Had a great conversation with one of my coaching clients, will call him Alex, about how successful he has been working FSBOs and getting those listings. He reminded me what a great source of listings FSBOs can be. I asked him his secret. And you know what he said?
“I listen to them.”
You see what Alex does is call them and really listen to their concerns, their fears and their motivations. And here is the important point.
You don’t call them and bulldoze them into an appointment and try to get the listing right away. That used car salesman approach is too tacky and turns off most sellers.
Alex says to do a mind shift and pretend you’re really helping them, giving them information, being their counselor. This is how he acts and how he gains their trust.
He discusses with them 5 things that are tough about selling your own home:
1. Marketing your home online isn’t as easy as you think
2. Homes for sale by owner could be priced wrong
3. You could underestimate (or overestimate) how much money to spend on curb appeal
4. Showings are a drag
5. Preparing your own paperwork can be tricky
Can you see how you, as an Epic listing agent, can EASILY address each of these items?
It doesn’t take a rocket scientist to show a FSBO how you be very useful in each of these areas.
So change your mindset when calling expireds. Call them in the spirit of guiding them, helping them get top dollar, making their lives easier and keeping them out of hot water legally.
In other words, listen to them and address their biggest concerns and you too can be a FSBO king or queen!