FSBO Guide - Authorify

Warning! The Traditional FSBO Strategy is Flawed The traditional FSBO strategy is flawed because it centers on Realtors® making potential sellers feel foolish for wanting to do things on their own. Sellers may lack the knowledge and ability to sell their own homes effectively, but telling them that is no way to introduce yourself. The reality is that the seller is much better off with a Realtor® but explaining that to them needs to be handled the right way. ● Relationships Are Golden Another flaw to the traditional FSBO strategy is that most Realtors® only call a FSBO lead once. FSBO leads are different from expireds; they require a longer sale process. With FSBOs, it’s all about building a relationship — not about making a sales pitch one time and closing the deal. You’ve got to build that relationship by genuinely wanting to help them and then following through on that assistance. You need to be perceived as a helper, not a salesperson. Unfortunately, many Realtors® aren’t willing to put in that extra effort because they’re looking for a fast, proven result. That isn’t how FSBOs work. If you want success with FSBO listings, you need to think long-term. An agent with a good strategy will make an appointment with the seller just to preview their house, or meet with them just to talk about their options and develop a good rapport. Those relationships are invaluable. I have met with several FSBOs through preview appointments, and my conversion rate with those appointments was almost as high as my conversion rate with appointments for expired listings. If you’re serious about FSBOs, you have to value those appointments as much as you do the expired listing appointments — even if the results are slower. Key Takeaways 1. The traditional FSBO strategy is flawed because it requires agents to make FSBO sellers feel foolish. 2. Your FSBO strategy should focus on building a relationship, not closing a deal after one sales pitch.