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Las 5 razones principales por las que no debería de vender por sí mismo (FSBO*)

Las 5 razones principales por las que no debería de vender por sí mismo (FSBO*)

En el mercado actual, con las casas vendiéndose rápidamente y los precios en aumento, algunos vendedores consideran el tratar de vender la casa por su cuenta, conocido en la industria como (FSBO por sus siglas en inglés) For Sale By Owner*. Hay varias razones por las que esta no sería la mejor idea para la gran mayoría de los vendedores.

Aquí hay cinco de esas razones:

  1. Hay demasiadas personas con las que hay que negociar

Aquí está la lista de algunas de las personas con las que usted tiene que estar preparado para

negociar si decide vender por su cuenta (FSBO):

  • El comprador que quiere el mejor acuerdo posible
  • El agente del comprador que representa únicamente los intereses del comprador
  • El abogado del comprador (en algunas partes del país)
  • La compañía de inspección de la casa, que trabaja para el comprador y casi siempre encuentra algún problema con la casa
  • El evaluador si hay alguna pregunta sobre el valor
  1. Exposición a posibles compradores

Estudios recientes han demostrado que el 89 % de los compradores buscan por internet una casa. Eso es en comparación con solo el 20 % que mira los anuncios de los periódicos. La mayoría de los agentes de bienes raíces tienen una estrategia en internet para promover la venta de su casa. ¿La tiene usted?

  1. Los resultados que provienen del internet

¿Dónde encontraron los compradores la casa que compraron?

  • 44 % en el internet
  • 33 % con un agente de bienes raíces
  • 9 % por el letrero en frente de la casa
  • 1 % en los periódicos

Los días de vender su casa solamente poniendo un letrero o en el periódico se han terminado. Es crucial tener una estrategia fuerte en internet.

  1. Vender por su cuenta se ha puesto más y más difícil

El papeleo envuelto en la venta y compra de una casa a aumentado drásticamente a medida que las divulgaciones y regulaciones se han vuelto mandatorias.0 Esta es una de las razones por las que el porcentaje de personas vendiendo por su cuenta descendió del 19 % al 8 % en los últimos más de 2 años.

  1. Usted recibe más dinero neto cuando utiliza un agente vendedor

Muchos propietarios creen que ellos ahorrarán la comisión al vender por su cuenta. Dese cuenta que la principal razón por la que los compradores miran las casas en venta por su dueño, es porque ellos también creen que van a ahorrar la comisión. No pueden juntos, el vendedor y el comprador ahorrar la comisión.

Los estudios han demostrado que la típica casa vendida por el dueño se vende por $210.000

mientras que la casa vendida por un agente se vende por $249.000. Esto no quiere decir que el

agente puede obtener $39.000 más por su casa. Como muestran los estudios las personas son más propensas a vender por su cuenta en mercados en puntos de precios bajos. Sin embargo, muestra que vender por su cuenta tal vez no tenga sentido.

En conclusión,

Antes que usted decida asumir el reto de vender la casa por su cuenta, siéntese con un profesional de bienes raíces en su mercado y vea lo que ellos tienen para ofrecer.


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17 comentarios
  1. Jon
    Jon Dice:

    My question is, why do real estate agents get a percentage of the sales price instead of a set price? In my opinion, it should be based on the amount of work done or time spent to sale the house. Hopefully an agent will work just as hard to sale a home that costs $120,000 as they do for one that costs $500,000. Both could sale within a week but based on a 6% commission, the difference is $7,200 commission versus $30,000 for essentially the same amount of work. Even if they are doing a bit more work to sale the higher priced home, that’s a huge difference and I don’t think it justified. I’m sure real estate agents will disagree with me, but if you do please explain why I’m wrong instead of just calling me out.

    Responder
    • B. Logan, realtor
      B. Logan, realtor Dice:

      I find I actually work harder on the lower priced homes. But with the higher priced peoperty you will find that your overhead is higher. They must be advertised in periodicals that cater to the buyer with the larger pocketbook.

      But getting back to why you should not buy from someone who is selling their own home, how do you know they have clear title to the property? There are many cases in the courts now where people have bought from a FSBO only to find out later that they do not have a clear title and it ends up costing them more than the property is worth.

      If you want to throw away your money there is no easier way than buying from a FSBO. Remember “Buyer Beware”.

      Responder
        • Tamara
          Tamara Dice:

          Hi Do, I appreciate your honesty. I’m a Realtor in Georgia. I understand you thinking you would save money, in selling your own home. However per NAR. 87% of properties are sold by Realtors. I know you think you would save money by not paying the commission. We do work very hard, we research homes on MLS, comps, pull DEEDS. Write the Purchase and Sale agreement (offer). We look out for your best interest. We negotiate on your behalf. PROTECT YOUR EARNEST MONEY. We pay very close attention to time lines. Such as Due diligence, financial Contingencies, appraisal contingency. If a inspection is needing repairs, or lender has not completed all the paperwork to finance the property. We insure these time lines are extended. We insure the proper forms are filled out. Special stipulations are added in the purchase and sale agreement. We spend hours researching, previewing homes. To finally find that Dream home your looking for. Before I became an Realtor. I have bought and sold my own properties. I also thought ” I would save money by not using a Realtor. Bottom line is we protect you, your Earnest Money, and your interest in the property. .

          Responder
    • Lynn
      Lynn Dice:

      Hi Jon. I am a real estate agent and I work very hard regardless of the price point. What many don’t realize is the amount of money it takes to represent both a buyer and a seller. There is continuing education that is required to maintain a license; errors and omissions insurance; costs to have access to the multiple listing service to find those properties and do comparative market analyses to determine price; computers on which to do this research and contract writing; fees in the hundreds of dollars to have access to electronic keys to get into those properties; fees to buy the lock boxes that go on the doors of the properties, (the electronic key boxes cost over $100); National Realtor Association fees in the hundreds of dollars every year, (membership is NOT optional); your annual local Realtor Association fees that also are NOT optional; advertising costs, not only to advertise a property but to advertise yourself so that a buyer or seller will pick you to represent them; lead generation costs; gasoline, tires, oil changes etc. for your vehicle. I have been driving close to 400 miles a week just for real estate. And, surely our time should be worth something! And remember, after the franchise fee comes out of my 1/2 of the commission (3%) and the amount that goes to the broker, I only get 51% of my 3% commission. And I haven’t paid Uncle Sam yet! Let’s apply what you are suggesting, to a different scenario.Suppose you go to the local electronic store to buy a TV. You buy an inexpensive TV for $200 and receive a $12 discount (6%). Or, you can buy a really nice 52″ flat screen TV for $2,000. You still receive the $12 discount because it really didn’t require a whole lot more effort to buy that one. Does it not make more sense to receive the discount of $120 (6%) on the larger purchase? And by the way, when a realtor represents a buyer in a For Sale By Owner transaction, the realtor usually ends up doing the work for the seller as well as the buyer and gets paid only 1/2 or less that she should because the seller is getting their work done for free. (I know, I just finished one last week.)

      Responder
      • Lynn
        Lynn Dice:

        Jon, lest you should think I am complaining, I love real estate. I greatly enjoy looking at properties. But the main blessing of real estate is helping people get into houses where they are happy and can make memories! I have had opportunities to get to know people I would have never met. I have opportunities to share in their joys and their heartaches. Realtors are providing a service to people and want to be compensated just like anyone else who goes to work.

        Responder
        • Claire
          Claire Dice:

          Bravo Lynn on both your answers, I couldn’t have said it better myself. Oh, I haven’t had anytime off since March 2014. I am trying to figure out how I am going to do my 16 hours of continuous education, and we have to do a two credit flood class this year, who has time to read all the notices sent out by the Board of Realtors.

          Responder
      • Carol Ann Williams
        Carol Ann Williams Dice:

        Unless you are in the business for a few years you could never understand how hard Realtors work for you. NO 9-5 job. NO weekends off. NO holidays off. EXPENSES whether you close on a transaction or not. You must love the
        business, you must like helping people, you must handle with professional attitude every person you come in contact with. Remember you are not ALWAYS right, whether you are or not….30 yrs. in business; now PT but still enjoy all of it. Best education I have ever experienced. Carolann.

        Responder
    • Daniel W.
      Daniel W. Dice:

      Jon,

      I want to start by saying that there is no set rule saying that the agent’s commission has to be based on percentage. It can absolutely be based on a fixed, set price. The commission can also be set up where the agent’s commission is anything over the price the seller wants to sell the property for. (For example, seller wants to sell at $500K. If house sells for $501k, the commission is $1k. If the house sells for $700K, the commission is $200K.) How the commission is structured is always negotiable and it is whatever the seller and the listing brokerage agrees on. Based on percentage just happens to be the most common and that percentage amount is negotiable!

      There are numerous reasons (or justifications rather) for an agent’s commission to be based on percentage, One of them, as alluded to by Reason #5 in the article, is that an agent can sell your house a percentage amount higher than FSBO, not a fixed amount. so if an agent’s effort results in your house selling at a percentage amount higher than you selling your property yourself, why should he/she get paid a fixed amount?

      Another reason is a percentage is actually the most fair. In your example, you mentioned a commission difference of $7,200 vs. $30,000. I am assuming your implying that the agent selling the $500K house should also only be paid $7,200 because the assumption is that is the amount of work it takes to sell any house, regardless of the selling price. But what if $30,000 is the amount of work it takes to sell any house? You said it yourself, an agent should work just as hard to sell a $120K house as he/she would selling a $500K house. If the agent’s effort is worth $30K regardless of the selling price, would it be fair to charge that commission on a $120k property?

      Responder
    • Randall D Hunt
      Randall D Hunt Dice:

      First of all, there is no such thing as a set 6% commission. All commissions are negotiable. In most situations I’ve been involved with (on both seller and buyer side), the higher the price, typically the lower the percentage agents end up negotiating. It’s true the most agents will try to get 6%, but in our area, if you get into the homes listed about $400K, the percentages drop to 4%.
      Every area is different, but that is pretty standard in our area. And again, by law, every commission is negotiated. Don’t every let anyone tell you that the rate is 6%.

      Responder
  2. Joe
    Joe Dice:

    I’m an agent and I will say that some of the numbers in this article are arbitrary. For one, comparing the average price of FSBO to Agent sold homes. No relevance what so ever. Where’s the metadata on those numbers. Honestly, if you have a desirable home in a desirable neighborhood, you can definitely sell your own home. But don’t cut corners:
    1) Set up escrow with a title company to assure buyers you’ll have marketable title. It costs a couple hundred dollars and they handle taxes, recording, etc.
    2) Get a professional “For Sale” sign. You can rent on from a sign company and they come put it up and take it down. Maybe $100, probably less.
    3) Put in the Paper, Craigslist, etc., talk to a Real Estate Compant about the fee to list it on the MLS. This is your job until it’s sold, treat it that way.
    4) PAY a Buyers Agent Commission (BAC) and they will come. Usually 2-2.5% will do. Ask a real Estate Agent what the typical BAC is currently. If you don’t pay a BAC you are going to have a very hard time. FSBO to Agentless Buyer transactions are very rare, unless they already know each other.
    5) Be patient. Under ideal conditions, a financed buyer will take about 45-60 days to close. Cash is a different story, also very rare.
    6) Always, Always, Always answer calls. Each call is a chance to sell your house. But also be prepared for Listing Agents to be calling you every day, multiple times a day. It’s just how it’s going to be.
    7) Do the research on pricing your house, unbiased research. Because the Buyer, and their Agent, have definitely done their research.
    8) Not to be mean, but nobody except you, cares that your children were born and raised there. Separate your emotions or you won’t do a good job.

    I’m sure I left something out, but you’ll figure it once you get going. Is an Agent necessary? No. We are there to make the process impersonal, efficient, easier, way less stressful than it could be, and so that you can continue to do the job you get paid for. Which probably isn’t selling your house. But if you have the time and want to do all the research, negotiating, paperwork, etc., and take on the added stress then it’s probably monetarily worth your time.

    Responder
  3. ross
    ross Dice:

    My issue with realtors is why does the seller have to pay for a realtor to hold a buyers hand through the process. The seller should have to pay for this help. Buyers will pay for the inspection, appraisal, borrowing costs, closing costs but not their “matchmaker”.
    The kicker is that if you market your house well a good buyer will buy the house they love and not the house that a realtor makes them love because it affects their pay cheque.
    Cash back deals are getting to be a big thing now. So now of you give $5000 cash back you have now paid the buyer to come to you. You are more likely to negotiate without a $20000 commission charge waiting in the shadows. That is a deal compared to your regular commission.
    Comfree in Canada is really starting to roll and people are obviously sick of listing agents.
    It pays to do your own work.
    A perfect sale takes 3 things. a house, money and a lawyer. The lawyer looks after the legal stuff, don’t be fooled that a realtor does. Now a regular sale requires a bit more diligence if you would like and I would highly recommend an inspection and/or appraisal.
    This is not much harder than buying a car. I bet most mortgage applications take as long as a car loan and require just as much documentation. You shop online, car lots ect. find the perfect car, request a “showing”, hire an inspection, get the mortgage in place and boom! you are a brand new owner and possibly the cash back richer.
    I am aware I am all over the place. It shows my frustration. But in closing, if you had to pay two salesmen to buy a car…. The prices would go up.

    Responder

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