Fsbo SPOKE WITH _______________________________________DATE______________
VIGNETTE 1 your introduction about your buyer
Hello, I’m calling about the house that’s for sale …I think I saw it on ZILLOW………
My name is Bob and I’m in real estate…..(DON’T say your company name / wait til they ask for it)
I am calling because ……..My purchaser is presently out of state and asked if I could check on a couple of details…
They may state: Are you calling to list the house? We aren’t working with agents… We already have an agent…
VIGNETTE 2 HOUSING QUESTIONS
Most of the questions I have are about the systems. Is the ballpark on the air conditioner and furnace would you say they are between 5 and 10 years old? And same with the roof do you have a ballpark and what the age is? __________
Age of ROOF __________ Age of furnace __________ Age of air __________
I can see some of the photos online, is that a current picture of the kitchen and would you have a ballpark age regarding the appliances? __________
VIGNETTE 3 ask about situation / time frame
Hi, could I ask you this regarding a timetable? We’re trying to put something under contract soon with somewhat of a typical close time. Do you have an ideal deadline you are trying to achieve based on buying another property or if you are relocating?
(Remember the objective. It is to determine if this appointment is a go or no go. It is not to get the listing.)
VIGNETTE : 4 THE ASKING PRICE
Oh and I wanted to ask you a question about the asking price. I’m not saying the price is too high as I have not seen the property. However, was it two or three agents that helped establish the asking price or was it Zillow or realtor.com? Or sometimes it was a recent refinance appraisal.
VIGNETTE : 5 RECAP YOUR BUYER
Bob if I could ask you this… As I had mentioned, my buyer is out of state at this point. However, he has asked me to find out the age of some of the systems and also your time frame. If it’s a match for them we are looking at a typical close date. Right now there are four active Properties for Sale near your property and three additional under contract with most properties days on market about 21. If you feel it’s possible the buyer has seen the photographs online but asked me to view it in person would that be OK later this afternoon or possibly tomorrow morning between 10:00 and 11:00 am?
VIGNETTE 6 CONFIRMATION EMAIL
Oh one last thing Bob, I’d like to email you my contact information so you know who I am and just a brief recap of what we talked about. Is there a best email I can send you that information?
SUMMARY
2 STATUS
Married single male female divorced divorcing
3 THEY ASKED ME OR SAID
Are you calling to list the house?
We aren’t working with agents.
We already have an agent.
4 OWNERSHIP
This is their rental – thus what is their current address? __________________________
This is their primary home This is inherited This is vacant
5 DESTINATION
Built a home Bought another home Will build soon
Going to rent Going to relocate
If applicable – what was the seller’s ideal move date? ___________________________
6 OTHER PROPERTY
Were you able to determine if they own other properties? NO YES
If yes, explain _______________________________________________________________
7 MOTIVATION
Said they were in no hurry
Said they are not going to give it away
Said they don’t have to move
Said they may list it with an agent friend agent fsbo.com
Very kind did not talk much a bit rude very helpful
8 BROKER FEE
Asked you what your fee is. Mentioned paying a BA a fee _____%
Said would not pay any commission
Did the Zillow ad say they WILL or WILL NOT (or no mention) pay an agent? If yes, at what rate? _____
9 ASKING PRICE
May I ask how the price was determined? Was it a refinance appraisal? Or a couple of agents’ opinions? Or just some from neighborhood sales?
Their understanding of comps: by an appraiser 2-3 agents? pluck from air
Did they say “We may have a little wiggle room in our price”
10 APPOINTMENT
What is the time and date of your appointment?
I did not ask because: a) no rapport b) I did not get the chance c)___________
I did ask and they said: YES No, unless you bring your buyer No at this time
It is set for: the same day next day two days out 3 4 5 6 7 more
There email address is _____________________________ or I didn’t ask or they would not share
11 SUMMARY
Approximate length of time on the call / minutes 1 2 3 5 7 10 15
This is a definite GO! Possible go that I need to get
Possible go that I may need to cancel A no go!
PRESCREEN or POP BY? What is the best way to pursue these leads?
The key to this plan is knowing what to do and what not to do.