“Win” FSBO Listings

Now is a great time of the year to review all the For Sale By Owner (FSBO) listings that have not sold during 2018. And now, as soon as you’re ready to shift out of holiday mode into agent mode, is a great time of the year for you to “win” those FSBO listings.

According to the National Association of REALTORS® (NAR), a whopping 92% of all FSBO properties end up being listed with real estate agents. No reason that “winning” FSBO real estate agent is not you.

Here are some tips that may help you become THE winning FSBO listing agent.

1. Follow up, follow up, follow up!
   1. It is CRUCIAL for you to get the seller’s attention and to keep their attention so you can earn the seller’s trust.
   2. If the seller experiences you as being diligent about getting the listing, the seller will likely assume that you’ll be as diligent about making the sale.
   3. Remember, this is a marathon, not a sprint, and you are in the race for this listing over the long haul.
2. Provide value to the seller…at no cost to the seller.
   1. Offer the seller a free CMA (comparable market analysis)
   2. Offer the seller disclosure forms to make sure they have them (disclosure forms to be completed by the seller are mandatory)
   3. Offer the seller information about where they can signage at the lowest price
3. Ask the seller for their business.
   1. No one is a mind reader…you must tell the seller what you’d like.
   2. Agents who “win” FSBO listings ask sellers for their business on average 8 times before sellers agree.
   3. Use the word “when,” rather than “if.”   For example, “When you and I agree to work together, I will…” instead of “If you and I agree to work together…”
   4. Ask constantly and confidently.
4. Be honest and maintain your calm.
   1. No need to say you have a buyer when you don’t…no one ever recovers from telling a lie.
   2. When the seller tells you to bring her a buyer and then she’ll pay your commission, she is not insulting you. She is inviting you to bring her a buyer. Do it.
5. Practice makes perfect.
   1. Keep being creative; keep being a problem solver; keep providing service; keep being yourself, only better every time.