FSBO's...does this work for you?

By
Mortgage and Lending with Pickering Group

fsbo 

I have been making phone calls on FSBO's for a few of my Realtor clients, and have to say it is not going well.  I will be the first to admit that I am the cold call king.  I can walk into any place or call anyone without hesitation. 

the king 

I have had quite a bit of success with cold calls, but I am getting shot down offering fianncing option flyers and pre-qual assistance with potential buyers that might visit the FSBO.  Obviously, I am calling the owners themselves....I am given lists from agents that they have paid for.  Maybe these lists have too many people calling them.

I also know that there are a million books that discuss FSBO's as a valid marketing angle.  I am starting to think that 1) these people are already hostile to people in the real estate industry and 2) they get called on way too many times.  AND there is the do not call registry.

How many of these folks are on the do not call registry but they have run a FSBO ad.  Doesn't this ad throw the whole do not call fiasco out the window? 

So, please give me your quick thoughts on this marketing strategy.

Jess Rankin

http://www.pickeringgroup.com/

Lender in all 50 States

BUSINESS REFERRAL: Junk Eviction   602.989.1763    www.junkeviction    Bulk Trash Removal Service

Comments (12)

Tisza Major-Posner
I.V.P.G. - Inland Valley Professional Group - Claremont, CA
DRE#01784679

Hi Jess,

I think you are quite right in assuming that folks whose names appear on a list are being bombarded. 

 As for the DNC list, putting your home up FSBO and publishing your phone number in connection with that activity might prevent the DNC from being in effect.  But, I think it could be argued that this would be quite a grey area.  I mean, if they are on the list and have their home for sale then calling them to get more info about the home should be OK, I think.  But, if someone were to call them to offer anything else then I would be thinking that would be a violation. 

Looking forward to seeing other folks opinions.

Take care, help lots of people and have a wonderful day!

Tisza

Jan 26, 2008 05:26 PM
Lindsay Pendleton
Relocating To Baton Rouge & Surrounding Areas - Baton Rouge, LA
Marketing Agent - Property Management in Baton Rou
I think you had it right when you said that the FSBO's already have a "snood" atttitude toward realtor's, so when you call they are already ill and I'm sure they are even more mad when they can't sell their home and then they have to end up calling on a realtor.
Jan 26, 2008 05:39 PM
Lorinda Ward
Keffer Realty - Norfolk, VA
Serving, Hampton Roads Virginia. Norfolk, Chesapeake, Va Beach
If they are on the do not call list, I will not call but I will send them out a letter with a package of some of my marketing idea's.
Jan 26, 2008 05:43 PM
Lanre-"THE REAL ESTATE FARMER" Folayan
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

I am glad that you are finding success with coldcalling. I have gone back to cold calling myself. And as one of my goals this year,I plan on doing it five times a week for at least one and a half hours a day. I am going back to the basics of generating leads that will eventually lead to sales. Much luck to you Jess. I am going to call you next weekend. Great post.

Jan 26, 2008 06:17 PM
Frank Rizzo
Cornerstone Realty Partners - Staten Island, NY

Their is the notion that the realtor takes too much of their money, didn't get them the money they needed, they could do it better. But, calling and getting in front of these FSBO's is key to having them understand the value of working with a realtor

Jan 26, 2008 06:27 PM
Linda Futral
Newnan, GA

Not a fan of cold calling and as one who has her name on the DNC if I had my home on FSBO then a solicitor called offering services and not asking about the home I would be a little put out.

I would try a different tactic--maybe ask how it is going, how long the house has been on the market, etc then close with an explanation of why you called and if there is ever anything you can do for them in the future to let you know and ask if it would be alright if you sent them a sample of some of your marketing materials for them to look at. 

That would get you and your agents closer to my door than just hey this is who I am and what I do.

Jan 27, 2008 02:54 AM
Jeff Pickering
Pickering Group - Anthem, AZ

 

 

We Use Home Buyers scouting report (HBM) Introduction! as a door opener with FSBO's, this gives the potential client an item of value and Lets us get our agent partners info in front of the clients every time they log in. Let's face it on FSBO's the next person who contacts them after they are frustrated gets the deal... why not help our agent partners get to the front of the line.

Jan 27, 2008 03:12 AM
Junk Eviction
JUNK EVICTION - Phoenix, AZ
FSBO's are a great opportunity to turn nothing into something.   JUNK
May 03, 2008 05:24 AM
Bud Cooke
Charles Rutenberg Realty, Inc. - Largo, FL

Has anyone tried FSBOCloser? They provide a way to offer a web site. Although I can offer a web site on my own, I was intrigued about the idea of receiving scrubbed leads. I normally spend about 30 minutes on Mondays generating about 10 local leads a week from the web but though maybe if they were doing it and scrubbing them, my time would be worth the price. I signed up for one month to see if the leads they provide were of any value. ($50) They were not. Unfortunately, now that I want to stop the billing, I cannot get them to return my calls or emails. I've sent 4 emails since the 10th of October to discontinue the service as of the end of the month. I'll now have to send them a letter as well as my bank a letter to make sure that no further charges are made against my account. What kind of a reputable company responds like that?

I call them even if they are on the list and say, "Hi, I saw your ad, (replace with sign if you have a drive by) and may I ask, are you are cooperating with real estate? (Don't stop) The reason I ask is that my company often gets buyers looking for homes in this area, and if I brought you an offer acceptable to you, would you consider accepting it? When they say yes, which I find they will 99 out of 100 times, I say, "Great, it will just take me a minute to see your home so I can tell my buyers about it."

When we walked through the home, I ask all of the rapport building questions; I do not comment on the home. I do stop and stare when I see something negative. They normally tell me about how they are going to fix it, paint it, clean it, or whatever. That process helps me to build rapport and builds the base for reduce their over-priced fantasy. I don't talkAfter we've spent enough time to build rapport, I begin asking the questions that help them feel their pain. "Have you had any offers yet? I guess they were really good offers, right" People want to argue with you. It is a normal human trait. We get our self esteem from having knowledge that the other person doesn't. They will normally say something like, "I gotten some LOW-BALL offer." or I'had 3 people tell me they were going to check with their lender and get back with me... or whatever. It always gives you plenty more questions that help them see that their real solution is to hire a professional.

Bud

But then you all know all this right? I'm probably preaching to the choir, right?

Oct 22, 2008 08:43 AM
asd asdasd
asdasd - Albany, NY

Nice mask, maybe wearing that while talking with them would help?

Oct 22, 2008 08:49 AM
Bud Cooke
Charles Rutenberg Realty, Inc. - Largo, FL

That's the Burger King. I think he's a football player, right?

Oct 22, 2008 10:44 AM
Jayson Hoffer
Jayson Hoffer Insurance Agency Inc. - Tempe, AZ
Mesa AZ 480-948-6115 Home, Auto, Life Insurance

Cold call king, I like the sound of that. Rather than cold calling individuals, i might recommend calling local Realtors to generate business. Heck I can help. If you want to see how we can help each other, call me! 480-518-0747

Apr 12, 2011 05:01 PM