Dialogues used to convert For-Sale-By-Owner prospects

TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS
Dialogues used to convert
For-Sale-By-Owner prospects
TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS
FSBO
DIALOGUE
Differentiate yourself and get the FSBO
We have polled hundreds of thousands of team leaders,
power agents and brokers to find what works. In this book
on “converting for-sale-by-owners” we have compiled the
best dialogue and scripts from top agents to help you get and
convert FSBO’s. We noticed that REALTORS® are taking a soft
sell approach, with persistence and patience as the rule.
Having a system to keep this on track and trigger continuous
communication can be useful. Several make a point to offer
suggestions and tools to help the seller; knowing that in the
end they will be likely to change their minds and use an agent.
What is often suggested is that the seller sees how much work
is needed and how much expertise is required to master items
like paperwork, disclosure and marketing to drive attention to
the property.
TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS
I am a single office
broker
I am a single office
broker
6-10 Annual
Transactions
11-15 Annual
Transactions
Emily Hudkins
Richard Stoner
“I usually tell them that what they are doing,
staying home to show the property, not being
able to take a weekend away because of having
to be there all the time, is what I do for them
as their agent. It is my job to see the house is
shown and advertised, the money for that comes
from my pocket book not theirs. They don’t pay
me until the house is sold. I give them the best
comps that can be found in the area of their
current home.”
“Our experience in internet marketing via the
REALTOR®’s MLS and numerous other portals
may be able to attract more potential buyers for
your home. May I show you how?”
I HAVE JOINED a
team as an agent
Single agent NOT
considering a team
0-5 Annual
Transactions
6-10 Annual
Transactions
Prem Shah
Alicia Crone
“Hi, I just noticed you have listed your home for
sale, and was wondering if you are interested
in getting professional assistance in selling
this home, As a REALTOR® with X amount of
experiences in this field, I can explain market
trends and marketing strategies to get your
property sold fast for top dollars, if you are
interested we can schedule a meeting to discuss
further”
“Ask them if I can help them find their new home,
not list the current one. Check in each week or so
with a marketing idea.”
Dialogues used to convert For-Sale-By-Owner prospects
“On the first call or visit, I just ask if the house
is still for sale. If they say yes, I ask if it would
be ok if I could take a look at it just in case
it would be a fit for one of my buyers. After
seeing the house, a thank you note goes out.
A week later, another call or visit just to ask if
the house has sold yet. If they say no I ask ‘if I
could show you how you could meet your goal
for the sale of your home without it costing you
any money, would you at least consider talking
to me about marketing your home?’ If they say
yes, I ask for an appointment. If they say no,
I ask why. When they tell me I then ask ‘Ok if
that wasn’t an issue and I could show you how
to meet your goals for the sale of your home
would you talk to me about marketing your
home?’ I keep asking questions until I get a
‘yes’ (I’m an old-school Floyd Wickman girl — it
works!).”
Devan Wilson
Judy Moriarty
I am a single office broker
I am thinking of STARTING a team
6-10 Annual Transactions
Over 100 Annual Transactions
“I noticed your for sale sign in your yard. Sorry
to see you are leaving our neighborhood.
Please send me a flyer on your home as I work
with buyers in this neighborhood all the time
and I would be happy to present your home to
any potential buyers with which I work with. I
usually follow this with helpful mailings.”
“I let them know that we reach all the top
internet sites with their house listed.”
Tim Shea
Single agent NOT considering a team
Over 100 Annual Transactions
“I ask them if I can help them by providing
market data.”
Dave Harcourt
I am thinking of STARTING a team
“I first start by calling a FSBO prospect, asking
to view their home for a potential client. When
they ask if I specifically have someone, I say
no but I work with many clients who may be
interested in a home such as yours. Most are
usually fine with this. I make an appointment
(make sure you keep it!) and are professional
during the whole visit. I ask them to take me
through the home as if they were trying to sell
it to me. I will make a couple minor suggestions
or marketing techniques to them and wish
them luck in selling. Before leaving, I ask them
if it would be ok to email them market updates
for the area and similar homes such as theirs to
keep them informed. Most I’ve come in contact
with, like our professionalism and being on top
of things and would call back at a later time for
our help.”
11-25 Annual Transactions
Barbara Jenkins
Single agent NOT considering a team
11-25 Annual Transactions
TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS
“I start out for a couple of weeks sending them
cards with information; I will leave things on
their door with my contact information. I then
call them to ask how things are going with their
house. I offer to come over and review what
they are doing. I will pull up information on the
area for them, no obligation, but just ask that
they let me explain my plan and show them
my success rate. I always walk away with the
listing after showing them what I do for my
listings.”
Tenia Cattles
Single agent NOT considering a team
41-60 Annual Transactions
“The key here is persistence! A wise agent once
told me to drive to work every day a different
way and see all the FSBO signs. I have a for
sale by owner kit in the car with me. I include
my resume, some info about my company and
maybe a few just listed just sold cards. I also
give some hints on security tips. My aim is to
get in the door, the first agent in usually gets
the listing eventually. I keep in touch with them
weekly until they are ready to list.”
“I ask for an appointment to tour the
property explaining that I can better serve
the customers I work with to know all of the
inventory available — not just the ‘listed’
properties. I ask them if they would consider
selling to a customer working with me. As we
tour, I ask them how their experiences has
been so far, what kind of a response they are
getting to their ads, what their experiences has
been showing the property to strangers, what
kind of feedback are they getting (if any) from
those who come to look and what challenges
they have faced. I also ask what their major
objection is to listing the property and try to
find out what they feel would help them sell
their property. Then I explain how I work with a
seller and provide them with a written handout
of my services. I then thank them for their
time and tour and leave. I follow-up the next
day with a phone call or visit with a handout
they might find useful, and let them know I
would like to stay in touch and that I would
appreciate the opportunity to put my extensive
experience to work with them to reach their
goal more quickly.”
Cynthia J Sleppy
I am a single office broker
6-10 Annual Transactions
Linda Damico
Single agent NOT considering a team
11-15 Annual Transactions
“I show them what I have to offer and then tell
them that they should always use a REALTOR®
and list exclusively with whomever you think
will do the best job — it works EVERY time”
AnnMarie Pallister
I am thinking of STARTING a team
16-20 Annual Transactions
“I inform them that the market works against
FSBO, and that FSBO usually get less than a non
FSBO client”
Scott Fogleman
I CURRENTLY MANAGE a team
61-80 Annual Transactions
TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS
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