There are several approaches to the FSBO. You can call, text or send a letter. You can also decide on doing a pop by at their home.

At this point, let’s get you into the property to meet the seller. You may have been calling FSBOs for quite a while and never achieved one appointment. In fact, you probably have called dozens that never answered the phone.

SHOULD YOU CALL DAY ONE?

Yes. Or by day 3 they may stop answering their phone.

SHOULD I PUT THEIR NUMBER INTO MY CONTACTS?

Yes. If you leave a message you will be able to recognize Mr. Jones FSBO on 123 Main St.

SHOULD YOU CALL OLD FSBO THAT ARE STILL ON THE MARKET?

Yes. Because you will offer a fresh solution.

SHOULD YOU CALL FSBOs THAT HAVE DROPPED OFF THE MARKET?

Yes. But if you are going to do mailings, this would be a wise group to target the market. We will cover more shortly what an effective mailer contains.

SHOULD YOU JUST POP BY ANY DAY OF THE WEEK?

Possibly. They will most likely be irritated. But that does not mean you should not do it. We are asking agents that attempt the “drop by” method to share their findings.

SHOULD I OFFER MY FEE AND PROGRAM OVER THE PHONE?

No. I have a friend that went on a blind date. She said an hour into the dinner he put a box on the table, opened it up to show that it contained an engagement ring. Offering your services early in the relationship is probably going to get you rejected. At this point they do not know you, or possibly like you or trust you. I have heard of agents offering free MLS access, or $89.00 but still the seller did not hire them. Trust is a key element for many sellers, not always price.

SEVERAL SCRIPTS FOR YOUR PHONE CALL

If you look on Youtube you will see there are hundreds of training videos on how to list FSBOs. Let’s look at which approach best resonates with you.

CALL to Mr. Jones

• Mr. Jones, this is Bob with ABC Realty. My buyer asked me to reach out to you, may I ask you a few questions about the age of some of the systems?

• Mr. Jones, this is Bob, I am in real estate, I work with an investment firm that actually pays my broker fee, they asked me to gather a bit more information about the age of some of the systems?

• Mr. Jones, this is Bob. Are you still accepting offers on the house?

• Mr. Jones, this is Bob. I am in real estate, I quite often work with relocation buyers. May I preview the house this afternoon, possibly at 2 pm or I can also do 2:30 pm?

• Mr. Jones, this is Bob, I am a real estate agent. Would you allow me to come to your property for a tour? Our firm has been around for 22 years, and I am confident that we can net you the most money based on our marketing plan.

• Mr. Jones, I am a Realtor. I was wondering, if I can show you how we can net you more money, in a shorter period of time, with the least amount of difficulties, would you consider listing with our firm?

• Mr. Jones, I am previewing 2 properties this afternoon near your home. This is Bob, I am a Realtor. I am previewing two properties at 750k and 900k near your home. Could I view your home this afternoon at 4 pm or maybe around 4:15 pm?

• Mr. Jones, I am an agent. I sold the house about a block from you over on 33 James Street. Would you be receptive to me viewing your property today, possibly at 6:15 pm or tomorrow at 11 am?

• Mr. Jones, if you could enter the MLS at just _____%, exposing your property to 10 times as many buyers than Zillow, would you allow me 15 minutes at your home to tour it and show you our proposed solution to reach out of state buyers?

WHICH QUESTION DID YOU CHOOSE?

Stand in front of a mirror and ask yourself that question 25 times. Just keep repeating it. Be aware of your cadence. Do you sound authentic? Do you sound like a Realtor selling something? You are paid in proportion to your preparation.

FIND A FRIEND

Role play with another person. There is so much at stake when you get this right. Find a friend, an agent, a loved one, and ask your opening question. I truly hope that the first time you call a FSBO is not the first time you have ever said it to anyone. Separate yourself from all of the other agents. Practice, drill and rehearse.

ROLE PLAYING 25 TIMES

“Ring ring…ring ring….Hello.”

“Hello Mr. Jones, this is _________, …………”

Get comfortable feeling uncomfortable. Do it again and again and again up to 25 times. Why? Because you are training your brain to like the question.

You will go from uneasy, adrenaline flowing, changing how you feel, to easy going, confident, and in control of your reaction and emotions.

The Psychology of Winning program calls this “practicing within when you are without.” Astronauts, Olympians, athletes of every sport visualize the win before the event, they rehearse it again and again in order to remain calm.