Find their motivation – If they don’t have any motivation / urgency to sell their house, then it is best to just move on to the next lead. Spend your time on people that actually want to sell their house. Sometimes we get caught up in thinking that we have to convert every FSBO we come in contact with, however, this couldn’t be further from the truth.
Don’t be afraid to ask for their business – The recommendation is that you go for the relationship first instead of focusing on closing during the first appointment. However, there are two sides to every coin. Real estate is still a business, and as a business we must be efficient and still profitable. The last thing you want to do is just have friendly conversations with the owners and never go for the close.
Cut your follow up time in half – Nothing feels worse than seeing a FSBO you have been talking to for months list a few days before your next scheduled follow up. Make it a point to cut your follow up times in half.
BONUS TIP – Don’t feel bad if you don’t get the listing. As long as you do all you make the follow ups and provide value there isn’t much more you can do. However, you should always be honest with yourself. Did you take the easy way out by pushing your follow ups another week out? Did you just give up after 5 or 6 contacts? Were you afraid to pull the trigger and ask for the business? If any of these situations happened make sure you take it as a learning lesson and make changes in the future.
I hope these tips help you out with any FSBO’s you are currently working with, or any that you may work in the future. If you are not working FSBO’s I encourage you to start. All it takes is some consistency and you will increase your listings in no time.
If you have any questions please feel free to contact me anytime.