FSBO... Be There For Them!

For $ale By Owner

Myth: Most REALTORS^® Call FSBOs, And Ask For Their Business.

Au contrair… Most REALTORS^® (falsely) assume that all of their competitors are calling the FSBOs, but, in fact, few of us do that. Don’t get me wrong: the best of us do it as part of our business, but the vast majorities think that they don’t have a chance against the “fast burners.”

Fact: Every statistic says that, although many FSBOs do sell their homes (often regretting the outcome) most of them will list their home with a professional at about the three week mark.

Wow! You have a motivated seller, disappointed that they could not solve their own problem, and they will list at the three week mark… often with the last REALTOR® that they happened to talk to. Wouldn’t it make sense to make sure that REALTOR® is you?

It’s easy. I go knock on the door of any new FSBO I see. After convincing them not to call the police, and to set aside their shotgun, I ask them if they will pay me a commission, if I bring a buyer. They always say “yes.” I do not ask for the listing at that point.

After previewing their home, I offer solid advice to help them sell their home, on their own. Then, I stop by a couple of times a week, sharing market data, tips on inexpensive improvements, mortgage rates, etc.

So, during that crucial three-week period, I meet with them face-to-face, as many as a half-dozen times... for about 5-10 minutes. Then, if (when) they realize they are swimming upstream, and could benefit by listing their home, I am often the name that pops up.

My experience is that, if I am “Johnny-on-the-spot,” for a mere two-to-three week period, I will often wind up with a listing.

If they do manage to sell their home with no professional assistance, they still may have a warm fuzzy feeling for me... because I helped them. Often I can get a referral from them.

Does anyone disagree?