Mastering the for sale by owner ?

WOW March is slipping by FAST!

for sale by owner

Listing inventories continue to decline and agents with an inventory of good salable listings are really seeing the benefits.

How many good salable listings do you have? Is it enough?

To help you take a more proactive approach to building your listing inventory and assure the success of your business we have made Mondays the day we focus on specific business building tools and techniques.

In last Mondays blog I talked about one of the greatest sources for building and maintaining a source of new sellers; the for sale by owner.

Recent studies show 78% of the homeowners who try to sell themselves end up using the services of a real estate agent. The only really questions are, when they will give it to an agent and which agent that will be. Will it be you?

To be successful converting the for sale by owner you MUST master the 3 steps for success.

Step one: Getting the appointment to see the property and evaluate the seller.
Step two: Meeting the seller, seeing the property and asking the five most important questions.
Step three. Demonstrating the four types of buyers and how you can actually get the fsbo the most money.

Last week we talked about the 3 mind-sets most agents go through and how to get the appointment. (Here?s a sample phone dialogue to get the appointment.)

Agent: Is this the owner of the property advertised for sale? My name is (Your name here) and I am a real estate professional with (company name here).
I saw your advertisement and was wondering what time would be convenient for me to stop by and take a quick look at your property.

Owner: We are not using an agent. We are going to sell it ourselves.

Yes, I see that you are trying to sell the property yourself. I wasn?t calling to ask for the listing. Your property is in my market area, it sounds nice and I would like to find a convenient time to stop by and take a quick look at it.

Do you have a buyer for it?

I don?t know if I have a buyer for it, because I haven?t seen it. That?s why I was calling. I could come by this afternoon or would tomorrow be more convenient?

We are not going to pay a commission.

I understand. I am not asking you to pay me a commission. I am asking if I can stop by and take a quick look at your property.

Why would you want to see it if we are not going to pay you?

Your property is in the market area I serve and I like to know about properties for sale in my area. If I had a buyer that wanted information on your property would you allow me to give it to them?

I guess that would be OK.

Great. I would like to stop by take a quick look at the property and pick that information up. I can stop by this afternoon or would tomorrow be better for you folks?

Getting the appointment is the easy part. Most for sale by owners are happy to have an agent come by just so they can get free information on market conditions, comps, etc. (But you can?t make the appointment if you never pick up the phone!)

Today I want to focus on the do?s and don?ts of the first appointment and the five questions you must ask to be successful working with for sale by owners.

To help you master the first appointment and learn the five most important fsbo questions, here?s a quick video tutorial.

Watch it several times until you feel confident you have an understanding of what to do on your first appointment with the fsbo and what the five questions are you must ask.

Next Monday we will focus on the second meeting with the FSBO and the best close in real estate, the four types of buyers close.

All Star Coaching thought for today: Think you can or think you can?t?either way you are proving yourself right!!

Wishing you much FSBO success.

BF

Bill Fields Learning Systems
www.BillFields.com
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Source: http://www.billfields.com/blog/?p=902

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