After months of calling expireds and FSBO's the rejection started to get to me, I had a choice to make. Most books about prospecting tells you that you have to call expireds call FSBOs and try and get their business.
Well, thats good and all but it gets pretty discouraging, and after a while too much rejection will start to have an impact to your psyche.
I decided to take the logical approach of least resistance. After all thats how nature works, always following the path of least resistance.
You will never get rejected or get a negative reponse from a FSBO or EXPIRED if you do the following Rule#1.
- Call them Because you want to show a potential buyer their property
This simple effective rule has totally given me more positive attitude, respect and cooperation.
BEFORE Rule#1
- Hello mr / mrs, FSBO / Expired, My name is Calvin Anderson, I'm a real estate agent......no no wait don't hang up yet just hear me out....."yes sir I understand, but i'm different from the other 50 agents that called within the last 45 minutess....you see i'm the best at selling your pro.... hello, hello, ......
AFTER Rule#1
- Hello Mr / Mrs, FSBO / Expired, I've got a prospective buyer for your property, and I'd like to schedule a time to come in and take look......yes i'm a real estate agent. By the way mr / mrs FSBO / Expired, would you mind paying me a comission if my client buys your property? ....your welcome mr & mrs FSBO / Expired, just trying to help. Good bye see you on tuesday.
I think as Real Estate Agents we allow alot of our Real business to slip a way to companies such as "Isoldmyhouse.com" and "Whydoievenneedanagent.com" (fake) by not servicing or Showing FSBO houses. Not only will we be able to capture at least the buyer side commission most of the time, will gain respect among the FSBO's out there.
Calvin, good post, however, I would advise agents to stay with in ethics. If you dont have a buyer for their home, then I believe you shouldnt say so.
If you go to my website www.Brettnoel.com I have a link that you will love. The four questions to ask a FSBO and get the appointment everytime.
Good luck
Calvin, I agree with Brett. What do you say if you don't have a prospective buyer? Good point though if you do have a buyer. Thanks for sharing.
Out of all the calls I receive about my listings, not one agent ever called me and said: "hello calvin, i noticed you have a house listed for sale, would you like to have me list it for you?"
Would you call your fellow agent from another real estate company and ask for their listing? Definately not. FSBO's have a right to thier comission just like agents do. They have that right to list properties for sale just like agents do.
Unfortunately we don't usually look at FSBOs in the same light. But you know more and more owners are becoming agents for their own house and if we don't start to look at them as agents, then another company will (forsalebyowner.com).
They have a saying "what goes around comes around" if we exclude FSBOs during our showing process, then as the FSBO industry grows, and it will, people will start excluding agents. Then the perception will be, Houses sold by agents are largely inflated in price.
Realtor.org states that the typical house sold by agents are double in price compared to those sold by FSBO http://www.realtor.org/library/library/fg006
No agent can guarantee that they can sell a house faster or better than an FSBO with or without the internet. if so that is deceptive.
So with that said there is nothing left to offer an FSBO but a prospective buyer. I just know i will never call an fsbo, expired, or real estate agent unless I have a prospective buyer who would like to see their property.
Someone asked what if you don't have a prospective buyer?
If you don't have a prospective buyer
FSBOs are Real Estate Agents It can be very offensive to them when we try to take their listing.