Wednesday, March 29, 2017

Realtors working with FSBO's

Realtors, don't forget the FSBO's

FSBO's are not your enemy!

FSBO's are great prospects because they want to sell.  We joke in RE that FSBOs are mean, but the truth of the matter is they're not as tough as you think they are.  Use the same courtesy you would give to any of your customers.

Here are some tips to help prospecting FSBOs.

They are almost always priced wrong.  They need your help to come up with a pricing strategy that works.   Use your professionalism to show true market value.

Identify the sense of urgency.  You need to ask what is their time concern.  If they put their home on the market to "see if it will sell" they have no urgency.   Use their time frame to sell your marketing advantage

You have little competition, you think every agent in the community is prospecting FSBOs , but the truth is very few have the tenacity to follow through.   You lead the pack if your willing to call.

Offer something of value to get appointment.  Example: "Security Concerns" offer them a security checklist.

Be persistent if you don't get in the door the 1st attempt, don't loose hope.  Set Reminders....Consistent contact is the key.

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