Competitive Sources
#2: FSBOs It’s fairly obvious that For Sale By Owners are good lead sources. In a hot market, there might be a lot more FSBOs than there are expired listings. A lot of them don't even make it to sites like Zillow. For example, a FSBO popped up across from our office recently. I saw tons of people driving by looking at the sign. However, the home wasn’t on Zillow, and I didn't see it on any other websites at that time either. So don’t be afraid to drive through the neighborhood looking for FSBOs that might not be online. When you drive home from work, take a different route every single day, if possible — depending on how far away your office is from your home — and look for new FSBO signs. If you see somebody out in the yard or just getting home, stop in and offer to help or drop off a resource. If you have a business card or a brochure — or if you're using a book like one of our Authorify customers — drop it off. That's a really good way to get in front of them and offer them value. In a survey asking FSBO sellers to list the "Most Important Reason for Selling FSBO," 48% replied that they “Did not want to pay an agent's commission or fee." The median age of FSBO owner is 56. Simply put, these owners have lived a little. They are not stupid. They just need your help. Take time to share stories and stats. Educate them on the benefits of listing with an agent. If you think their property is underpriced, use this to your advantage to validate your commission. The most important thing is to approach them in a hands-off, helpful way. We recommend offering to take listing photos for them just so they can get a taste of the quality service you offer. While you’re there taking pictures, tell them about some of the other top-notch marketing techniques you can provide that they wouldn’t be able to do on their own. #3: Old FSBOs Old FSBOs are another lead category I think lots of people forget about. Old FSBOs are homes that didn't sell and also didn't end up listing.
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