Getting Started With FSBOs With SCHNEIDER Real Estate
Why Work With FSBOs?
No other lead source can produce a new listing and a buyer as fast as the For Sale By Owner. Nor can any other “instantaneous lead source” allow you to do it every week.
Who is Your Competition Prospecting the FSBO?
There will typically be 10 to 25 or more real state agents pursuing each for sale by owner.
What Geographical Areas Should I Prospect?
This type of lead source can take you out of your comfort zone. It will prepare you for listing opportunities that are geographically further away than you might be receptive to. However, keep in mind somebody may refer you to a sister or a cousin that is a lead 20 miles from your residence in an area that you have never been to before. the for sale by owner take you into territories that will give you more field experience.
The Broker Fee Question
Suffice to say the for sale by owner is often price sensitive. Review with your broker strategies on how to present your brokerage fee in a marketplace that will challenge you. With so many agents pursuing one lead the broker fee is often under attack. Get equipped and how to handle that set up negotiations with the seller.
The Place to Find FSBOs
The best place to locate your daily lead source is RED-X. A small fee per month will provide you a long list of opportunities.
Which FSBOs Not to Persue?
Just like dating there are some people that you should not pursue. Not every for sale by owner has the right motivation to list with the realtor soon. and occasion you will find a for sale by owner that is overconfidence, or has a high level of experience. Through this program we will equip you how to identify those that have a high probability of listing with you.
Do I Call or Just Pop By the FSBO?
Time is a precious commodity. Thus it will be important asked you how you accomplish your appointment. As you hear the training you will see that there are times you should do a pop by appointment, and also why it is very strategic to have a pre-planned appointment.
What If The FSBO Wont Return My Call?
As you enter into this arena of prospecting, you will see that some of the for sale by owners will not return your phone call. They did not expect to be inundated by that many real estate agent thus they start ignoring everybody’s calls, even the buyers. Let’s get equipped on how to interact with them for that conversation.
Should I Leave a Voicemail?
Should you leave a voicemail? Often times a real estate agent leaves a voicemail expecting a returned call. however as you’ll see they didn’t expect 25 or more ages to call them. Listen as we gather in the strategies of what to do when you don’t hear back from this seller period enter.
Do Not Call List
The do not call list. It will be best to brainstorm with your broker as to how you handle these types of leads.
Follow-up is Better Than First Impressions
Many sales people feel that they make a very strong first impression. That may be true but nothing matters if there is not follow up. Learn how this key factor in building the relationship works to your advantage when you file this step by step.
How Long Is My First Call and What Do I Say?
The first phone call to the for sale by owner is also your first impression. Here we walk you through on what to say as well as what not to say Keep in mind they have possibly been called by another real estate agent in your company. Many for sale by owners believe if they met with one agent from your company that’s all they have to meet with.
What Do I Say When I am Touring The Home?
On the tour of the property you can count on it, the seller is evaluating you. The interview process has begun. even though you are not doing a sit down they are judging you. Take note of the questions that you will ask on the tour. Your objective is to find out there motivation or intention to stay the course and asked you why they’re selling by owner. this is not a time to sell yourself. This is a time to gather information.
Don't do this, ever.
There are a few common sense items of things you should not say or do while previewing their property.
You MUST Get This!
It is imperative that you obtain their email address. There will be times when the by owner is not responsive to phone calls or text messages and you will need to convey an idea for updated information.
Bummer. Their Friend Is a Realtor.
There are common objections a for sale by owner will throw your way. Their goal is to get most agents to go away. Saying they have a friend in the business is oftentimes in attempt to get agents to leave them alone.
Your Goal is to Get Their MO-LO
Remember you’re actually applying for a relationship. Not a listing. So in this relationship we need to take our time and evaluate their motivation to stay the course or list as well as their loyalty another real estate agent.