Thread: FSBO Scripts?

I know that a lot of you guys think that FSBO's are a waste of time, but the fact of the matter is that I get most of my business from them since I'm still pretty new. So, I have a question:

I have a FSBO that contacted me from a mailer I sent. They want a CMA, but they said that they were still planning on trying to sell it themselves for a while. How would you defeat that argument and get the listing? HELP!

Originally Posted by teamgreene

I know that a lot of you guys think that FSBO's are a waste of time, but the fact of the matter is that I get most of my business from them since I'm still pretty new. So, I have a question:

I have a FSBO that contacted me from a mailer I sent. They want a CMA, but they said that they were still planning on trying to sell it themselves for a while. How would you defeat that argument and get the listing? HELP!

Why try to defeat their arguement. Be smart and give them the CMA. In another forum one poster showed how he converts FSBOs by joining them and providing free information on how to sell their home. He follows up several times and each time asks them to pass his card along to people who see their house but are not interested in buying it. Telling or indicating to someone that are wrong will usually make them defensive by joining them you bypass their defenses.

Definately provide the CMA. In your effort to help, you will want to show them what is in store for them down the road if they sell themselves.

Prepare them for the glut of investor calls they will be getting...especially in this market. Prepare them to have their house on the market for a lot longer than if they use an agent. They should also be prepared to get less for their property (negotiating is more difficult when emotions are involved), etc. Of course, you need to be positive and helpful in this endeavor.

As you help them prepare for the road ahead, they just might see the light. Or, they may have their house on the market themselves for a month or so but eventually call you.

Good luck

Originally Posted by teamgreene

I know that a lot of you guys think that FSBO's are a waste of time, but the fact of the matter is that I get most of my business from them since I'm still pretty new.

FSBOs (and Expireds) have always been an excellent source of new listings. Personally I would not provide a CMA without a commitment from the Seller.

If you're interested in learning how to effectively prospect FSBOs (and Expireds) I have a link to a free copy of "List More, Sell More" (eBook) by Jerry Bresser on the front page of my sales training website.

Best of Luck!

Why not provide the CMA? If I were interviewing 3 prospective realtors, I would expect each one to bring a CMA to the meeting. Why would meeting with a FSBO client differ?

Originally Posted by els

Why would meeting with a FSBO client differ?

When I said "Seller" that was referring to ANY seller, FSBO or otherwise.

I did understand what you meant by seller. However, I guess I did not realize you would not provide the CMA to any seller (FSBO or otherwise) without a commitment.

"Mr and Mrs Fsbo, I am not here to try and get your listing today, although I would be happy to help you in the future, I can appreciate the fact that you would like to just try it on your own for a while. Why am I offering my help to you? Because the most important thing to me is my reputation in the community. If I could just help you in some small way, so that if in the future your friends or family asks you if you know a Realtor, you would not hesitate to mention my name, that would be a win-win for the both of us. Please contact me if you need any help at all. I am at your service"

I like all the great scripts and ideas on targeting FSBO.

I will use these valuable methods to contact and list FSBO.

This is a great topic with good information

Sincerely,

Fernando Spindola

RealEstateHomeForSaleAndNewHomeMortgage.com

Thank you for your question, teamgreene,very userful topic.