Great way to get listings from FSBO's
An email update from Craig Proctor this morning included a great technique to attract FSBO listings. The strategy leverages the philosophy that your FSBO prospect is more apt to list with you if you have a relationship with him/her. The approach that was outlined was to call FSBO’s that are hosting an open house the next day and request to preview their property. Tell them that you can’t make it on the day of the open house, but would like to stop by a few days later. Schedule a time to actually preview the house, and during the visit ask how their open house was and talk about different techniques to make it better. Set the foundation for a relationship as opposed to trying to get the listing immediately. (My only addition to this would be to offer the client their own FSBO website from 4MySales to help them feature their home online.) Anyway, over the next few weeks, stop by with various reports, tools, documents and resources that would help the prospect sell their home. After three or four visits, start offering to help sell their home. According to the article, it usually takes about five visits before the client lists with the agent. However, the diligent agent usually gets the listing.
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