FSBO's Famous Last Words - I AM NOT LISTING WITH A REALTOR!"

By
Real Estate Agent with Keller Williams Realty Atlanta Partners GA341882 FL0613306

I found much of my success with For Sale By Owners in a very out of ordinary way.  You see, I take my responsibility as a realtor very seriously and to heart.    What I mean by this,too, is that I want to help only those that need my help.  So, instead of calling the FSBO's and using the script that we all hold dear to our hearts, I took a completely different approach.

I found the FSBOs, wrote down the address, and dropped off, unsolicited, a color photo flyer for them with a cover letter stating that they are free to make copies and should they need any additional help or want any changes to the flyer to feel free to call me.

I would wait a few days and then either call them or stop by and ask them how it is going for them.  However, most of the time, they would call me before I ever had a chance to reach out to them.  Almost like clockwork, they would call and say, "I am not listing with a realtor, so your doing this is a waste of your time."  My standard, yet honest response, "I understand this and appreciate this.  I am ONLY here if you need me.  If you can do this on your own, that is great.  I think it is great that you are able to be home and accomodate the prospective buyers at their convenience and make sure they are qualified for your home." At that point, I would give them a second item of value - either a CMA or some pertinent information regarding their neighborhood.  The exchange would again take place, "I am not listing with a realtor, so your doing this is a waste of your time."  My standard, yet honest response, "I understand this and appreciate this.  I am ONLY here if you need me.  I just wanted you to be aware of what and who you are up against."  In the original letter, I would also include a "sign in register".  I explained and reiterated by this second exchange, "Make sure to sign each buyer in with all their info (i.e. name,phone,email,etc) and if you would like me to prequalify them, I can.   By this second exchange, they have gained some respecta nd trust with me and will usually hand me over the buyer register.

I was then, able to prequalify them (and I was always honest in letting them know that if I did help them with the deal, a commission would be due) and 90% of the buyers were not the right ones for that house but some were and I would get a commission or assist the FSBO in finding their new home.  On one occasion,  the FSBO had a great buyer but they needed to sell their home fast in order to buy the FSBO's home, so I ended up getting that listing as well. 

After a while of educating and overeducating the FSBO's and establishing the relationship, if their home had not sold, I was able to get the listing and usually at the right price since they had already tested the market at their price or at the very least, I would have the buyers that were not for the FSBO's and I would have the FSBO referring me out to everyone.

I was always honest and made myself available even when a commission was not due to me ( seller priced home right and it sold to a qualified buyer) but I gained a fan and one that knew I was ethical and honest so it was always a win,win.

I am now selling in the North Georgia are,Duluth,Lawrenceville,Lilburn, Alpharetta and Atlanta and look forward to assisting you in any way possible in this area.  Please visit my website.

Posted by

Atlanta,Alpharetta Gwinnett County Real Estate Agent

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Ambassador
711,719
Karen Crowson
Coldwell Banker Residential Brokerage - Rancho Bernardo, CA
Your Agent for Change

Sounds like your helpful approach and determination paid off. Good for you, and it sounds like it was good for them as well.

Jul 11, 2010 05:44 AM #1
Rainer
3,342
Take Two Services
Duluth, GA

Great post and I also offer "telemarketing" or in your case "follow up" call services if you need them.

Jul 11, 2010 05:44 AM #2
Rainer
132,918
Roseanne Campagna
John L. Scott RE Maple Valley, WA - Maple Valley, WA
Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA

I like this idea - thanks

Jul 11, 2010 05:46 AM #3
Rainmaker
1,312,485
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

You just described the mindset of the creative and proactive realtor....well done!

Jul 11, 2010 05:53 AM #4
Rainer
56,476
Colin Moody
HCo Properties - Durham, NC

Great Job Steven, you certainly know how to build a relationship.

 

Jul 11, 2010 05:57 AM #5
Rainer
19,245
Atlanta and Florida Homes for Sale
Keller Williams Realty Atlanta Partners - Lilburn, GA
Atlanta and Florida VIP Realtor

Thank you.  Also, as far as building relationships- I am new at this so please add me as an associate.  I will add yall too.

Jul 11, 2010 09:01 AM #6
Rainmaker
449,858
Vickie McCartney
Maverick Realty - Owensboro, KY
Broker, Real Estate Agent Owensboro KY

Hi Steven~  I think your approach is excellent!  No one wants to be sold too!  I hate it, don't you?

Jul 11, 2010 10:21 AM #7
Rainmaker
2,346,102
Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

Steve, I think this is an excellent approach and obviously it has paid off for you.  It pays to be persistent and offer help just as you did................it can't hurt, and it takes so little time and effort to make that call or drop off your flyer..............great idea.  You can't sit and wait for the phone to ring, you'll never make any money.

Jul 11, 2010 11:47 AM #8
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Rainer
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