The numbers are beautiful fabulous the NationalAssociation of Realtors has suggested in their survey of house consumers and sellers numeroustimes that 70% of FSBO dealers will eventually convert and promote their house with a real estateagent if the FSBO vendor does no longer promote their residence themselves hello i’m Brian Icenhower and welcome to our module on prospecting for for sale by means of Ownerlistings or FSBO listings as we wish to name them in actual property when prospectingfor FSBO or FSBO dealers we know this is someone who to a few degree virtually wantsto sell their house despite the fact that they are seeking to sell their residence themselves of path thechallenge with the FSBO dealers is they don’t quite see the value in an actual property agentbecause they consider they can promote it themselves and when you’re contacting and you come incontact through the path of trade with unique FSBO agents i am oftentimesFSBO sellers will come off very standoffish and demeaning to actual property sellers becausejust through the fact that they are trying to sell the residence their house themselves for sale byowner they think love it is their must by some means devalue the carrier and the potential of realestate dealers so so that it will flip off various actual property marketers it can make them notwant to maintain them or get pissed off with them so we have got to grow thick dermis to thatbut I do like them due to the fact they wish to promote so these are certainly not cold calls in factFSBOs are out to most often very inclined to speak to actual property marketers since theyare watching for activity if that house isn’t sold there may be a purpose for it in fact thatthe numbers are pretty fabulous the country wide association of Realtors has suggested in theirsurvey of residence purchasers and marketers countless times for a lot of a long time I believe well morethan a decade now that 70% of FSBO sellers will eventually convert and sell their homewith a real property agent if the FSBO seller does no longer promote their house themselves the keyis to remain in contact with them construct rapport over time and comply with up with them over timeuntil finally once they do grow to be one of the most 70% that chooses to record their propertyfor sale with an agent or 1st of mine and we’ve already developed some relationship withthem so it is a lead follow up recreation with for sale via homeowners it is certainly should notbe constrained to your first contact regularly only prospect for FSBOs you already know we doso over the mobilephone one of the vital nice approaches to search out FSBO numbers if we’re gonna make prospectingfor FSBOs a massive part of our prospecting schedule is going on-line is occurring zillow.Comwhere homeowners are allowed to place listings however there is numerous open apartment and for saleby owner web sites out there where sellers can record their property for sale and for thefor the nice in your discipline I quite would speak with the persons which might be made which might be greatprospectors on your field talk with certainly one of our ICC coaches once we get on the mobilephone it’svery fundamental that we take our consulting process that we tell you about in so manyof their prospecting procedure approaches when will they begin to justify why they’ve made thisdecision on the cell we want to validate these efforts so after we do this simply via sayingit again at them they said good we particularly are not able to have enough money to pay a fee given that we needall the down cost money we will to purchase the next residence I say so I think I get that I thinkI get that yeah you are looking to relatively make sure you get the most money out of the saleof your house because you need to use a for your down cost so I just pare it back tothem I certainly hear their justification their objection to listing with me there a reasonand I simply parrot it again to them right so I ask three questions proper off the bat tothem when I attain out to them and those three questions are there for your scripts sorryin your substances i’m going to learn them to you considering that they’re three real short scriptsquestion number one is that if I brought you a certified purchaser would you be willing to payme a three percentage fee that is my first query so i’m clearly just asking if theywould pay me on the patrons side i’m now not even speaking about checklist their residence for saleand if that could be a yes that i am gonna proceed to the next question how lengthy are you goingto try to sell your dwelling in your own before you discover different options I’ve truely forthe mostly the first time obtained them to start eager about what happens if I cannot sellit now something time they provide you with I cut that in half they say i’m just right for a while I’llprobably try it for six months to the tip of the 12 months ok anything that number is inmy mind i’m gonna shorten that in 1/2 so that is three months seeing that as a rule they gained’tgo as long and try as long they wear out and so they get frustrated they usually get tired oflooky-bathrooms coming by way of their historic stagnant FSBO listing and they and they will appear tolist with somebody else somewhat bit prior however what i’m particularly doing is simply gettingthem to talk about that they are going to discover different option they may come out and say andanswer that query with good if I cannot sell myself i’m no longer gonna promote it or theymight tell you good we may just you already know we are going to more commonly have to talk to a realtor if we don’tlist it in two months and that is a excellent prospect that’s somebody we can follow up with thereso you’ll be able to see quite a few them will if nothing else they are going to suppose about and i am gonna sayif you don’t promote your house by that time what other options will you recall so now I’mgonna be aware of are they gonna simply check with a different realtor but it surely additionally prevents you knowin case they are saying good that is what i’m gonna list it with my sister Janice and we may just nothave a danger in competing with the sister Janice who’s gonna reduce her commission or somethinglike that so I fairly want to comprehend if it’s up for grabs and if they will entertain anotheragent so what i am doing is i’m filtering through to get three yeses I ask three questions ifI get whatever virtually three yeses on all three of those this is a prospect that I mightwant to followup with close for an appointment or on the very least comply with up with a nurturerover time actual easy very clean and all of the sudden now i’m just gonna filter throughand i can get by means of a big number of FSBOs Beau’s looking for yes as if I get yeses nowI’ve received excellent hot leads there on account that that’s anyone who is still seeking to sellbut they’ve admitted they may be going with a realtor and that realtor that function forwho is gonna be that realtor is up for grabs k so that is a very important and that’sa form of a best intro three query scripts for all our FSBO prospecting understandthat they’re advertising to the plenty we’re rather advertising and marketing to dealers and if we FSBOeither means just by pure FSBO or by way of an online FSBO provider that places your listing in MLSwe are not getting the concentration of the sellers that characterize 90% of our agents so I reallywant you get these speaking aspects down given that those are excellent speaking aspects to make use of in listingpresentations we make the contact we try to set the appointment then we use it or we makethe contact and we follow-up regularly for five to 6 to eight weeks relying westay in contact we come from contribution we add price with a giant number of FSBOswe need to get an awfully enormous pipeline of FSBOs built up quite a few them so we’re reachingout including worth record e signals going out after which they will to record with us they’llstart to list with us over time so it can be all within the follow-up all in your programs as usualso thanks once more for watching this video module on prospect for on the market by owner homes[Music]
