By Sean Colón
If you're a realtor, you know how challenging it can be to work with FSBO's (For Sale By Owner) sellers. They often believe they can sell their home themselves and save on commission costs, but as a realtor, you know the value you bring to the table. In this blog, we'll outline some tips on how to approach FSBO's and how to convert them into new clients.
Approach with Respect
The first step in approaching a FSBO is to show them respect. They have made a decision to sell their home themselves, so it's important not to come off as pushy or dismissive of their decision. Introduce yourself and explain how you can assist them in the process of selling their home.
Highlight Your Expertise
One of the main reasons FSBO's avoid using a realtor is to save money on commission fees. However, they may not realize the value a realtor brings to the table. Highlight your expertise, including your knowledge of the local market, pricing strategies, and negotiating skills. Show them how you can help them sell their home faster and at a better price.
Offer Your Services
Offer to help the FSBO with any part of the selling process they may need assistance with, such as marketing their home, scheduling open houses, or hosting showings. Part of your marketing plan should include hiring a professional real estate photographer to showcase their listing in its best light. Explain that you can offer these services without them having to pay any upfront fees. They only pay you if their home sells, and it will likely sell for more than if they sold it themselves.
Show Success Stories
Share success stories of previous FSBO's who worked with you and ended up getting a better price for their home. Show them how you can help them avoid the common pitfalls of selling a home on their own, such as pricing it incorrectly or not properly marketing it.
Be Flexible
Be flexible with the FSBO's needs and listen to their concerns. Offer to work with them on a trial basis, and if they're not satisfied, they can end the agreement at any time. By being flexible, you show that you're willing to work with them and not just trying to push them into using your services.
By following these tips, you can turn a FSBO into a listing and gain a new client. Remember to approach with respect, highlight your expertise, offer your services, show success stories, and be flexible. With these strategies, you can help FSBO's sell their homes faster and at a better price while growing your client base.