As you are aware, buyers (or their agent) search for homes that might be a good match before making an offer on one. They go online, pull fliers from yard signs, visit open houses or the agent previews homes for them. In our case we feature homes on TV!
Before buyers walk into a home, they must be convinced that it may be suitable for their needs and wants. In other words, they must buy into the idea that they could buy the home before they actually buy the home.
This is what separates great, full-service agents like us, from discount agents. Most discount agents don't provide full color flyers, don't do open houses, don't offer staging/repair advice and don't use professional photographers, and we go all out by exposing your home on local television! They generally don't sell your house the first time which makes it that much harder to sell your house the second time.
Also, put yourself in a buyer's shoes. If you hired an agent to help you find a home (as a buyer) and the one you liked was listed with a discount broker but priced at market prices, how would you approach your offer?
Virtually all house price data is pulled from the MLS (which means that home prices have agent fees baked into them) and the large majority of homes sold are through a full-service agency. So if the houses comparable to the house you want to buy sold for $200,000 and they sold with a full-service listing agent (seller paying 6%), the sellers netted $188,000 after agent fees.
Would you pay $200,000 for that house, knowing the seller (listing with a discount broker) would take home $192,000? Or would you negotiate that $4,000 to your favor (as a buyer)?
If YOU know that the listing agent only charges 4%, so do the local buyer's agents.
ALWAYS CHOOSE AN EXPERT!