The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

Special Telephone Techniques

willing to come down. However, whatever you ultimately
agree upon with the seller, make sure it’s in writing.

• Dual Agency Discount.Offer to list the property at
  full price but also tell them that if you sell the home
  yourself as a dual agent (when you are both the
  buyer and seller’s agent) you will discount the bro-
  kerage fee for them. Dual agency is rare. This is usu-
  ally the safest way to offer a discount.


• Temporary Discount. Give them a temporary dis-
  count. How this works is simple. For the first two
  weeks of your listing, tell your seller that if the prop-
  erty sells you’ll discount the brokerage fee. After the
  two-week period expires, the full fee will go into
  effect.
  This is typically done when you or your office
  plan on spending a heavy amount of money on the
  marketing of your listing. After time, the marketing
  can add up and eat into the overall brokerage fee
  that you will be receiving. But if you sell the property
  in the first two weeks, you’ll be saving on the
  marketing.


• Incentives.Throw in some incentives to make up for
  a discount in the brokerage fee. For example, you
  can offer to pay for a one-year home warranty and a
  virtual tour of the property. These still cost you, but
  it shouldn’t be nearly as much as the discount the
  seller may have in mind.