I was reading the other day that most For Sale By Owner properties receive between eight and fifteen calls per day during the first few weeks of their listing. Unfortunately, almost all of these calls are from hungry real estate agents that are looking to get a listing.
With all of that competition, my thought is to take a different approach. Just think that almost all of your competition is trying to convince the prospect that they absolutely need the services of a real estate agent. Depending on the time on the market and the plans of the prospect, this may go completely against what their plans are for the property. The prospects' therefore live in denial until they eventually determine that they can't do it on their own. Only then do they do they decide to call on the resources of a professional, and usually they list with the next agent they call. This is in spite of blowing off more than 100 agents over the previous few weeks.
As I said above, why not take a different approach. Instead of trying to convince the prospect that they absolutely need your services, create a relationship with them and help them to understand that you do serve their best interests. Most FSBO's believe that they can do it on their own, so why not use that as your point of entry. Some services, 4MySales included, provide FSBO leads with their own website to feature and promote their property. Other systems and agent provide the FSBO prospects with essential real estate reports and guides. The idea is to create a relationship with the FSBO by helping them try to achieve their goal of doing it alone. Statistically, they will need your help, but by creating a relationship with them and demonstrating that you work to serve their interests, you can close a lot more listings with FSBO's.
A final point when working to develop these prospects into clients. Always call on a Monday as they typically have unproductive open houses during the weekend and are more open to giving your services a try by Monday. Never call them on Friday for the very same reasons. Also, discuss their plans, what they are doing, and offer suggestions. Create the relationship with them and when the time is right, ask for the sale.
Comments(3)