40 REALTOR® JULY/AUGUST 2015 REALTORMAG.REALTOR.ORG
The Value of Peace of Mind
Sara Ferguson and her husband, Drew,
decided to sell their 750-square-foot,
two-bedroom ranch in Spokane, Wash.,
without the help of a real estate professional. With two young kids, they were
ready to trade up to a larger home, and
they feared the agent’s commission
would cut too much into their proceeds.
But a month after putting their home
on the market in April, they hadn’t had
a single showing. Alex Veselits, a sales
associate with Prime Real Estate Group
in Spokane, saw their Craigslist ad and
called the couple, offering to come by
and talk with them about the sale. “My
broker, Melissa Murphy, likes to say that
FSBOing is like selling a diamond watch
on Craigslist as opposed to putting it on
the front shelf at Nordstrom,” Veselits
says. “They had one of the nicest homes
in their neighborhood, but they weren’t
getting the exposure they needed.”
The Fergusons agreed to meet with
Veselits and his team member, Tony
Wacenske, for a consultation. When
Veselits saw the recent and extensive
renovations the Fergusons had made, he
was even more convinced he could help it
sell quickly. That night, the couple signed
Veselits as their listing agent and Wacen-
ske as their buyer’s
agent. Three days
after the home was
listed, a buyer of-
fered the full asking
price. The appraisal
came in low, so the
the price to keep the deal on track.
“I think a real estate professional provides a stress relief for the seller,” Sara
Ferguson says. “When selling yourself,
it’s all on you. If people aren’t coming to
your property to see it, it’s because you
can only do so much with the resources
a FSBO has. An agent has so many more
avenues for marketing your property
and relationships with other agents and
buyers. That truly is priceless.”
power of R
Power of R showcases the value of the REALTOR®
organization and the impact of REALTORS® in action.
Helping With No Strings Attached
Tracey Marcyan’s story of rescuing
fledgling FSBOs starts in the same place
as Veselits’—on Craigslist. That’s where
Marcyan, a sales associate with Keller
Williams Realty in Tustin, Calif., saw a
listing for Ron and Donna Rowell’s Orange
County home. But Marcyan took a different path to wooing the sellers. Instead of
making a formal pitch for their business,
she offered to assist their FSBO efforts.
The house was a flip that the Rowells
had rehabbed, but after months of trying
to sell it themselves, they still hadn’t
found a buyer. They exhausted last year’s
busy summer selling season, and as
Thanksgiving approached, they feared
the holidays would freeze their prospects.
“Tracey felt she
could help us avoid
the holiday delay,”
Ron Rowell says.
open houses for the couple when they
couldn’t themselves and marketed the
property to her sphere of influence—all
with no listing agreement.
“To me, it was a win-win,” she says.
“I am happy for sellers if they can find a
buyer on their own. And holding an open
house for them gets me in the neighbor-
hood, where I have an opportunity to
Before long, the Rowells decided to list
with Marcyan, and two weeks later, the
home was in escrow.
“The exposure to other real estate pro-
fessionals and her contacts were things
we didn’t have access to,” says Rowell.
And that’s not all. “She was attentive to
our concerns and gave good advice on
how to respond to issues.”
Marcyan says staying by the Rowells’
side and not pushing her own agenda
persuaded them to sign with her in the
end. “I always put sellers’ needs before
my need for a commission,” she says.
Paths to Conversion
With the right approach, you can turn FSBOs into your biggest fans.