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For Sale By Owners are really weird!
We all know that 80% of all FSBOs eventually list with a Realtor.
We also know that if you go to see them, they are not very kind to you.
I also know that most FSBOs list with someone they know and are
comfortable with and that they NEVER list with a Realtor they just met. This is weird!
They don't want to talk with you but they need you.
They don't want to list their home, yet most of them do.
They don't want to spend to time with you but they won't list with
you unless they know you. What to do? I suggest a six step approach that
minimizes rejection, maximizes exposure and gives you a good shot at getting
this listing. The first visit.
Stop by. Say: "I just
saw your sign. Looks like we're in
the same business for a while. I'm_________.
Here's my card. Let me know if I can help you in any way.
Good bye." The beauty
of this first visit: You do not
require them to talk. You don't
even need to breathe to get out those few words.
Say it and run! Do not leave
a package. Do not schmooze.
Do not chat and visit unless they absolutely insist. Why?
Most Realtors only visit once and when they do they typically smother the
seller, leave them with volumes of information, and disappear never to be seen
again. Be different! You want to make the first visit for only one reason:
To get it out of the way. Call
this an elimination visit - irony intended. Visit number 2.
Fully half of the agents who visited one time will never be back.
You've already eliminated half of your competition just by coming back!
Take something that will be helpful to the seller.
Preferably an When you find these, cut them out and
make copies that you keep handy for just such an event as this.
Stop by and say: "HI!
Remember me? I'm __________. (NO
card.) I ran across this article
about selling your home. I made a
copy for you. Hope it helps. Bye." Again, interaction is not necessary.
If it happens, great. But
most sellers feel that most agents are "stalking" them!
When agents try to engage them in conversation, they feel that you're
trying to pry information out of them to use against them later.
Be different! Visit number 3.
The competition has been reduced by half again!
Do you have some financial information that you could deliver?
A complicated form It's just me, ____________.
Many people don't know how to qualify buyers to make sure that they can
afford to buy a home. I thought
maybe this would come in handy for you. After
you read it, if you have any questions, feel free to call me.
Here's my card. BYE!" Visit number 4.
Preferably about 4p.m. on a Sunday afternoon when they've held an Open
House. I'd like you to think about
a Sunday at a FSBO. They get up
early, clean, polish and shine everything!
They discourage the children from using the kitchen and bathrooms.
Few people actually show up to look at the house.
And fully half of those that do show up couldn't possibly buy any house
this year. Most of the rest act
disinterested. Another Sunday at the FSBO and the house
is still unsold. By 4 p.m. , the
FSBO is tired, cranky and frustrated. One
of these Sundays soon, he is going to decide to list the property in order to
simplify his life. This is the time
to show up, schmooze and sympathize. This
is the time to get acquainted, ask questions, build the relationship.
After all, these people have already seen you three times, so you're not
exactly a stranger. Your approach: You're on your way home from an appointment and stopped by
for a minute to see how the Open House went. Visit numbers 5 & 6
- Same time - same MO. Gather
together things to take the FSBO. A
sample contract, information on title insurance, a closing sheet, tips on
showing your home to its best advantage. Maybe
a flyer on writing ads. Do's and Don'ts when working with For Sale By Owners
The FSBO is a listing waiting to happen.
Shouldn't it happen to you? |
