RE/MAX Elite and the Clermont financial group. If you absolutely, positively want to postion yourself to be successful in today's market!
I was speaking with Lynn-Murphy-Dickerscheid from Cincinnati based RE/MAX ELITE. She shared her top ten tips
for winning FSBOs. Eloisa Vinson form Cincinnati based Clermont Financial works with Lynn to provide mortgage options for buyers or investors. You can reach Lynn @ 513-885-1673 and Eloisa @ 513-587-3560
1. Realize that since the beginning of time there have been hunters and gatherers. Some agents gather referrals from past clients, friends, and relatives. Others hunt for new business each day from reluctant prey. Each target group is a lucrative source of listing leads.
2. Be the first. Some people believe it helps to be the first child, the second spouse or the third Realtor on a listing interview. But in this case, the early birds not only get the worm, they also get the FSBO listing.
3. Be the best. Civil War General Stonewall Jackson attributed his success to being "the firstest with the mostest." That may not be grammatically correct, but it's tough to argue with the general's track record. Dress for success and remember the five P's: Proper preparation prevents poor performance.
4. Be the most persistent, without being a pest. One agent I know contacts a FSBO every three days for a total of five contacts. Many agents wilt after the initial introduction. Persistence pays dividends.
5. Define the intangibles. Listing agents are selling a service. They themselves are the product. Pre-list kits, market graphs and charts, marketing plans and checklists all help FSBOs understand what they are buying.
6. Handouts are helpful. Robert Cialdini, in his excellent book "Persuasion," documents the power of reciprocity. Give something first to get something later. That's why religious groups at the airport hand out a flower before asking for a donation. Let the FSBO have a disclosure form, open house register, or a spot on your Web site.
7. Attitude is everything. View FSBOs as people who simply need the exposure you offer. Resist the temptation to think negatively about their decision to go it alone.
8. Study the statistics. Visit www.realtor.org and find the FSBO data. The vast majority of FSBOs ultimately list with an agent.
9. Face to face wins the race. The goal is to preview the property, build rapport, offer a market analysis, ask qualifying questions and schedule a listing interview. Visit in person.
10. ABC is an acronym for Always Be Closing. "Have you considered using an agent?" is a soft script. Now is not the time to be timid.
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