I'd appreciate any thoughts on what works or how successful other RE/MAX Agents are in converting FSBO's to a listing. I've tried so many different things. I even offered one guy free use of my 800 line, thinking I would at least secure the incoming leads but he wouldn't do it. I've tried discounting my commission but I'm not going to go below 6% unless they are going to use me as a buyers agent on their new house. I appreciate any thoughts or ideas that have worked for you.
Frank J. Helderle
Not going under 6 % wow,what do you usually charge ?? We're lucky to get 5-6 % here in New Jersey
anyway I give you dialogue to get in almost every house.I'm doing a post on this but I'm not quite done with it.1) Call and ask to speak to the OWNER of the house.
2) ask if they are "cooperating with real estate" <<<< EXACT WORDS CRITICAL
3) Most will say, uh,duh, hum, What does that mean? <<<thats all I need
4) "Well, I represent many buyers and would like to know that if I had a buyer for your home would you pay the buyers side only of the fee and pay no listing commision ?" what does seller hear ,no listing commision !!!
5) many will ask what buyers fee is,use whatever you want,flat fee,1,2,3 % whatever...ALL will ask Do you have a buyer, I ALWAYS say 'I dont know because I haven't seen your home yet"
close close close, you will get in 75% on the first call
Hi Frank, I have a similar approach as Chris that works really well. Most of the time I try to make my first contact in person. I ask if they are willing to work with a "Buyers Agent" and this will spark up the conversation. Once I'm in the door this gives me the opportunity to build rapport, I never ask for the listing on the first visit. I follow up with a note of thanks and then a follow up call "to see how they are doing" my average is 3 contacts before I get the listing. Good luck FSBO's just take time and patience.
Chris,
Normally, we start at 7% and give a 1/2% discount if a referral and will negotiate an additional 1/2% out if they don't need any open houses. We know what our competitors are offering 5% and below but our marketing plan is in writing and normally we secure around 80% of lthe appointments we go on. By presenting our marketing program which most other non RE/MAX agents don't do around here the clients understand the difference in service they will get by hiring a professional.
Frank J. Helderle
Suzanne,
thanks I'm going to try your suggestion this week and will leave a comment here about my results. I have normally just left an info packet at the house.
Frank
Andy,
I just started a new program. My assistant checks FSBO site and local classified every morning. New FSBO's that hit the street that meet my criteria, we prepare a gift bag that is picked up that morning at 9 AM and hand delivered (if owner at home) or hung on front door. I'm only in my second day and will let you know if it works.
Frank
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