Mass Mailings and FSBO's

Emily...My partner and I closed 2 FSBO's this week and one last month...We just call them, identify ourselves, ask if they'd pay us our percentage if we found a buyer and go see the property...We give them a packet of information about what we can offer if they list with us, absolutely NO PRESSURE, and leave...We've been called several times within 48 hours to come back and talk to them...Works for us...5 FSBO listings this year with this approach...4 to settlement, one withdrawn.

Funny you posted this, I just researched about 30 more expired listings out of over 450 in my area that I am going to be sending some more letters to.  The trick with the letters is to make it personal, address their needs, and give them a reason to call you.  I include a letter, a brochure about what it takes to sell a home in today's market, and a copy of their listing that has expired.  You would be surprised how long people keep these for and call you in a few months.  I have also found the trick with the mailings is to include a magnet instead of a card that they will just throw out.  PEOPLE KEEP MAGNETS!  Mailings work, if done right.  I have found that expireds and withdraws are more easier to convert than FSBO's.  Expireds and withdraws have already demonstrated that they are ready to list and will list with an agent.  Most of the time the reason they didn't sell was because of the PRICE!  However, they will tell you it was because of their agent.  BE CAREFUL NOT TO TALK BAD ABOUT ANYBODY WHICH MAY VIOLATE OUR ETHICS WHEN YOU ADDRESS THIS ISSUE!  Also, make sure you do your homework and find out what they owe on it, what they paid for it, how long they have been in there, etc, BEFORE YOU SEND THEM A LETTER.  I really qualify the ones I decide to mail things to before I send them.  I looked at over 450 and only found 30 that were good enough for me to consider wanting to list!

As for a book, I have read more real estate books than I can remember, but the one sales book that helped transform my business and put a whole new perspective on what it is that we actually do is called "HIGH TRUST SELLING!" by Todd Duncan.  Pick up a copy and take it with you on your next trip, you won't be disappointed.

HOPE THIS HELPS YOU A LITTLE...

Emily-

I'm also new to the business and have been sending out mailers to both FSBO's and Expired's.  I include a letter introducing myself, tips on selling their home and some additional information about the company I work with.  I follow up every 2 weeks with additional tips on staging, market stats, safety tips and other info.  I always include an offer to do a CMA and encourage them to visit our website.  So far, I've had 3 responses. 2 of them said if I have a buyer they will let me show their home and pay a commission if my buyer makes an offer they accept.  The other I have a listing presentation next week.  I'm pleased with the results so far and plan to continue.  I am also planning to follow up with a phone call for the ones that I have numbers. 

I've had a lot of people tell me I'm crazy for starting my career in this market, but I think it will make me a much better agent in the long run.  Yeah, it's tough, but when the market turns around I will already be in the habit of working hard and will have an advantage over others.

Good luck with your career!!

The first response was within 3 days.  He was interested in listing his property with a new agent, but after doing the comps, touring the house, having other agents in my office tour the house, the competitive price to list it just wasn't where he wanted to list it.  He understood that by listing too high, he wouldn't get the exposure or offers that he wanted.  We spent quite a bit of time talking about things he could do to make his home  more marketable and I feel that I will get the listing when he does decide to list it again.

The 2nd was within the 1st week.  He is willing to let me do a one-time showing with a qualified buyer.

The 3rd was about 10 days after.  I have an appointment with her to talk about listing her property.

I just sent out my second mailiing and will continue.  I'm looking at different ways to make myself stand out from the rest of the agents.