How many good salable listings do you have? Is it enough?
Good listings are like money in the bank as listing inventories continue to decline and agents with good salable listings dominate the marketplace.
To help you build and maintain your listing inventory of good salable listings you should now be focusing on (helping) converting the for sale by owner.
Recent studies show 78% of the homeowners who try to sell themselves end up using the services of a real estate agent. The only real questions are, when they will give it to an agent and which agent that will be.
Will it be you? Keep in mind they can’t choose you if they don’t know you exist!
If you want a shot at converting the FSBO’s in your market you must get an appointment to meet the FSBO, evaluate their needs, and ask the five most important questions.
Here’s the dialogue you need to get that first appointment.
Agent: Is this the owner of the property advertised for sale? My name is (Your name here) and I am a real estate professional with (company name here). I saw your advertisement and was wondering what time would be convenient for me to stop by and take a quick look at your property.
Owner: We are not using an agent. We are going to sell it ourselves.
Agent: Yes, I see that you are trying to sell the property yourself. I wasn't calling to ask for the listing. Your property is in my market area, it sounds nice and I would like to find a convenient time to stop by and take a quick look at it.
Owner: Do you have a buyer for it?
Agent: I don't know if I have a buyer for it, because I haven't seen it. That's why I was calling. I could come by this afternoon or would tomorrow be more convenient?
Owner: We are not going to pay a commission.
Agent: I understand. I am not asking you to pay me a commission. I am asking if I can stop by and take a quick look at your property.
Owner: Why would you want to see it if we are not going to pay you?
Agent: Your property is in the market area I serve and I like to stay informed about properties for sale in my area. If I had a buyer that wanted information on your property would you allow me to give it to them?
Owner: I guess that would be OK.
Agent: Great. I would like to stop by take a quick look at the property and pick that information up. I can stop by this afternoon or would tomorrow be better for you folks?
Let's not ignore this incredible opportunity to help people we know have a need for our services.
Next week we will focus on the meeting with the FSBO and the best close in real estate, the four types of buyers close.
All Star Coaching thought for today: It's not what you know it's what you do that will make a difference in your life!
Wishing you much FSBO success.
BF
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