Wednesday, November 27, 2019

EBL Weekly Real Estate Mastermind Call 11/26/19 (Replay)




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