For sale by owners tell us that the major reason they try to sell without an agent is that they feel they are saving a commission. The #2 reason is related to a prior unpleasant experience with another agent.
So how do you convince a For Sale by owner that not only are agents in general a good idea but that having you specifically is the right choice for them?
1. Show the FSBO that working with you is in their best interests
Do this by preparing an FSBO packet that includes: a cover letter, what you need to know to sell your own home, your personal bio/brochure, company information, and the necessary forms to sell their own home. The information alone may show them that you know your stuff and they may not be as equipped as they thought to do it on their own.
2. Develop an approach to FSBOs that is comfortable to you
Make contact early, ask them about the property, and leave them the documentation necessary to sell.
3. Ask them questions:a. Is your property priced properly? b. Can you justify your price? c. Are you reaching the right people? d. Can you reach them again? e. Can you weed out the “lookers”? f. Will the prospect confide in you? g. Do you understand financing? h. Can you find hidden objections? i. Are you always available? j. Can you close a sale? k. Can you sell their home? l. Who will draft the documents? m. Are you really saving the commission?
When it comes down to it, once you ask them some or all of these questions, the FSBO may realize that they really aren’t equipped to sell their own home, leaving you in a position to sell their property yourself.
4. Stop by early and often
An FSBO’s pride may get in the way of letting you take the property at first, but once they realize they aren’t cut out for it, make sure you are there to take it over.
Keep these techniques in mind when you are approaching a FSBO and they will be more likely to choose you as an agent when they’ve had enough.
How to Overcome FSBO Objections
If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.
Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link – http://www.larsoned.com/realestate/ – or simply call a friendly Larson representative at (239) 344-7510.
Larson Educational Services looks forward to earning the right to be your real estate school of choice!
Larson Educational Services
1400 Colonial Blvd. Suite 44
Fort Myers, FL 33907