Working fsbo's? Working fsbo's is how I got my start 3 years ago. Everyone thought I was crazy, and it was actually a new idea in our area. Either that or the other agents did'nt want to work them! That's how I got my first listing. It was a sweet older couple, and the husband was actually an old agent years ago. It was so easy my broker could'nt believe it.
It did come with some planning. I created a small gift bag of candy that had a little fsbo poem...(if you would like to see this poem please e-mail me and I'll share it with you) I would present it to them at the door and be very breif and say "I just saw your sign and thought I would say hello and introduce myself" followed by a soft question such as "when do you plan on moving". It can be any soft question, just remember to be open ended-how or when questions work best.
You never want to be high pressure in front of the fsbo, they obviously don't want our services, so being abrupt or pressuring them will turn off the fsbo immediately.
Sometimes this little bag, a smile and couple questions letting them know you are genuinely interested in them is all it takes to build trust and rapport. But not everyone is that easy! The tough fsbos are very determined people and some do sell, but generally we know 97% of all fsbos list with a Realtor. So eventually who will they choose?
Step # 2 After making the first contact preferably in person, follow up once a week whether they like it or not. Seriously! Act like you are already working for them, keep them updated with current sales, ask them how their week has been, give them fsbo selling tips, or just letting them know what you have just sold, it can be anything!
Most Realtors get busy with buyers and forget about the fsbo. Make sure you don't forget about them, they will be impressed that you are staying in contact with them, hey is'nt that what all clients want from us? Remember persistence pays! Some scripts and systems that have helped me are the Mike Ferry telephone scripts, and Star Power marketing ideas. But I have to say my silly little candy bag has gotten me alot of listing appointments. Be creative and give it a try.
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