"How To Sell Your Own Home" - a FSBO Bootcamp, teaches Massachusetts consumers how to take control of the real estate transaction, saving thousands of dollars in real estate commissions. This is Part 3 of 3.

1. How To Sell Your Own Home
Part 3
Presented by:
Liz Provo, Mass Marketing Resources
Copyright 2012

2. Marketing Your Property
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

3. FUN FACTS
 90+ % of buyers use the Internet  Agents don’t have buyers
 Yard signs attract buyers over  Buyers look with multiple
40% of the time agents and on their own
 50% of agent listings expire  MLS gets credit even if a buyer
just sees a yard sign
 Gen X & Y don’t read, get their
news from TV and Internet  25-30% of all homes sold are
sold “by owner”
 Agents own FSBO websites to
lure buyers and potential listings
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

4. Marketing Strategy
Time Market Property
Frame Conditions Demand
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

5. What’s Your Strategy?
 Get support early!
 Form a strategy/budget
 Expect to pay under $500 to advertise
 1st 30 days is critical
 Start strong, not by degrees
 Take advantage of market
 Monitor results
 Document & follow up
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

6. FSBO Websites:
lead generators
 FREE listing sites are lead generators for agents and
others. Old inventory. Buyers learn this early.
 Many are owned by real estate agents trolling for
leads. You’re the carrot.
 Some may offer free listing, or entry only as bait.
Gatekeepers may be used, force buyers to
register, won’t give seller’s phone number.
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

7. Taking Good Pictures
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

8. Writing Good Copy
• Not too long
• Avoid jargon
Description • Link other info.
• 9-10 horizontal images
• Seasonal, good quality
Images • Exterior and interior
• Custom Video Tour?
• Aux. Website?
Other
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

9. Print Media
 Advertise where and when
agents advertise
 Display ads vs. classified
 Pictures
 Best times to use?
 New to market
 Open house
 Price change
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

10. Online Classifieds
 Craigslist, etc.
 Choose your area (Western
Ma, Boston, etc.)
 Don’t over-post
 Link to website listing
 Use our HTML ad creator
 Text auto generated
 Links to slide show
 Looks professional
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

11. FSBO and the MLS
 Entry only, ie. flat-fee
 Hundreds available
 Most < $350. to list
 Choose % commission
 Only pay if agent involved
TIP!!!
Market to buyers, not agents.
Buyers control the market!
Caution: Not all Flat Fee services
appear on your LOCAL MLS!
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

12. Open Houses & Showings
 Open House Styles
 The Blitz
 Piggyback
 Unadvertised
 Do
 Get help
 Have buyers sign in
 Follow up
 Don’t
 Overuse
 Hold for more than 2 hrs.
OPEN 1 - 3
 Cancel if offer coming in
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

13. Making the sale
The following is for informational purposes only.
For legal advice, please contact your attorney.
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

14. The Offer
 Starts the conversation
 Offer worksheet
 Parties
 Terms – price, what goes, what
stays, closing date
We just sold
our house!  Contingencies
 Closing date
 Counter offer (the dance)
 Contact attorney early
 Attorney holds deposit
 If cash sale, ask for proof of funds
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

15. The Purchase & Sale
 Buyer signs offer, You send to your atty. with:
 Deposit check
 Pre-approval letter?
 Both parties sign P & S
 Clock starts ticking
 Continue to market on backup offer basis?
 Appraisal, inspections
 Loan processed
 Contingencies met
 Closing & pass the keys !!!!!
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com

16. Summary – It’s easy to sell by
owner!
 Assemble Your Team
 Prepare & Price
 Market & Follow up
3
CONGRATULATIONS
2
Q&A
1
Drawings
Massachusetts 4 Sale By Owner – Copyright 2011
Presented by: Liz Provo
www.MA4salebyowner.com