You may have seen other agents listing homes that were recently listed For Sale By Owner and wondered how they do it. You may have tried everything: calling, mailings and even stopping by. So why did the owner call this agent and list with him rather than you?
The answer most likely lies in the agent’s persistence. Persistence doesn’t mean that you actually harass the client. On the contrary, persistence, and persistent follow-up that leads to positive results is a completely methodical approach.
So how do you go about being persistent and following up regularly without harassing the owner? The first step must be initiating personal contact. Don’t just slide a lot of printed flyers under the door and don’t use generic mailing. You cannot sit back and hope that they will see your ad or banner and call you. You must make the first move, so either stop by, or better yet, call them and ask for a convenient time for you to stop by.
In the mean time, drop off a prepared packet of information at their doorstep about how you offer to sell their property. Include all possible information and a brochure. As an added incentive, offer to help them find their future property. You can also give them a reference to a Real Estate Agent in the area where they are moving to. This will be seen as a way of simplifying things for them. Let them feel that your input and expertise can help them find their next home, without the added commission that any professional adviser would have charged. This makes the whole process easier and motivates them to maintain a relationship with you for a longer time by listing with you.
Be consistent. Consistency is a virtue in this field, if you wish to stand out among the hundreds of agents who are calling the owner. The effort will keep reminding them of your interest. Consistent contact is essential. You could even call weekly, for eight weeks. Create an Action Plan in Top Producer to keep these leads from being forgotten about and falling through the cracks.
Remember that the key to a good FSBO plan is consistent contact. You have to show the potential listing client how you operate with your regular communication and quality material. If you can maintain that quality of contact over a period of time, a listing is basically guaranteed.
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.