Wednesday, February 21, 2007

How to get more FSBO listings

I was reading an article that I found particularly applicable in Broker Agent News. The article, How to Get More FSBO Listings, Without Pressure covers a basic approach to FSBO prospecting that will generally lead to a listing. The article review a few of the techniques that you should use when speaking to prospective FSBO’s, but it all comes down to a very basic premise; be nice, sincere, and offer benefit.

Many real estate agents aggressively prospect For Sale By Owner leads to get new listings. As a result, most FSBO prospects hear from multiple agents with the same pitch on a daily basis. Unfortunately the pitch is usually “Let me list your home and I will get it sold for you.” Now we all know that this is where the prospect usually ends up, but most FSBO prospects want to legitimately try to sell their home before they shift to using the services of a REALTOR.

Instead of starting your relationship with your prospect the same way all of your competitors do, start your relationship with your prospect under the premise “Let me help you sell your home.” There are a number of tools that a REALTOR can offer a FSBO prospect to help them market their home. These tools are generally well appreciated by the prospects who still eventually still end up giving an agent their listing. An example is a simple FSBO website that the prospect can use to create a presence on the internet.

Regardless of the tool, differentiate yourself from your competition when prospecting FSBO leads. Approach your prospects with a sincere offer to help them reach their goals. Statistics say that they will list with a REALTOR. Odds are they will list with the one that has tried to help them most.

1 comment:

BIG scott said...

I like your part, "Regardless of the tool, differentiate yourself from your competition when prospecting FSBO leads." Reminds me of this realtor post that I did on our Wallhogs blog about Wallhogs now being used as unique advertising and marketing tools for relators. Check it out! Go BIG.

-Scott at Wallhogs