Next, offer them free pictures of their house. Finally, after you’ve made several calls and switched up your offers enough, ask for that preview appointment. Of course, if you don’t have time for all this, you could always hire a virtual assistant to help you with some of the processes. We’ll discuss everything you need to know about finding, hiring, and managing virtual assistants in later chapters. Below are a couple of scripts you can use to get your foot in the door with FSBOs. The first script has worked very well for me. I think it works because it’s so simple and honest. Step #1: Make sure you are talking to the owner. “Hey, do you have your property for sale?” Alternate: “Hi, I’m calling about the home for sale. Is this the owner?” Step #2: Ask if they have a minute to talk. I just had a quick question for you. Do you have a minute? Step #3: Find out when they are open to hiring a Realtor®. My name is _____. I’m a local Realtor® here in _______. But I’m not calling you to list your home. (Slight Pause) I was just wondering … if by chance, down the road, if your property doesn’t sell … might you consider hiring a Realtor®? Step #4: Get their email address. “Ok. Well then, let me do this. Can I get your email so we can send you some information … and, by chance, if you ever wanted to contact us … then you could? Pause for a second to see if they’ll give you their email. After 2–3 seconds, say the following with a downswing: “What’s your email address?” Note: Unless they object … assume they want to give you their email address. Step #5: If you think there’s an opening, then continue. FSBO Script – First Call
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