QUESTION: What is the most successful method of making contact with FSBOs?

QUESTION: What is the most successful method of making contact with FSBOs?
(Sent in by Valerie K. of Memphis Tennessee)
ANSWER: Numbers don’t lie but emotions sometimes will. Making sound decisions on how to grow your business can be made by either looking at the numbers or doing what feels best. Unfortunately I’ve seen too many new [...]

Question: How can you get around the fact that in some areas the FSBOs are actually able to sell on their own without my help?

Answer: Of course FSBOs are able to sell on their own! I never said they couldn’t or haven’t and neither should you. But the real question isn’t whether or not the FSBOs are able to sell on their own; the real question is ‘Will they come out AHEAD by doing so?’ The mere fact that [...]

LEARN HOW TO LIST MORE FSBO’s…

Question: How do you TALK someone into doing something…?

QUESTION:I’ve been to enough of your learning sessions to know that I thoroughly enjoy your style of teaching and yet I’m still having a hard time committing to registering for the FSBO Success Workshop. Can you talk me into committing without talking me into it? (Sent in by Maryann J. of Houston Texas)
ANSWER: Maryann, I [...]

Question: How Much Do You Charge?

QUESTION: It seems that no matter what answer I give when asked “How much do you Charge?” that it ends up turning into nothing more than a feeling of frustration and defeat. What should I be saying to get the sit down when they ask that question? (Sent in by Richard D. in Brooklyn NY)
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Question: How can I get a FSBO to sit down with me?

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 [...]

Question: Scot, is the process of going after expired listings the same as what you taught us to do during the FSBO Success Workshop?

(This question was sent in by J.S. in Key Largo)
Answer: For the most part the process for working Expireds is very similar to working with FSBOs; first you should build rapport with them followed by helping them discover a problem and then leveraging your solution to get a sit down with them. The key [...]

Question: What do I say when the seller wants me to CUT my Commission?

Answer: I’d recommend that instead of becoming defensive and telling them how much you DESERVE what you charge, understand that homeowners care more about their finances than yours. The only reason they’d ever ask you to CUT your commission is because the BELIEVE by doing so they’ll come out better off financially. However, if they [...]

Question: The FSBOs I talk with seem happy to let me come over and see their house but don’t necessarily want to list with me, what am I doing wrong?

Answer: The problem isn’t that they WON’T list with you once you get over there, the problem is the pretense under which you originally set up the appointment. Were you totally honest on the phone with them? What was your stated purpose in going over there in the first place? Was it to get a [...]

Question: What do I say to a FSBO on the phone when they tell me that they’re NOT INTERESTED in working with an AGENT?

Answer: Of course they don’t want to WORK with an agent — that’s why they put the For Sale by Owner sign in the yard to begin with silly!! The next time someone tells you they’re not working with agents just tell them that’s not the reason you were calling, but thanks anyway. [...]