1. Make at least one contact each week
2 .Try to be helpful, but don’t offer to perform many free services that are being paid for by the owners of currently listed property
3. Distribute selected handouts, as the four week program shows, such as:
Your business cards
CENTURY 21 Alpha For Sale by Owner (FSBO) brochure
Relocation packet for their destination area
Home price comparison index (the market dictates the price of the home, not the agent)
Home Improvement / Staging Tips
Just sold announcements for surrounding property
Open house invitation to a property you are holding open
National TV ad schedule
4. Always close for another appointment/contact. Follow the 4-week program for results. Be consistent!
After you have identified a new FSBO in the paper, or driven by a new sign:
(Please note, you may decide to use the scripts available if the property has been on the market for awhile and you wish to get an appointment to do a listing proposal for the seller, rather than this “drip” method to establish rapport)
1st Week
1. Call
2. Introduce yourself
3. Express how impressed you are about their intent to sell on their own
4. Ask them if they have had any inquiries
5. Ask permission to see their home, in the event that you have a buyer. As well you like to keep current with what is for sale in areas you work
6. Set an appointment
7. When you visit the home be certain to have something to give the seller such as a brochure on “Selling your home”
8. Ask for permission to have another contact
2nd Week
1. Call at 7:00 p.m. on the following Monday (after the seller’s weekend)
2. Introduce yourself…again
3. Ask if the brochure (other information) you had left the seller has come in handy
4. Ask if they have had many inquiries
5. Ask if many people have come and seen the house and if they have had any offers
6. Express empathy if they seem frustrated or concerned
7. Drop information off to the seller. It is not necessary for them to be home. You do not need to engage in any additional conversation when you drop off pkg.
3rd Week
1. Call at the same time and on the same day as your second conversation
2. Introduce yourself…again
3. Ask the seller if they have had a chance to read the material you left them and if they have any questions about it
4. Ask if they have had many inquiries
5. Ask if many people have come and seen the house and if they have had any offers+
6. Express empathy if they seem frustrated or concerned
7. Ask if they would like an evaluation of their property so they can better evaluate its position within the market as it is now. Reminding them that three weeks have gone by and a property is exciting to the marketplace for about the first 30 days. Perhaps there has been a change in the market since they first put a price on their home and this could be helpful
8. Remind them that there is no obligation on their part and this is complimentary
9. Set the appointment
10. Complete CMA
11. Arrive and discuss as required
12. It is at this meeting that you could ask the seller, where they plan to move. Perhaps you could be of assistance with finding them a home. The seller is somewhat surprised that you have asked to help them find a home and not just asked for the listing. Try to resist the temptation to close for the listing. If, however, all things seem to fit…ask. If not, close for another contact.
4th Week
1. Call on the same day and at the same time as your 3rd conversation
2. Say hello…they do know who you are by now, but still introduce yourself
3. Ask how the activity has been on the property since your last conversation
4. Listen carefully
5. Respond to each question as asked by the seller
6. Ask if they have had an opportunity to go over the CMA thoroughly. Do they have and questions
7. Ask them if they are aware of the services that you can now offer and that your negotiating skills could help them close for a contract. Be certain not to offend them as most FSBO believe they have the ability to negotiate on their own behalf
8. Explain that you would like to drop off a package of information which outlines our “Expect More” proposal and services guarantee and tell them that although you will ask for a 90 day commitment from them, if you don’t do what you say you are going to do, they can terminate the listing. In fact, “fire you” and go list with another company, or put their own sign back up. Tell them they will be listing with you and CENTURY 21 Alpha one day at a time. This helps the seller feel they are maintaining control of their listing and it is an effective close. Drop off the package.
