FSBO means I LOVE YOU! ?

Last chance to add some good salable listings to your inventory for the month of March.!

Listings, listings, listings!

Good listings are like money in the bank as listing inventories continue to decline and agents with good salable listings dominate the marketplace.

How many good salable listings do you have? Is it enough?

To help you build your listing inventory and assure the success of your business we have been using our Monday?s in March to focus on converting the for sale by owner.

Have you been using this information to develop a for sale by owner campaign or making excuses and ignoring this tremendous opportunity? Recent studies show 78% of the homeowners who try to sell themselves end up using the services of a real estate agent. The only really questions are, when they will give it to an agent and which agent that will be.

We have covered the 3 steps for success.

Step one: Getting the appointment to see the property and evaluate the seller.
Step two: Meeting the seller, seeing the property and asking the five most important questions.
Step three. Demonstrating the four types of buyers and how you can actually get the fsbo the most money.

We have reviewed the dialogue for getting the appointment.

Agent: Is this the owner of the property advertised for sale? My name is (Your name here) and I am a real estate professional with (company name here).
I saw your advertisement and was wondering what time would be convenient for me to stop by and take a quick look at your property.

Owner: We are not using an agent. We are going to sell it ourselves.

Yes, I see that you are trying to sell the property yourself. I wasn?t calling to ask for the listing. Your property is in my market area, it sounds nice and I would like to find a convenient time to stop by and take a quick look at it.

Do you have a buyer for it?

I don?t know if I have a buyer for it, because I haven?t seen it. That?s why I was calling. I could come by this afternoon or would tomorrow be more convenient?

We are not going to pay a commission.

I understand. I am not asking you to pay me a commission. I am asking if I can stop by and take a quick look at your property.

Why would you want to see it if we are not going to pay you?

Your property is in the market area I serve and I like to know about properties for sale in my area. If I had a buyer that wanted information on your property would you allow me to give it to them?

I guess that would be OK.

Great. I would like to stop by take a quick look at the property and pick that information up. I can stop by this afternoon or would tomorrow be better for you folks?

We have reviewed the steps for a successful appointment and asking four of the five for sale by owner questions.

Question 1: ?Why are you trying to sell it yourself instead of using the services of a professional??
Question 2: ?How long are you going to try and sell it yourself.?
Question 3: ?What are your plans if it doesn?t sell.?
Question 4: ?Have you had any written offers??

All of these questions are important but today I want to focus on the most important question, the question you MUST ask to be successful working with for sale by owners.

To help you understand the most important fsbo question, why we ask it and how to ask it the right way, here?s a quick video tutorial.

Watch it several times until you feel confident you have an understanding of why you must ask question number 5.

Next Monday we will focus on the second meeting with the FSBO and the best close in real estate, the four types of buyers close.

Let?s not ignore this incredible opportunity to help people we know have a need for our services.

All Star Coaching thought for today: It?s not what you know it?s what you do that will make a difference in your life!

Wishing you much FSBO success.

BF

Bill Fields Learning Systems
www.BillFields.com
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Source: http://www.billfields.com/blog/?p=918

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