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For Sale By Owner listings & Expired listings
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 Talking House, played the video,
played a sample message, etc. 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 with Talking House. 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 Talking
House 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 Talking House, 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 Talking House Transmitter to sellers.
You're probably spending hundreds of dollars on ads, so spending $50 to rent Talking House
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 for Talking House?
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 Talking House 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.
Play the Video for them, and show them a Talking House Transmitter. Play a good
sample message. Get them excited about having Talking House for their home. 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 Talking House! 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 Talking House you put out!
User Tips
Difficult FSBO Signs Up
"Talking House was the key to signing up a cranky FSBO! He was the type who likes to
be in complete control. That's why he was trying to sell his home himself, I guess. So I made
that work for me.
My approach was to tell the sellers about Talking House, and get them excited about
having their home promote itself 24 hrs a day. Then I got them excited about doing the message
themselves! I let them do the recording, and say whatever they wanted.
It was personal and comfortable. It sounded great! People have commented on it, and I
got the listing. Next time you have a FSBO that needs control, let them do the
message!"
Pat Martin, Newhouse Realty, Powell, OH
FSBO Becomes First Listing
"I've been in real estate 6 months, but I just got my first listing, thanks to Talking House!
I called on a FSBO, and told them about a great service I offer, called Talking House. I
stressed that I would do all the usual things agents do, and that Talking House was something
special. I didn't push at all, and I left them a Blue 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 Talking
House, 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
Video gets FSBO
"I sent out a copy of the Video to a FSBO. They watched it, and then listed their home
with me. Pretty simple!"
Deanna Weeks, Peck Estates Realty, Brigham City UT
Video Tapes & FSBOs
"Here's an order for 10 more Videos.
They're fantastic. I use the tape very successfully with FSBOs. I call them up, introduce myself, and tell them about Talking House.
I let them know that I am the only agent in the area offering this great service to all my
listings, and then I offer to drop off a "Selling Your Home" video tape that they can view at their
leisure.) I know from experience the tape will convince them of the benefits having Talking
House working for them.)
It's a very non-threatening way to approach them, and I am offering them something of
value. It works well, and the tape is great. I'll be putting these tapes to good use, and I may
expand this technique to expireds as well! I'm keeping my 10 Talking Houses very
busy."
Alison Gwin, Coldwell Banker Smith, Montgomery AL
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