your
Representative, I will
follow up with the
Bank, Escrow, Title
Company, Appraiser,
Home Inspector and
every detail to make
sure your home
stays sold
Page 68 Technique [163] Copyright © 2007 Daniel Pendley & Associates, Inc. 18

19. Because we
understand many
ways to finance
your home sale…
We can turn a
seemingly
unqualified buyer
into the perfect new
resident for your
home
Page 68 Technique [164] Copyright © 2007 Daniel Pendley & Associates, Inc. 19

20. Your home may
already be sold…
buyers must be pre-approved, sign a
buyer broker agreement, selected
location of their new home…
ready, willing,
pre-approved and
qualified to purchase
Page 68 Technique [165] Copyright © 2007 Daniel Pendley & Associates, Inc. 20

21. How many times do
you want to prepare
and show your home
It takes a lot of work
to prepare your home
for showing
Avoid showing your
home over and over
to unqualified buyers
Page 68 Technique [166] Copyright © 2007 Daniel Pendley & Associates, Inc. 21

22. THINK
SAFETY
We Qualify Clients First
We can eliminate
unqualified strangers
from wandering
through your Home
Page 69 Technique [167] Copyright © 2007 Daniel Pendley & Associates, Inc. 22

23. Rest assured that you are
being taken care of…
While you are taking
care of your family
and doing the things
that you love
Your home is taken
care of - having peace
of mind…priceless
Page 69 Technique [168] Copyright © 2007 Daniel Pendley & Associates, Inc. 23

24. To Get You the Highest
Price in the Quickest
Most Convenient Time
1. Select an agent based on effort and marketing
plan
2. Commit to the agent by accepting their marketing
plan
3. The agent will complete an extensive current
market analysis
4. The agent uses the current market analysis to
educate you on the best price for your home
5. You get the most professional service and the
absolute highest price for your home
Page 69 Technique [169] Copyright © 2007 Daniel Pendley & Associates, Inc. 24