If you’re a Real Estate Agent, you know that approaching a FSBO can be very difficult. Well, surprisingly, it doesn’t have to be as hard as it as been or seems to be. It can be easy to approach and list a FSBO with the help of an amazingly simple, but persuasive list. The reasons can be almost unbelievably effective in dissolving the resistance of the most stubborn FSBO. When you approach a FSBO for the first time, you can use certain ideas to prove to them that the experience of selling their home can be a pleasant adventure.
You are worth your commission. Realtors sell homes for more, according to the National Association of Realtors research, by as much as 27%.
You are a legal expert and know all the contracts, forms and disclosure statements inside out. If they decide to do it solo, chances are they are likely to miss something in the fine print.
You are a professional like a doctor or a lawyer and you are worth the commission you charge because you’re an expert. Ask them if they would choose to defend themselves in a court of law, without retaining a lawyer. Would they want to perform surgery on themselves? If the answer to those questions is ‘no’, they should not be trying to sell their home on their own either. It’s a job best left to the experts.
You are familiar with the market. You know the market very well and can therefore price their home competitively. Explain the importance of getting the pricing right the first time and the danger in terms of wasted time and expired listings, of over-pricing their property.
You are an expert on financing. From your experience and knowledge, you know how to pre-qualify and qualify for loans and you can point prospects in the right direction. Unless they are lenders by trade, they have almost no real expertise with financing and the process of actually acquiring it.
You are the specialist, the one who can handle all kinds of criticism, answer objections and demands in an objective and professional manner. These talents are essential if you hope to convince a buyer that the house is indeed a dream home.
Remember who you are and all of the experience you have had.
Reassure the FSBO that you are dedicated to them.
Real Estate, Business and Life Coach Cheri Alguire has partnered with hundreds of Real Estate Professionals and Small Business Owners to help them become more successful in business and in life. Coach Cheri specializes in Group Coaching for Small Business Owners, Working Mothers, Real Estate Agents and Managers. Learn more at www.NextLevelServices.net.