"Why Hire a Realtor to Sell Your Home?": Responding to Common Doubts

 

Selling your house is one of the biggest money decisions most people will ever make.

As a real estate agent, you likely get lots of questions from sellers wondering if hiring an agent is truly needed or makes dollars and cents.

Even though the reasons to partner with a realtor probably seem obvious to you, many homeowners still have their questions.

In this post, we’ll explore some of the top doubts you may hear when convincing clients to list their place with you, plus compelling comebacks.

Preparing yourself with responses to common worries can help you have more fruitful talks with potential sellers.

Keep reading for tips on taking on doubts and showing the value you provide when representing a seller.

Objection #1: "I Can Sell the House Myself and Save on Commission"

For many homeowners, the idea of saving thousands of dollars in real estate commission charges is hugely appealing.

With websites like Zillow and Trulia making it simple for sellers to post listings themselves, some feel sure they can handle the home sale solo.

However, reality rarely works out that flawlessly.

As an agent, stress that you earn your commission by providing critical services, including:

Accurately Pricing the Home

Setting that magic listing price to bring in buyers while still making top dollar isn’t easy.

Your analysis of recent comparable sales and knowledge of shifting local market situations gives sellers tangible value.

Mistakes in pricing can cost tens of thousands in the final sale.

Marketing Know-How and Wider Reach

Simply posting on MLS may not be enough to compete.

Your digital and social strategies plus connections provide serious advertising power a homeowner can’t equal working solo.

Getting that extra exposure can mean hundreds of extra potential buyers.

Handling Talks

Going back and forth over everything from prices to terms to closing costs takes skill most sellers don't have.

Skilled talking routinely brings in thousands more at closing, easily justifying your commission.

Paperwork Smarts

Contracts contain fine print that can come back to bother those not familiar with real estate law.

Expertly steering sellers through signatures, disclosures, titles, and other papers prevents headaches.

While some sellers have successful FSBO sales, most end up with less money at closing than if they’d hired an agent.

Remind clients the average FSBO home sells for $217,000 vs. $295,500 for agent-assisted ones. 

Your commission more than pays for itself!

Objection #2: "My Neighbor Sold Without an Agent, So I Don’t Need One"

Seeing a neighbor brag on social media about their home-selling prowess often raises doubts about hiring an agent.

But while possible to sell without representation, their experience likely doesn’t reflect what yours would be.

Here are some things to explain when clients raise this doubt:

  • Each property and set of buyers is unique. What worked for them may totally flop for your situation. Don’t let perceived success elsewhere determine strategy.

  • Luck and timing play big roles. They may have just lucked out finding the ideal buyer early on. Banking on good fortune usually fails.

  • Lack of objectivity is risky. Emotions and attachments to homes make judgment fuzzy for FSBO sellers negotiating. That can impact price.

  • One-off wins don’t mean skills. Lightning in a bottle cases don’t mean a neighbor has mastered real estate sales. Most FSBO horror sagas don’t end up online either.

While sure, some sellers do great without agents, vast majority benefit from representation. 

Leverage your insider know-how rather than assumptions based on others’ experiences.
 

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Objection #3: "I Know Someone Who Will Buy My House"

Having a buyer lined up, whether a friend or investor making an off-market offer, makes some sellers hesitate about formally listing.

But what looks like a done deal can come apart in ways even personal ties can’t fix.

If your client says they have someone set to buy, think about suggesting:

  • Make them prove it. Require potential buyers sign intent and show they are qualified and have money locked down. Don’t take casual word agreements as guarantees or assume they have financing ready.

  • Consider formal listing too. List at the same time as back-up choice in case the deal falls through. This keeps choices open versus relying solely on the sale.

  • Talk to pros. Discuss with attorneys and/or agents about drafting a purchase contract that protects you if problems show up later. Getting expert insights is wise here too.

  • Consider contingencies. Insert delays or rules where the house must list formally if buyer financing or other stuff holds up closing. Factor in dates that make sure you don’t miss selling season if they bail.

Having an agent as plan B gives priceless guidance and objectivity for off-market sales.

At minimum seek advice to avoid missteps talking or trusting 100%.

While initially tempting, seller assumptions about having the ideal buyer arranged often fall through.

Protect yourself legally before fully committing.

Objection #4: "I Want to Test the Market Myself First Before Officially Listing"

Some sellers want to “check things out” by seeing interest before deciding whether to list with an agent.

But this approach risks looking amateur to serious buyers.

Floating a property to measure reaction hardly ever yields useful data anyway.

Better metrics we can give show if the market merits testing at all.

Here’s the drawback of sellers trying test runs themselves:

  • You may anchor too low. Throwing out lowball prices to get lookers, even informally, gives wrong pricing signals that are hard to overcome later. This wastes serious buyers’ time too.

  • It reeks of desperation. Seeming too eager for feedback weakens bargaining power down the line should you formally list later. Perceived motivations matter.

  • You show your eagerness to sell. Any whiff of excitement to unload has sharks circling. Keep them guessing your timeline, motivations and bottom line.

  • You invite endless revisits. Once buyers tour before listing you get barraged with “just coming back once more” requests as long as you own it.

It’s unlikely to yield useful input anyway. Even blah reactions don’t indicate actual desire or commitment.

Until buyers show real interest via formal listing, responses mean zilch.

Not all test runs are bad. 

But handled wrongly, previewing a property can hurt by anchoring too low, looking desperate, showing your eagerness to sell or enabling endless rubberneckers.

Objection #5: "I Want to Save by Using a Discount Broker"

Wanting to scrimp on real estate assistance is understandable.

But pinching pennies on know-how to save barely 1% in commissions loses thousands more cash when closing.

While discount brokers have some pluses, for most sellers we provide more bang that easily justifies our rates.

Think about pointing out:

  • Limited time for marketing or showings. High-volume discount agents juggle many listings, minimizing hands-on time with yours. Bringing in max buyer eyes takes serious work every week.

  • Less reason to push for top sale price. Mini-commission structures incentivize closing fast rather than aiming for top dollar. Expect nudging to take the first decent offer.

  • You lose insider data. Discount brokers spend less effort researching rival FOR SALE & OFF MARKET deals that informs smart pricing. We compile this daily.

  • DIY contract paperwork. Basic listing services still require you handle complex papers correctly solo. Easy to cost way more in the long run.

  • Good luck negotiating! Chances are a discount agent leaves bargaining details around repairs, terms, etc. fully up to you.

  • Unlikely to get widespread attention. Beyond MLS, many low-cost brokers don’t digitally showcase listings to stir buyer interest. So you promote alone.

Paying ultra low commissions often fails through lack of dedicated attention, drive to maximize pricing, market savvy, paperwork skills and salesmanship. 

While nice at first look, limited service shortchanges sellers huge at closing. Reconsider!

Objection #6: "Friends Urge Me to Sell Privately to Investors"

When word spreads you plan to sell, investor vultures start wheeling and dealing almost instantly.

They crave off-market deals to flip and will pressure you to sell privately far under true value.

Don’t fall for tricks pushed by “friends” seeking profit.

While some investors make fairly priced cash offers aiming to fix and flip houses, many prey heartlessly on uninformed, rushed or naive sellers.

Don’t get hoodwinked into handing them a fortune. Be extremely wary if friends, neighbors or other investors push for:

  • Below market sales without listing. Investors ambush at any hint of willingness to sell before bothering to list. This instantly cuts sale potential 20-30%. Avoid like the plague.

  • Rushed private deals without looking around. On-the-spot hard money offers waved around seem nice but almost always fall far short of open market potential. Slow it down!

  • Fancy formulas setting sale price. Complex “comparable investor models” pressure gullible sellers unaware of how pricing truly works. Verify all number claims independently.

  • “Act now before prices drop lower” scare tactics. Don’t fall for “this month only” pitches. Housing bubbles make good TV not sound plans. Like ever.

  • “Win-win partnership” nonsense. Investor smooth talk touts “let’s fix & flip this together” masking the reality - they get rich while you get crumbs. Keep walking.

In over 98% of cases, sellers make way more listing formally versus falling for investor lowball offers on secret deals.
 

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Bonus: More Objections to Prepare For

Beyond the common reasons sellers hesitate about listing with an agent we already talked about, a few other worries may also come up a lot for you.

Here are some additional doubts you might need to help clients work through:

Feeling a Loss of Control

Some homeowners believe hiring a realtor means losing control over how their place is sold.

They might assume their personal insights and likes about their property won't matter or be considered.

 

True Collaboration

Assure sellers you see your bond as a partnership.

Explain that while you handle the hard stuff like pricing, paperwork, prepping etc., major choices always stay collaborative.

Share how you actively ask for and blend in client input consistently.

 

Respecting Emotional Ties

Acknowledge homes often have deep emotional connections given the memories made there.

Convey how you spotlight properties for buyers favorably while still honoring and conveying the unique aspects homeowners cherish about it.

 

Tailored Marketing Approaches

Beyond wide digital campaigns, detail how you customize outreach to match messages to different buyer types.

Stress how intimately knowing the property helps you align promotional angles to ideal targets.

 

Structured Process & Clear Chats

Ease control concerns by walking through your distinct phases spanning consultation, market evaluation, listing prep, showings, offer review and contract support.

Spotlight how steady communication keeps collaboration key.

Worries About Responsiveness

Homeowners may stress real estate agents, especially busy ones, won't communicate or respond to their needs and worries effectively.

 

Hands-on Attention & Access

While you have many clients, share how your business model, team assistance, and balanced workload enables dedicated attention to each home sale.

Give examples of response times for calls, texts, emails, etc. that sellers can expect.

 

Tech & Systems Enabling Responsiveness

Detail tools and technologies you use to stay plugged in with clients like client portals, automated feedback alerts on showings, digital document access and seamless email/text updates.

Showcase capacity via these platforms.

 

Stressing Communication Importance

Underscore how vital communication is in your practice with examples - like fast contractor coordination for busted A/C during showings.

Convey premium you place on availability and responsiveness first and foremost.

 

Review Opportunities

Welcome homeowners to speak to past clients as references who can confirm your timeliness and commitment to keeping sellers updated.

Also, remind them chances like Zillow reviews enable direct public feedback should communication issues ever come up.

General Distrust

Some sellers have a basic distrust of real estate agents, maybe due to past negative experiences or scary stories they've heard from others.

They might assume agents care more about commissions than helping them get the best deal.

 

True Incentive Alignment

Make sure your motives align 100% with maximizing seller income by explaining commission structures that reward beating sales price hopes and closing quickly with ideal buyer terms locked in.

 

Proven Performance

Provide checkable sales figures showing your pattern of securing prices beyond asking for clients shows skill to stand out as seller teammates vs self interests.

 

Community & Peer Endorsements

Along with references, indicate reviews from past seller clients that show trust built from how you guided them through tricky cases to positive outcomes.

 

Upfront Process & Expectations

Exhibit good faith by walking through exactly what they can expect from listing prep through closing day regarding timetables, required effort, where you take charge, and supports you provide to ease seller burdens.

By tackling doubts directly with openness, proof and relatable peer stories, trust can grow. Keeping up stellar communication as their agent further strengthens the relationship.

Final Thoughts

Seller objections about needing pro real estate assistance usually crumble once challenged with facts.

In most cases, arguments favoring FSBO sales, neighbors’ wins, private buyers or investors lack solid logic and fall apart on closer review.

Objectively schooling clients on the risks and pitfalls inherent in many of these alternate approaches or assumptions allows you to highlight the huge upside gained by formally listing with a skilled, motivated agent.

While saving on commissions may seem nice at first glance, reality gets messy fast without expertise navigating everything from pricing and documents to marketing, talks and legal shields.

Don’t let sellers lose tens of thousands unnecessarily at closing.

By preparing for common doubts upfront with rock-solid counters, you can confidently underscore why listing with a pro pays - often with five- and six-figure financial advantages compared to most other options clients consider.

The data and real world experiences don’t lie.

Lean on facts and relatable stories to convince hesitant sellers their best interest lies in partnering with a realtor rather than trying to sell solo.

Once they grasp the risks, the rest takes care of itself!

 

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Frequently Asked Questions

Q: "Do I really need a real estate agent to sell my house?"

A: While it's possible to sell without an agent, statistics show homes sell for more money when assisted by an agent. A realtor’s expertise with pricing, marketing, negotiations, and paperwork typically yields tens of thousands more at closing, justifying commission costs.

 

Q: "What if I already have an interested buyer - should I still list with an agent?"

A: Even with a buyer lined up, leveraging an agent's advice to formally draft purchase contracts is generally a good idea to protect you if issues arise. Agents also give impartial insights if the offer seems fair or you could get more on the open market.

 

Q: "My neighbor sold very quickly without an agent. Why shouldn't I try that?"

A: Every home and situation differs - what worked for them may fail for you. Banking on luck usually backfires. Plus an agents' objectivity is invaluable during talks. Don't base decisions off one-off cases.

 

Q: "I want to test interest first by previewing my house informally. Is that smart?"

A: Previewing rarely gives useful feedback. It often anchors prices too low, signals desperation, shows eagerness to sell, and invites non-serious lookers. Rely on an agent’s market analysis instead to gauge listing merit.

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About the Author

Aaron “Kiwi” Franklin

Head of Growth