Converting FSBO's can take time but in our location 80-90% of these offerings eventually end up being listed with a real estate company. Thus, we feel that the best approach is to reach out and provide them with genuine support. Offer them forms, advice, local market information, etc. and when the time comes for them to face the reality of a successful FSBO and they throw in the towel...it's you they will remember.
"Plant a seed and watch it grow......"
If they want to take that chance, then go right ahead. You never want to turn down a potential buyer, but at least when they come in with an agent, you know you are not alone.
I absolutely hate door to door anything, so I have developed a better way to touch base with FSBO. First and foremost, I send them a spiral bound booklet that I have created from various information I have compiled over the years. Along with that, I send them a very short letter introducing myself and letting them know that if there is anything I can do to help speed up the process, I am here for them. In addition to that - on the first mailing - I include a two separate sheets describing short sale and foreclosure and how I can help if they are in trouble.
Then I print out pages of different types of information that will help them sell their home, staging tips etc. I put them in pre-addressed envelopes and I send out two per week for the first two weeks and then one per week after that for 6-8 weeks. I include my business card in every mailing.
I mark each envelope with a sticky tab with the date that it needs to go out.
It takes a little time to set it up initially, but after the first day, it is just a matter of dropping it in the mail.
I had a neighbor once call me to apologize for not calling me sooner to say that her best friend is an agent and if she were to list with someone she would go with her. But............she also said, if that wasn't the case, she would definitely list with me because of all of the helpful information she received and the great follow up.
Just one way.