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“I will screen all buyers ahead of time.”
“Check out my book that shows you how to sell your home for more money in less time.”
Colleen has also been taking extra precautions to put her sellers at ease. She is pre-screening and limiting the number of buyers who go into a home at any time. She and her husband, Bryan, are also currently attending all showings. “We're going to ask adults to hold the children's hands. ...We're going to ask them if they limit the touching of surfaces,” Colleen says. “We'll have most of the doors open for people already, and all the lights will be on.” All of these precautions may not be necessary after the restrictions are lifted, but the point is, speak to your prospects about ways to make them feel comfortable enough to move forward and work with you. Objection #5: “We are trying to save money and sell FSBO.” If you’ve ever tried to list FSBOs before, you know you won’t convert them using traditional sales tactics. Working with FSBOs is about building trust and setting yourself apart from the dozens — or even hundreds — of other Realtors calling them. In circumstances like these, it’s even more important to be sympathetic and understanding. Your book is a great hands-off way to prove your value to FSBOs without coming on too strong. “If you are planning on selling on your own, let me give you a copy of my book to help you through your sale.”
If FSBOs are serious about wanting to make more money on their home sales, your book proves to them the value you bring to the table — and shows them how much work they have ahead of themselves if they choose to sell alone. If the sellers are on the fence about working with an agent, rely on real statistics to convince them that working with you is the wiser — and more lucrative — decision.
Include this information somewhere in your presentation:
“According to research from the National Association of Realtors, the typical FSBO home sold for $200,000 compared to $265,500 for agent-assisted home sales.” Objection #6: “I had my home on the market during the pandemic and it didn’t sell. I’m afraid it won’t sell again.” It’s important that these sellers understand the coronavirus market isn’t a normal market. But you also have to be sympathetic, hear out their concerns, and help the sellers overcome them. “The virus is absolutely to blame for your home not selling last time. I don’t want you to miss out on the hot selling season, where your home is much more likely to sell.”
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