Listen or Download the conference call.
1. Why are they trying it on their own?
- They are dealing with some sort of limiting belief.
- They think they can afford to lower their price further without having an agent. They see no/very little value.
- They feel they will simply save the commission.
- They feel they cannot afford an agent even though they would prefer to utilize one. They do not understand where the true value lies.
- They are simply not motivated at this time.
2. What are their true concerns and goals?
- Their money
- Risks
- Time and frustration
- Understanding all their options
- Moving on-what ever that means to them
3. As an agent how should I handle my meeting with a FSBO and what should I want out of a meeting with them?
- Do not fall into your own limiting beliefs.
- House will not sell anyway
- Seller is not realistic, ETC.
- Do not have any pre-conceived notions
- Think longer-term - what is your upside from meeting this person other then taking the listing today? Referrals, breaking into neighborhood, grow market share, grow sphere, etc.
- Ask good questions to help you get to their top concerns
- Present your “Value Proposition” – This is simply why they are better off with you then without you. Be specific how you will sell their house and put more money in their pocket!
- Be prepared to go away and do more homework
- Position yourself as an expert
Filed under: Business Strategies, Conference Calls, Listings, Prospecting, Skillset
