QUESTION: Scot, I can’t seem to convince FSBOs to let me come over and meet with them. What am I doing wrong or what should I do differently? (Submitted by Irene B. in San Mateo CA)
ANSWER: I think the biggest challenge most agents have when it comes to working with FSBOs — or any prospect for that matter — is getting THEM to CHANGE their BEHAVIOR. In any given interaction either you’ll change their behavior or they’ll change yours. Becoming successful in this business, or any other for that matter, requires that you learn how to change behavior through simple persuasion.
Persuasion should not be thought of as merely TALKING someone into doing something your way. Persuasion isn’t the ability to pester someone into submission either. Persuasion is simply the art of helping others see other possible outcomes for their current actions.
Instead of trying to TALK FSBOs into meeting with you I’d suggest you focus on your conversational abilities. Get your FSBO to tell you why they decided to do this on their own and then ask them (this is how you help them see other possible outcomes to their actions) if they’d still be doing it themselves if they KNEW for a FACT that they could hire a PRO to do it for less?
More than likely you’ll pique their interest and you can then leverage their curiosity to get them to sit down and meet with you. Give it a try and you’ll see how well it works.
Filed under: FSBO Training, Prospecting FSBOs, What do I say?
