How does a real estate agent prospect for FSBOs? First things first, keep in mind that not many real estate agents go after FSBOs. There may only be a handful of agents with the skill set to turn these sellers into sales. Most agents cringe at the thought of calling an FSBO. Realize that to be successful with these people, staying in front of them is key. Your campaign per person should last between 60 and 90 days; each one is situation based and sometimes longer. Somehow keep track of them, revisit them from time to time with a call, a note or a visit.
100% of FSBOs want to sell, not 100% are reasonable in their expectations of what the market can do for them. They need to be educated as to what is realistic. Instead of telling them what they want to hear, be frank with them. Mr. FSBO, if you really want to sell your house, I’d love to help you, but to accept the listing, we really have to be priced here in this market. It’s not always going to work out, but if you leave on good terms, listed or unlisted, you might have a future client. In fact, they are most likely trading with some other broker who promises them the world price. After a few months they will be frustrated, keep an eye on that list, the moment it expires do what you can to contact them.
A typical seller campaign should consist of letters, phone calls, notes, maybe even a gift or two. Let them know that you are what they are for. If you tell them you’ll call them on a certain date, by all means do it. More future prospects and deals are botched by the inexperienced agent, not the seller. Don’t be afraid of getting shot down, if you think that when you knock or knock on the door, every FSBO will smile and say, “I’m so glad you came, you’re just what I’m looking for.” by!” No, they won’t, in fact I’ve never had that happen to me. You’ll have to prove yourself as an agent to them. Remember, what’s in it for them? I’m an agent myself, we all know it doesn’t take much to get a real estate license It takes a lot to be successful in this business, to produce extremely high volume you have to be willing to do whatever it takes.
You are your own worst enemy in this business. The choices you make to start and end a day are what make you successful. When you are in business for yourself, you are always accountable for your results.
Work on your business in the morning for several hours. Do your business in the afternoon. – ninja sale
We cannot become what we need to be if we remain what we are – Max De Pree