What is the MOST persuasive argument to help get a FSBO to list her house?

What is the MOST persuasive argument to help get a FSBO to list her house?

• A. FSBOs can net more by avoiding broker involvement.
• B. FSBOs can guarantee a faster sale by cutting advertising costs.
• C. A broker can guarantee a higher sale price.
• D. She is unlikely to save the commission.

Answer: (D)

The main idea being tested is how to persuade a FSBO by reframing the cost of using a broker. The most persuasive point is to show that saving the commission is unlikely. If a seller believes they can truly avoid costs by not listing, they’re anchored to a potentially false assumption. Pointing out that the seller is unlikely to save the commission shifts the discussion to the real value a broker provides: expert pricing, broad exposure to buyers, effective negotiation, and thorough handling of paperwork and disclosures. When you present that the net proceeds may be higher with professional help—even after paying a commission—the seller sees a clearer path to a better outcome, not just a smaller expense. The other ideas rely on guarantees that aren’t realistic: a broker cannot guarantee a higher sale price or a faster sale, and the notion of netting more by avoiding the broker ignores typical market dynamics where professional marketing and negotiation often produce a higher net result.

The main idea being tested is how to persuade a FSBO by reframing the cost of using a broker. The most persuasive point is to show that saving the commission is unlikely. If a seller believes they can truly avoid costs by not listing, they’re anchored to a potentially false assumption. Pointing out that the seller is unlikely to save the commission shifts the discussion to the real value a broker provides: expert pricing, broad exposure to buyers, effective negotiation, and thorough handling of paperwork and disclosures. When you present that the net proceeds may be higher with professional help—even after paying a commission—the seller sees a clearer path to a better outcome, not just a smaller expense.

The other ideas rely on guarantees that aren’t realistic: a broker cannot guarantee a higher sale price or a faster sale, and the notion of netting more by avoiding the broker ignores typical market dynamics where professional marketing and negotiation often produce a higher net result.