BOOST YOUR BUSINESS: (5) FSBO's need you

Boost Your BusinessBoost Your BusinessFSBOs Need YouFSBOs Need You

Check InCheck In What did you do?

What happened?

What results did you get?

What do you think you’ll do next time?

Refer to your Sales Planner from last workshop

FSBOs Need YOU!FSBOs Need YOU!

The Sign says:

“For Sale By Owner,” but what does it really mean . .

Frustrated

Sellers

Become

Open . . .

To Speaking with YOU.

FSBOFSBO

FSBO PsychologyFSBO Psychology

Three stages of the Private Seller mindset:– Get lost!– Let’s talk . . . – Help!

Every FSBO has alimit.

FSBO Follow Up is FSBO Follow Up is CriticalCritical

Let’s revisit the Follow Up Conversion Chart.

Tips for Converting Tips for Converting FSBOsFSBOs

Do a quick drop by to give them the FSBO brochure and introduce yourself.

Schedule a time to preview the home. Offer to hold an Open House - get agreement

upfront that leads that day are yours. Follow up – offer support and guidance, let them

get to know you and frequently refer them to the FSBO brochure.

An Important An Important BeginningBeginning

Value the Owners’ feelings and concerns.

Show the Owners you put them first.

Demonstrate how you can help achieve their goals.

Using the FSBO Using the FSBO BrochureBrochure

Stage 1: Get Lost Designed as a how-to. Gives helpful hints on

preparing and showing the house.

Leaves an impression you care.

Stage 2: Let’s Talk Poses some food for

thought. Lists drawbacks to

consider.

Using the FSBO Using the FSBO BrochureBrochure

Stage 3: Help! Introduces the benefits of

working with a real estate agent.

Paves the way for the listing appointment.

Lets owners know you are a professional who is there for them!

This week’s Call Session

Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds.

Keep track and report progress on the board.

Record all leads and appointments made.

Utilize Prospect Follow Up sheet to set follow up call appointments.

Call Session Results

How many calls were made in total? (Calculate on flipchart)

How many appointments were made? (Calculate on flipchart)

What worked well for you today when calling?

What would you try differently next time?

Grow Your Skills and Grow Your Skills and BusinessBusiness

Review Guide to Getting FSBOs and FSBO brochure pages on the Weichert Toolkit.

Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments.

Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement.

Come prepared to make 50 calls at next workshop.

Preview homes and take notes on property features.

Work an Open House. Follow up with all guests in 24 hours.

Take online training – “Converting FSBOs and Expireds”.

“The path to success is to take massive, determined action.”

- Anthony Robbins

Sales PlannerSales Planner

Distribute blank copies of Sales Planner

1. Add the assignments we just reviewed to your new Sales Planner.

2. Write down what you will commit to do by next session.

3. You have five minutes to complete this.

4. Ask me or a colleague for ideas and help.

Quickest Way to Boost Your BusinessQuickest Way to Boost Your Business

Work an Open House every week.

Know the inventory!

Get Price Improvements on listings 30+DOM.

Make 100 iCalls every week.

Work FSBO’s and Expireds every week.

Follow up!

REMEMBERREMEMBER……

Aim for an

Appointment a Day!

1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.”

– Denis Waitly

Thank YouThank You