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Jeff, Real Estate Pro in Livonia, MI

As a newly licensed salesperson, any tips on getting listings for FSBO properties?

Asked by Jeff, Livonia, MI Mon Jun 15, 2009

I was riding around on my bike this weekend in a few neighborhoods, and noticed a few houses for sale by owner. Do you have any tips on how I could approach the sellers and persuade them to list their property with my office, myself as the listing agent? I know one thing I would need to do is somehow convince them that FSBO properties just aren't selling in this market due to the overwhelming number of competing properties. Also FSBO homes just don't get the exposure that MLS listed ones do.

Thanks,
Jeff

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" I know one thing I would need to do is somehow convince them that FSBO properties just aren't selling in this market due to the overwhelming number of competing properties. Also FSBO homes just don't get the exposure that MLS listed ones do."
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Jeff,
Wrong approach. No one likes to be told how wrong or ill informed they might be. I'm sure most of them have already heard it numerous times from other agents. Second thing, FSBOs, even though they are assisted by agents, are on the MLS. Lets not argue the point about the NAR's definition of FSBOs.

To answer your question, I would simply go up and knock on the door and ask for an appointment for you to preview the house to take notes and keep on file, for future clients. Impress upon them that it is NOT a listing call. They might even let you in on the spot. Once in, give genuine compliments where deserved, and tactful suggestions where needed. Try to be as helpful as possible. Tell them about my blog on Trulia (link below). I'm sure it has discouraged more FSBOs than it has helped. I had an agent tell me he did suggest the blog to a FSBO, and after the sellers read the blog, they realized how truly unprepared they were and called the agent to list. To get the time frame correct, he actually did it before I was suggesting it. So if it works for you, Jeff Konstant gets the credit. Good luck.

http://www.trulia.com/blog/rockinblu/2008/08/thinking_about_…
3 votes Thank Flag Link Mon Jun 15, 2009
You might try this ... SALES MEETING TOOL KIT:
CONVERTING FSBOs
http://www.realtor.org/toolkits/fsbo00

And other tools from NAR.... http://www.realtor.org/pac.nsf/pages/FSBOBanners
http://www.realtor.org/pac.nsf/pages/SellerBanners
3 votes Thank Flag Link Mon Jun 15, 2009
Like it
Flag Thu Nov 14, 2013
Jeff,

No offense, but nonrepresented sellers can get lots of internet exposure for their property, just not on all the same websites Realtors(R) have access to.

Using the information available in a Public Records search from Realcomp should provide you with facts. Sales of unrepresented sellers are not scrubbed from public records. Compare the sales to similar dates from a search on Realcomp will allow you to compare agent sales to non agent sales.

Two suggestions.

1. Join Active Rain where there may be information available to members only http://activerain.com

2. I gave Dunes and rockinblu a thumbs up for showing you how to correctly approach sellers and where you should be looking for information. When you pay dues, make them provide something in return. This goes for C21 and your local board too.

Good luck with your career.
Web Reference: http://mi-living.com
2 votes Thank Flag Link Mon Jun 15, 2009
Jeff- WELCOME!
If the converting FSBO's toolkit doesn't work. for you...
you may consider showing up on their doorstep with Tony Soprano.

or...
You could offer something different...
Web Reference: http://www.321advantage.com
1 vote Thank Flag Link Wed Jun 17, 2009
Team up with a homestager, who can educate them, and help build your business. Get ahead of the competition.
See our work at: http://www.impactids.com

For more info: yolanda@impactids.com
Web Reference: http://www.impactids.com
0 votes Thank Flag Link Fri Mar 25, 2011
"If you were the inventors of Facebook...then you would've invented Facebook."

"If you can sell my house better than me...then sell my house."

Toolkits and websites be damned. Sell the damn house. Bring a buyer. Take video and pictures of every step of your involvement and post it to your Facebook and YouTube pages. You do have a facebook and YouTube page, right? Next FSBO you ride by on your bike, hand them your card with links to the story about how you sold their neighbors home. Congratulations, you are now a FSBO conversion expert.
0 votes Thank Flag Link Sat Mar 19, 2011
You are not going to change their minds with by trying to convince them that FSBOs are not selling. If that is true, then they will figure it out on their own. Your best bet is to demonstrate that you are an honest and level-headed person that they can work with. Do this as a buyers agent by bringing around clients to look at the house. They will immediately understand that you are an honest guy that does what is best for his clients.
0 votes Thank Flag Link Tue Jun 16, 2009
I'd see what free programs/literature your broker can assist you with. Don't want to go blindly.
0 votes Thank Flag Link Mon Jun 15, 2009
Hey Jeff
First of all most fsbo believe they do not need you to sell their property, second they dont want to pay you the commision.
That said try to take an approach that works and is comfortable to them. This is to be a sorce of information to them provide them with stastics for the area how many houses on the market ,for how long and so on. I would not provide a CMA just the material used to come up with one. While your at it show your office stastics hopefully it is doing good. Ask them how are they marketing their property and let them know it is not enough, that they are missing a lot of buyers. Dont say what you could do for them dont sell yourself let the information do that, be a source for them, when they get tired of unqualified people coming and such they will come to you to see if you could help them further.
This should be a good start
Nunzio
0 votes Thank Flag Link Mon Jun 15, 2009
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