I know… FSBOs are the enemy. Right? Wrong! Here is a great little strategy that will make FSBOs love you and many ultimately do business with you. More importantly, this strategy will set you apart from the crowd of FSBO-haters out there and will help you generate a ton of very low-cost business.
Here is how it works. Introduce yourself to a FSBO seller and first set him at ease by telling him you are not there to talk him into listing his home. Reassure him that in many cases sellers are able to successfully sell their own homes and that there is certainly nothing wrong with doing it yourself if you can.
(At this point I must point out that you need to have a call capture hotline or similar IVR technology to use this strategy, but the technology is very inexpensive and will pay for itself in about 2-3 calls each month. I recommend my Ultimate Website technology, which includes call capture for free.)
Next you offer the seller a truly great service. You explain to them that many people will drive by the home when shopping and offer to put up a For Sale By Owner sign offering free recorded information and a flier faxed-on-demand. When drive-by buyers call the hotline, their contact information is captured automatically and forwarded to him by email. It will also give the shopper the option to press zero to speak to him, the homeowner.
Of course, the FSBO seller will want to know what’s in it for you. Here is your answer. Obviously, many of those people will be looking for features that his house doesn’t have. You will ask him to give those people your name, and to forward you the email with their phone number. Easy enough.
Then you can call the customer up telling him that your friend who’s selling his home at 123 4th Street gave you his information and asked you to help him. It will feel like a referral and certainly be a warm call. Bottom line is you spend less than $50 a month on a hotline, you set up a few signs on great looking FSBOs, and get hundreds of free warm leads a month.
Here is the added bonus. In a few months when the FSBO seller is unable to sell his own home, you are the one that he has a good working relationship with. You are the agent that is creatively trying to help him, and you are the natural person for him to turn to. It just doesn’t get better than that. That’s Max-Bang!