These days, real estate companies are going both ways -- bundling and unbundling.

For sellers, in particular, who want to save commissions by handling a large part of the sale process themselves, some firms offer "unbundled services." For a flat fee, or a low commission, they will provide only the help a particular seller may want. Most often requested are:

• Comparative market analysis to aid in setting the right asking price
• A "for sale" lawn sign.
• Advice about writing ads.
• Information about government regulations: fair housing rules, required notifications (lead paint for example), local requirements.
• Assistance in negotiating a written contract.

The broker's expertise can also come in handy for analyzing the buyer's financial situation, and recommending a strategy for financing the purchase.

If desired, the brokerage may field phone calls, but won't accompany prospective buyers to view the house. This represents a big saving in time and efficiency for the agency. The other big saving comes in advertising (usually a broker's main expense), because the homesellers will arrange that on their own.

So that's unbundling.

And on the other end is a trend, particularly with large real estate firms, to offer "one-stop" service. Subject to state and federal regulations, many real estate brokers foresee an office that offers real estate services, homeowners insurance, mortgage financing, tie-ins with moving companies and the like, all under one convenient roof.

Bundled services. They can go either way.

Published: June 24, 1999

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