Earlier this week I contacted Broker Bryant about an expired letter he had metioned and asked him if he minded sending it to me so that I could use it to help me create a letter of my own. Being the wonderfully generous person that he is, he said no problem.
Well after creating my expired letter, I decided to use it to help create a FSBO letter as well. BB was extremely helpful as we emailed it back and forth until we came up with an awesome finished product.
In some of the responses to his blog, people were asking about the "Help Kit" so I decided to share some of the things that I use and see if we could come up with some other ideas for items to put in.
The first thing (after the initial letter of course) that I'm going to send will be a checklist along with maybe one or two pieces from the kit. The checklist is nothing more than what it says it is, a list of all the items that are in the kit.
Here are a some of the items I use in my kit:
- Writing Effective Ads - A sheet with tips and advise on how to make the phone ring and help generate more inquiries.
- Answering Inquiries - How to covert some of those phone calls into showings.
- Guest Registry - I advise them how important it is to know who was in thier house not only so they can follow up, but for security reasons at the very least.
- Preparing Your Home for Showings and Sale - Tips on how to present the home in the best light; and information to have ready to answer prospective buyers' questions.
- Caveats - A list of things to help avoid legal entanglements.
- Advertising Budget Planner - Rate sheet for planning local advertising and how to calculate total ad costs based on market time and weekly rates.
- Forms - I put in a blank Sellers' Disclosure as well as a Lead Base Paint Disclosure and pamplet(if needed). I also will put in a SAMPLE Purchase Agreement as well as a SAMPLE Listing Agreement.
I've had pretty good response from giving out the kit in the past, but I think now that it will be coupled with the initial intro letter, it will be even more powerful. Another thing I'm going to try is, in the past I would give them the whole kit and not have anything to give them the following week. I'm going to change and only give them a little, but let them know there is more. I want to try and create anticipation for it's arrival.
The most important thing to remember when dealing with FSBOs is that they do NOT want to be sold. They want to feel like when they decide to list, it's because they WANTED to, not because you talked them into it. WHATEVER, as long as they list. And even if they don't list, they may still refer you for being so helpful while earning nothing. Or they may have not enjoyed the experience and will use you the next time.
It's funny, no matter what we do or how we do it, it all comes back to being about creating strong relationships and building off of them. I think this kit along with the intro letter are a great way to start.
I'd love to hear if anyone else has any other ideas for things to put in the kit.
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Very good Brett, I really like the idea of mailing the "kit" over a period of time. You have a really good plan here and I can't wait for you to come back and tell us you have just taken your fist listing from these efforts. You are right about building relationships, that's what this business is all about.
I have a listing on Monday from the daughter of a man I met 10 years ago!!! I was never able to help him with his needs but he has kept my card all these years and called me earlier this week to help his daughter sell her house. Talk about your long term relationship.
Great post post Brett. I thought you and I made a pretty good team. Let's do it again.
BRETT I JUST WENT BACK AND ADDED A LINK TO THIS POST IN MY POST SINCE THEY ARE RELATED.