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THREE SIMPLE STEPS TO CONVERT A FSBO

By Richard Alvez

Real Estate Agent with Weichert Realtors

June 30, 2007 03:00 AM

Three simple steps to convert a FSBO:

STEP 1: Get in the house. Most real estate agents send pakages and drop information without talking to the homeowner. Get yourself in front of that door and meet that owner, he NEEDS your help. Also, it is a great opportunity to show how much you know and how much you care.

STEP 2: Know before hand what are you going to say. Don't stay in their house just to compliment the great job they have done to it. Have a plan of what to say in diferent situations. If they have been on the market for a couple of weeks, talk about the hassle of getting people there that is just wasting their time, and believe they are going to relate to that. If they new on the market, talk about the dangers of having strangers in their home and all that is involved on a real estate transaction.

STEP 3: Ask for the listing. Don't go over and just offer to help them sell it on their own. If you have done a really good job on step 2, they are probably ready or are going to be ready to list with you soon, ask for the listing. If they don't go for on the first try, make sure that before you leave you schedule a follow up call and ask for that listing again.

Best luck,

Richard Alvez

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Weichert Realtors - Easton, PA

I hope you would find this article interesting.

Jun 30, 2007 03:01 AM

Tony and Suzanne Marriott, Associate Brokers

Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ

Haven Express @ Keller Williams Arizona Realty

Richard. I agree with you - the key here is to be direct and upfront about your reasons for being there - in a non-threatening manner. When they're ready to list - you'll be on the short list - or perhaps the only one they call.

Jun 30, 2007 03:06 AM

New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor

RE/MAX Properties Unlimited, Real Estate - Morristown, NJ

Hi Richard,

Can you share more detailed information on the best approach to this, what kinds of things to say, how best to get inside. how many times to follow up. That sort of stuff.

I have always found that it is a last man standing kind of thing.

Jun 30, 2007 03:07 AM

Yolanda Hoversten

Self Employed - O'Fallon, IL

Referrals for O’Fallon, IL & the Metro East

Richard,

Thank you for sharing. I'm just curious--how many FSBOs have you converted using this method? Inquiring minds want to know. : )

Jun 30, 2007 03:11 AM

Grant Howell

Alex Lowery Real Estate - Frisco, TX

Broker/Owner 214-234-6901

Thanks for the info Richard. There are a lot of FSBO's in my area and they are hard sells. Alot of them are using companies that get them on the MLS for a fee. I will also add that most of these homes are selling. Makes me wonder how much the buyers agent is helping or advising the seller.......

Jun 30, 2007 03:12 AM

BILL CHERRY

Bill Cherry, Realtor - Dallas, TX

Broker & Wealth Coach

Well, Mr. James T. Boyer, you're right, in my view. It IS almost always "a last man standing sort of thing."

I've got a lot of guts, but one place I've never been able to display them well is by knocking on doors. And especially the doors of FSBOs.

Richard's advice seems logical and probably is right on target. And I most certainly don't want to dispute it because it's the best advice there is for people who are members of the prestigious Realtor Masochists Club...and there are a lot of them. (Don't even think about including me in that club.)

But I'll bet the success ratio is waaaayyyy down there towards the bottom for those who prospect FSBOs. Far better to spend the time prospecting people you know, people who haven't already made it public knowledge that they see no sense in using a professional.

You did a good job, Richard. I hope to see more of your very well thought-out and stated ideas. You're good at it....you really are.

Jun 30, 2007 03:28 AM

R. B. "Bob" Mitchell - Loan Officer Raleigh/Durham

Bank of England (NMLS#418481) - Raleigh, NC

Bob Mitchell (NMLS#1046286)

You're right, FSBO's for the most part need us. Especially in this market. My second biggest source of business other that repeat and referral are FSBO's. I recently wrote about marketing to them with "How To Market To FSBO's" If you like, check it out.

Bob Mitchell

ValueList Real Estate Services, Inc.

Jun 30, 2007 03:52 AM

Provadus Home Loans

Provadus Home Loans - Marietta, GA

Technology bringing you home.

Thanks for sharing! Great tips. I know several agents that use a similar approach and it seems to work nicely.

Jun 30, 2007 05:29 AM

Lorinda Ward

Keffer Realty - Norfolk, VA

Serving, Hampton Roads Virginia. Norfolk, Chesapeake, Va Beach

They do need us. We must meet them face to face I wait to see if they are having a open house to introduce myself.

Jul 14, 2007 08:35 AM

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