FSBO Sales TechniquesA: “I see. Well, if I can prove to you that selling by
owner will leave you with 32 percent less in your
pocket at closing, would you consider a new
approach?”
S:“Absolutely, we are open to options.”
A:“If you don’t mind, I would like to see your home and
tell you exactly what we can offer that can sell your
home ASAP and get you top dollar...would that
be ok?”
S:“Yeah, I need to sell, so let’s see what we can do.”
A:“I can make it there by 3 P.M., or would 6 P.M. be bet-
ter for you?”At this point you’re closing for the appointment. Fill
out most of the listing agreement and disclosures before
you get to the appointment. That way, there’s no awkward
silence while you’re filling out the paperwork.
Calling a FSBO rarely goes as smoothly as in this exam-
ple, but it does happen. You just have to pick up the
phone, make the calls, and you willsee results.
Leave a Message
If you’re wondering what to do when you get a seller’s
voicemail, you’re not alone. The answer is, leave a mes-
sage!You shouldn’t leave the same seller a message every
single time you call, but maybe once or twice. You willget
calls back. And when they docall you back, ANSWER
YOUR PHONE! So many agents will call and leave mes-
sages for sellers, but when it comes time to step up to the
plate when they call back, they back down. Just to help