How to
work a FSBO
There is always a Closing…Either they
are closing you OR YOU are closing them!
Things to Note:
1.
Do NOT try and close
the client on the first interaction unless they are ready to list (which is
rare)
2.
Have a consistent
follow-up plan (to include at least 5 touchpoints over a period of 2-3 weeks)
3.
Come from contribution
4.
Use collateral that
other agents may not be using (How To’s)
5.
Build rapport, Build
rapport, Build rapport
6.
Practice your scripts
& Be ready for objections
The Process
1.
Make contact to build
rapport and set an appointment to preview the property. Talk to the client.
Advise you want to preview the property
a.
Note: Don’t be
deceitful. If you don’t have a buyer, don’t say that you do
2.
Go on appointment
a.
Build rapport.
b.
Allow them to guide
you through the home.
c.
Discover why they are
leaving
d.
Discover how flexible
they are on the price
e.
Your job is to Recap
& Confirm
3.
Leave a one pager or a
packet about FSBO
a.
Note: This is not a
packet all about why you are a great agent
4.
Send a Thank You (note
or text)
5.
Send a neighborhood
snap via email & text
6.
Week 2: Call to see if
the property is still available
7.
Send “How To” Info
8.
Week 3: Call to see if
the property is still available
9.
Send “How To” Info &
offer to do an updated CMA
10. Week 3 or 4: Start to ask for the appointment
