For Sale By Owner Scripts
Sales Associate: Hi, I’ m calling about the home for sale…is this the owner?
Prospect: Well, yes it is. Who am I speaking to?
Sales Associate: My name is ________with CENTURY 21 Alpha. I work with a lot of buyers and sellers in the area… and I was hoping to learn more about your house so that I can provide the information to the buyers I’m currently working with.
Prospect: Oh really. Hmm….I never thought about promoting our home to REALTORS®.
Sales Associate: Thanks for considering that option. How much time will you market your home before contemplating interviewing the right agent for the privilege of selling your home?
Prospect: Well we never thought about that. We thought it would sell immediately.
Sales Associate: I can understand why you would think that. The market has a lot to do with how quickly a home will sell and what it should be priced at.
Prospect: I’m aware of that. My wife/partner have done extensive research and feel we have the right strategy for getting our price in the next 60 – 90 days.
Sales Associate: I’m sure you have. If your home doesn’t sell at the price you want in the time frame that you’re considering, would you consider hiring an experienced sales associate to assist you?
Prospect: Well of course.
Sales Associate: If you sold this home…where would you go next?
Prospect: Probably Orange County, California. We’ve always loved it there.
Sales Associate: How soon are you planning your move?
Prospect: 3 months
Sales Associate: Oh, that’s a pretty aggressive goal. May I ask what methods you’re using to market your home?
Prospect: We’ve had a sign made and are using a few of those FSBO Internet sites as well as running a newspaper ad.
Sales Associate: Oh sure. Many people use those. How did you arrive at the price for your home?
Prospect: We checked the current listings online at realtor.com and century21.com. I have a friend who works part-time in the business as well who advised us
.
Sales Associate: You might be interested in some techniques I have for selling homes. Do you think it might be helpful for me to meet with you and your (spouse/partner)? The only thing I ask for in return are buyer referrals.
Prospect: Okay. That might be a good idea.
For Sale By Owner – 1st Call1. Good Morning! This is ________with CENTURY 21 Alpha.
2. The reason I’m calling is to see if you home is still available for sale?
3. May I ask you just a few questions?
4. What are you asking for the property?
5. How did you arrive at the price?
6. How long has your home been on the market?
7. Have you had any offers?
8. Where are you moving?
9. Are you looking forward to getting there?
10. Ideally, when would you like to be in _________?
11. If your home sold sooner than that, would it present a problem for you?
12. I have an appointment in your area on _________and again on ___________. If it’s alright with you, I’d like to take a very quick look at your property. It will take only about five minutes of your time. Would ________be convenient for you or would _____be better?
Handling Common FSBO Objections
We Can Sell It On Our Own!
“I see…
“Are you familiar with state disclosure laws required when selling a home?”
“Are you requiring that your buyer be pre-approved for a mortgage?”
“Can prospective buyers find your home on the internet?”
“I was wondering…
“What are your plans if your home doesn’t sell. Will you consider listing?”
“How long will you be going to try it on your own?”
“Have you located another home yet??
“Will you be staying in the area when your house sells??
We Want To Save The Commission!
“Mr. Seller, unfortunately, most buyers interested in buying homes that are “for sale by owner” are interested in saving money too. When those buyers come to look at your house they immediately deduct the commission you would have paid from the price you quote them.”
“You may ultimately end up netting less from the sale of your home on your own than you think and still have to deal with all the work involved in marketing your home and bringing the sale to a close.
“May I show you a better way?…
We Had a Bad Experience With a Realtor!
“I’m sorry that you had a bad experience with the sale of your last home. Would you be willing to tell me about it? (LET THEM UNLOAD)
“I certainly can see why you are reluctant to list again with a REALTOR. However, for the reasons you just described, CENTURY 21 Alpha developed the Customized Home Marketing System and Seller Service Pledge. This is a guarantee, in writing, that I will perform the services we agree upon for marketing your home for sale or you can cancel the listing by giving my office manager 10days notice. Would you at least consider listing your home with me under those circumstances?”
