Melissa,
What can you offer them that they can't do on their own, or can't get by listing with a flat fee agency to get on the MLS?
And of course many of them will need to try on their own for awhile first! Try asking - what have you found successful so far when selling on your own, and what do you wish you knew how to do?
Hi Melissa,
Don't go for the listing right off. Most of the calls they are getting are probably from agents trying to get them to list their home. Simply ask them if you can preview their home in case it may be a match for one of your buyers. You need to come over and preview because you don't know if it's the right home for one of your buyers until you see it. Once you've met them, seen the inside of the home and you know the price they're asking you may not want to pursue it further. If it looks doable and you want to work with the folks and their property, ask them if they have any questions about the home selling process. Try to help them get their place sold on their own. Put them into some kind of follow up campaign - there's lots of FSBO campaign material available. Somewhere early in the process I ask them if they will pay a buyer's commission. If they say yes or no I show them the stats on how many buyers work with an agent vs buyers that don't and just ask them if they really want to be excluding the majority of the buyers out there I use that one especially if the say they will not pay a buyer's agent commission. I offer to put their home on my website. I offer them seller disclosure and lead based paint forms. In there somewhere you ask them if the need any help finding their next home. If it's local great - you get to help them. If it's not I offer to get them connected up with the best agent in the communtiy they're moving to.
If they mention that they are willing to pay a buyer's agent commission say great and let them know you will be sure to show it to any of your buyers that the home may be a match for. Let some time go by - a few weeks and be sending them something email or snail mail each week. Eventually they will get tired of staying home when someone calls and says they're going to come over the then never show up and that sort of thing. They now know you and you've been trying to help them. Since they've already said that they'd pay half the commission(they're already half way there), you can ask them if they want you to help them get the place sold by getting it listed and marketed to the world. This is an 8-12 week process.
Of course if you know about a FSBO that you can honestly get the home sold and net them more money than what they are currently going to net at their current price it's easy. And you can go for the listing on the first meeting. The script, If I can net you more money than what you will net on your own will you let me help you sell your home? Hope that helps.
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