This is how the conversation went with a FSBO I met yesterday after he asked, "Why on Earth would I need an agent? I can do this on my own. You are just a glorified paper pusher that gets six percent for doing it."

Me:  "Your house hasn't burned down has it?"

Mr. Seller said, "No, why does that matter?"

Me: "You can put out a fire, can't you? Then why do you need fireman to come over? You have homeowners insurance to cover the home if you make a mistake and can't save the home, right? So, of course, since you are taking on this large of a transaction, than you must have Errors and Admissions insurance to cover you if you make a mistake on the sale of your home, am I correct in assuming that?"

Mr. Seller "Uh, uh, No?"

Me: "Let me explain that I do this everyday. I admit I've made mistakes, but I haven't had to use my errors and omissions and insurance yet, but if I do, I have it. What do you have to protect you from that? What would happen if you made a mistake on the 35-50 pages of documents that you have never worked with before and I just admitted I work with everyday and still make an occasional mistake on?"

Mr. Seller's wife: "Honey, what would we do?"

This is where I left the house with my informational packet on everything a real estate agent does. I am hoping for a real listing appointment once they realize that I do a little more than push papers for my 3% of that 6% commission.



Todd Clark - broker
Kastings & Associates
Phone: (503)524-9494
Fax: (503)622-8739


Todd Clark (broker w/ Ken's Home Team)
Keller Williams Realty
Todd@IFoundYourNewHome.com
Phone: (503)524-9494
Fax: (503)746-9573

 

 

 

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 I am a licensed Realtor who specializes in Washington County, Oregon and also work in both Clackamas and Multnomah Counties including the cities of Aloha, Beaverton, Canby, Clackamas, Gladstone, Gresham, Happy Valley, Hillsboro, Milwaukie, Oregon City, Sherwood and Tigard. All information contained in these posts are copyrighted and cannot be used without prior written approval authorization from the author me Todd Clark. If you are looking for an outstanding agent please give me a call I would love to help you with all your real estate needs.

 

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16 Comments on Your house hasn’t burned down has it?

DEC
07
2008
216,052 Points Outside Blog Called Shot Master

I won't even talk to a FSBO unless they ask for my help - most seem to think they know everything!
12:30pm • #1

I like your objection handling strategy.

Did you say this after the first visit to the FSBO? Were you door-knocking, or on the phone?

Let us know if you get the account.

 
12:32pm • #2
139,351 Points 1 Featured Post Outside Blog

HI Todd,

Cold calls to FSBO's are usually less then rewarding, however I love the challange, don't you, Mr. Paper Pusher. LOL!

 
12:34pm • #3
1,949,110 Points 155 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Richard, in this market I talk to anyone and everyone.

Sarah - This was a door knocking situation since I was in the neighborhood door knocking and saw that little red sign in the yard.
12:35pm • #4

Todd, congrats.........you have the seller wondering!  I hope that you get the listing!  Have a wonderful holiday season!
12:37pm • #5
407,331 Points 8 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp

FSBO are a different breed. Not the easiest once to deal with.
12:39pm • #6
875,865 Points 154 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp Called Shot Master

Todd, well have never seen that objection but I am sure you got the seller thinking. Let us know if they call you back. Of course you know that most FSBO's eventually list.
12:46pm • #7
425,388 Points 22 Featured Posts Outside Blog

Todd - I love it. Great way to put it. Sometimes they just don't see it no matter what though. In that case... moving on to the next one :) ~Rita
12:48pm • #8

Being new in town, not having a sphere to work with and get referrals, all I do is work with FSBOs and Expireds. I was lucky enough to take the Floyd Wickman SMART program one month into my carreer and I have to say, I have 3 listings and they were all EXP and FSBO, for only being licensed for 3 months, I feel pretty good about that. This is a great explaination of why people need us. It is an eye opener for sure! Thanks for sharing it!
1:05pm • #9
207,923 Points 2 Featured Posts Outside Blog

E & O insurance by using a realtor, for clients is a lot like life insurance, you hope never to use it, but you are really glad you have it in the outside chance you  may need it
1:21pm • #10
1,273,389 Points 2 Featured Posts Outside Blog Hit Router

Todd

The people were asking you if you had E & O? Anticipation of something can be frightening. You are the master of handling objections.

Sincerely

Tom Braatz
2:04pm • #11
238,110 Points 1 Featured Post Attended Rain Camp

Hi Todd,

that is a good tip to get your foot in the door.  Thanks.
8:48pm • #12
248,065 Points 25 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Todd,

Good job, but it's absolutely the truth.  I sold a home on my own before I became an agent. Yeesh, I'm really lucky all went well. 

 
10:15pm • #13
DEC
08
2008
569,711 Points 26 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Oh my gosh, how is it that the O&E angle never occurred to me before?  Thanks for sharing this, one more tool to use in those conversations.
12:35am • #14
148,515 Points 5 Featured Posts Outside Blog

Hard to believe you actually made a mistake Todd. I did once, but I only thought I was wrong, but was actually right. Great rebuttal.
12:37am • #15
111,743 Points 1 Featured Post Outside Blog

WOW, some people.
2:10am • #16

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