|
Offer FSBO prospects
a "menu"
When approaching FSBOs, let
them choose a level of service
they are comfortable with.
When
you call on a FSBO, you'd like
the listing. But if you can't
get it immediately, there are
other deals you might gladly
settle for. If so, spell them
out to the prospect until you
find a deal they like. It
can work like this:
You're chatting with a FSBO.
You've told them all about
your radio broadcaster, and
they like it. So you ask for
the listing.
Ideally, you get it. But if
the response is something like
"We really are committed
to trying to sell it ourselves
a while longer," make
them a second offer.
"I
understand. I hope you're
successful. But many buyers
just are not comfortable
dealing directly with the
seller. They are afraid of
confrontation. What some
sellers ask me to do is the
following.
I put
their home on the air, I do a
nice message, and include
their name and number. But I
also mention that if you're
unavailable, the prospect can
call me.
That way,
we don't miss the prospects
that are wary of calling
seller directly. If the radio
broadcaster helps you sell the
home, great. You can take the
calls and make the sale. If
the home is all wrong for a
prospect, then perhaps I'll
sell them another home. And if
I personally do bring in a
buyer, I get a 3%
commission."
Many sellers are thrilled by
this deal, and you may well
get a selling commission. You
certainly get new prospects
calling off the radio
broadcaster, and the sellers
will likely buy a home through
you.
If
they won't take this second
level, go to offer number 3.
"I
know how hard it can be
selling your home, strangers
knocking on your door at all
hours. So occasionally I've
rented a radio broadcaster to
sellers.
You're probably spending
hundreds of dollars on ads, so
spending $50 to rent my
Broadcastor for a month would
save you lots of money, and I
hope you'll give my card to
any prospect that clearly are
not right for your home."
Again, you get a seller who
will probably buy a home
through you. And it can be
your voice and name on the
message. Instead of a failed
listing presentation, you have
a new prospect and rental
income.
And
what if they are so under
water they just can't commit
to paying rent?
Offer #4. You might
lend it to them at no charge
for 30 days!
Even
without the $50, the rest
still goes. They may buy a
home through you. You might ask
them for a buyer's agency
agreement in return -- it
costs them nothing, but it
will make you a nice
commission.
And
it's still your voice, your
name, your chance to get the
buyers who don't want
this home. And if the
home does not sell quickly,
you're the agent who can step
in and get a full listing
contract.
I'm sure you can think of more
menu items in between these.
The point is very simple. If
you make a solid pitch to a
FSBO, and they are not ready
to list, there are still other
relationships that can profit
you handsomely. It's a shame
to walk away empty-handed,
when they might love to do a
deal you're willing to take.
Rank all the possible deals
you would take, in order of
preference, and then keep
pitching them. They'll likely
take one.
Interesting idea for
buyer's agency
You say you like to represent
buyers? Here's an idea several
agents have passed along to
us.
Call on FSBOs. Get acquainted,
and explain the following
program. You would like to
help them find the home of
their dreams -- their next
home. That's what you
specialize in. You want to
represent them as their agent
to guarantee they get the best
deal possible. As part of your
super service to them, you also
will give them a tremendous
advantage in selling their
existing home, at no cost.
Meet with them, and show them
a Broadcaster. Play a good sample
message. Get them excited
about having this Hi-Tech
system working for them.
Assure them
you will help them do the
message, and make their
home sound wonderful to
drive-by prospects.
The key is, you aren't trying
to get their listing. Sure,
many will list with you later
when they get frustrated. But
you are there to sign them up
for something that won't cost
them anything. You want to
be their agent in finding
another home.
For no money, they get the
Broadcaster! In return, all
they have to do is buy their
next home through you.
Which doesn't cost them
anything.
It's hard to imagine FSBOs
saying no to this, and you get
to be an exclusive buyers
agent for every Broadcaster
you put out!
User Tips
FSBO Becomes First
Listing
"I've been in real estate
6 months, but I just got my
first listing, thanks to you!
I
called on a FSBO, and told
them about a great service I
offer, using the latest Real
Estate technology. I stressed
that I would do all the usual
things agents do, and that
this was something special.
I didn't push at all, and I
left them a brochure and my
card.
They called the next day to
list with me! They said they'd
been called by lots of agents,
and hadn't seen any reason to
list with any of them. But
they really liked the
idea of the Broadcaster, and
had to have it for their home.
I just had to call and thank
you!"
Lynn Mc Bride, New
Bern Real Estate, New Bern, NC
|
