FSBO Sales Techniquesthey become second nature to you. This is a strong sales
technique that is especially important when calling FSBOs.
Here is a sample dialogue to illustrate using tie-downs
in a phone conversation to get the prospect into the habit
of saying “yes.” I’m going to shorten the conversation to
give you the important parts of this lesson.
Agent:“Hi, this is [Your Name] with [Your Company] Re-
alty, how are you?”
Seller:“Good, how can I help you?”
A:“I notice you’re selling a two-bedroom, two-bath loft
on Division Street. How many square feet is this
property?”
S:“It’s 1,200 square feet, why do you want to know?”
A:“We’ll, I’m just updating my records of unlisted homes in
your area. Your property is for sale by owner, isn’t it?”
S:“Yes,for now.”
A:“For now? So you’re going to list at some point, aren’t
you?”
S:“Yes,at some point, if we can’t sell on our own, we
will list with an agent.”
A:“I see... If I told you that you could be costing your-
self thousands of dollars, would youconsider listing
your home sooner?”
S:“If that’s true, then, yes.”
A:“A 2006 national study shows that the average for
sale by owner home sold for $59,800 less than with
agent-assisted homes. Won’t you agreethat this is a
lot of money?”
S:“Yes.”