At this time of year, we think about how much we have to be grateful for. Thanksgiving is a time to give, a time to love, and a time to reflect on things that mean the most in your life. This Thanksgiving, we are especially treasuring the weeks, hours, and minutes of time that we are able to spend with those that we care about. To all of our family, friends, neighbors, clients, and co-workers: We wish you a truly beautiful and bountiful Thanksgiving. We wrote a song called “You Are” that we think fits perfectly this time of year.
Welcome back to another episode of “Keeping In Tune With The Market.” Today, we’re going to get inside the mind of a homeowner who wants to list their home as For Sale By Owner (FSBO).
Would you like to get a listing this month? Sure, the market is tight and there’s not very much inventory, so what is the best way for you to get a new listing where you could help a homeowner sell their house?
Many agents shy away from FSBO listings because they think that when they go to those homeowners, they’ll get their heads bitten off. That’s actually not the case. By getting inside the head of a FSBO seller, we can understand that they might be a little less scary than you think.
Why would a person consider selling their home on their own instead of turning it over to a Realtor?
The first reason is to save on commission. A lot of them are just confident that they could sell on their own because, perhaps, they’ve sold cars or homes before. They might not know a good agent, or they might have had a bad experience with one. Many FSBO sellers feel as though they have a bottom line to reach and that they can’t afford to pay an agent. In that case, we have to show the owner how we can make them even more money than they could get on their own.
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Many agents shy away from FSBO listings because they think that when they go to those homeowners, they’ll get their heads bitten off.
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They might also think that if they can’t sell it on their own, then they can just turn it over to an agent. They might give it a few weeks to a couple months to try to sell on their own. In this case, find out what their motivation is. How soon do they need to move? Where are they going. Get an idea of how long they want to try it on their own.
Lastly, they feel like they want to get a particular bottom line. You will really be helpful to them if you can put them in touch with a mortgage broker or a financial expert so they can see how much money they really need from the sale of their house.
FSBO sellers aren’t as scary as you think. If you try to get on the other side of the able, get into their heads, and think about what their thought processes are, it might be a little easier for you to approach them.
If you’d like more information about working with FSBO sellers, I have a couple of trainers who have great plans. Just reach out to me, and I’ll be glad to send you that information. If you’d like to set up a strategy meeting to plan out your business for this year, we can set that up over coffee. I’d love to speak with you.
What are the best ways to get listings?
Today, I’ll be going over three tips you need to know to get more listings in 2018.
The first question you need to ask yourself is, “Who are the best people to get listings from?” A lot of people will say you should look into things like cold calling and door knocking. These things are fine, but the fact is that about 75% of your listings will come from people who already know you.
This means that the majority of listings you get will come from friends, family, co-workers, and other people in your sphere of influence. The people who know you are the ones who will do business with you.
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The people who know you are the ones who will do business with you.
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Now, let’s move on to the three ways to get listings from these people. It all comes down to the mantra: “See. Call. Send.” Let me expand a little on this.
1. See. Checking in with the people you know will help you stay connected. It doesn’t always have to be about real estate. The important thing is that you are keeping in touch and maintaining these relationships. 2. Call. It’s important to give the people you know a call every once in a while. The market has gone up dramatically, so consider asking people if they’re curious about their home’s value. 3. Send. Distribute newsletters and notifications to people in your sphere of influence via the mail. The mail you send can be informative, educational, and entertaining. While you’re at it, you could even start sending out videos.
If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.
