FSBO Script - Amazon Web Serviceszeroresistancefsboprospecting.s3.amazonaws.com/FSBO Script.pdfReal...
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Your Coaching Matters • http://yourcoachingmatters.com • [email protected] FSBO Script Hi ... I’m calling about the house for sale ... Is it still available? (Yes) My name is ____________. Are you cooperating with agents, offering a commission ... to get your house sold? (“Yes” ... “No” ... “Maybe” – Their answer here does not matter – Continue on if you get a conversation going – with the “one word answer people” ask more questions – How would you rate your condition on a scale of 1 to 10? I saw your ad on the internet what other sources are you using to market the home? Are you staying in the same area or moving out of state? etc.) My name is _________ may I ask your name, please? Great! The reason for my call is my office is working with a good supply of buyers right now; I would like to be a position to speak intelligently to our buyers about your property. When would be the best time for me to stop by and preview your home, either ________ or _________? If you’re feeling good about the appointment add this When I see you at _______ I would like to kill two birds with one stone. If it makes sense I’d like to apply for the job of selling your property and I understand you may not be ready to list your property but my presentation will only take about 15 minutes I’ll give you some valuable tips and you’ll be able to make an informed decision. Does that sound fair? Or if they are resistant/hesitant then try this I’d like to show you I’m different from the other real estate agents and offer you some help in the form of some great tips that may help you get your home sold … when would be the best time for me to stop by and give them to you, either ________ or _________?
Transcript of FSBO Script - Amazon Web Serviceszeroresistancefsboprospecting.s3.amazonaws.com/FSBO Script.pdfReal...
YourCoachingMatters•http://yourcoachingmatters.com•[email protected]
FSBO Script
Hi ... I’m calling about the house for sale ... Is it still available? (Yes) My name is ____________. Are you cooperating with agents, offering a commission ... to get your house sold? (“Yes” ... “No” ... “Maybe” – Their answer here does not matter – Continue on if you get a conversation going – with the “one word answer people” ask more questions – How would you rate your condition on a scale of 1 to 10? I saw your ad on the internet what other sources are you using to market the home? Are you staying in the same area or moving out of state? etc.) My name is _________ may I ask your name, please? Great! The reason for my call is my office is working with a good supply of buyers right now; I would like to be a position to speak intelligently to our buyers about your property. When would be the best time for me to stop by and preview your home, either ________ or _________? If you’re feeling good about the appointment add this When I see you at _______ I would like to kill two birds with one stone. If it makes sense I’d like to apply for the job of selling your property and I understand you may not be ready to list your property but my presentation will only take about 15 minutes I’ll give you some valuable tips and you’ll be able to make an informed decision. Does that sound fair? Or if they are resistant/hesitant then try this I’d like to show you I’m different from the other real estate agents and offer you some help in the form of some great tips that may help you get your home sold … when would be the best time for me to stop by and give them to you, either ________ or _________?
YourCoachingMatters•http://yourcoachingmatters.com•[email protected]
Well what are these tips? One of them is a list of 12 FSBO web sites you can advertise on for free would you like that list? If yes – schedule appt. If no Get their email address and send it to them if no appointment – and then follow up) If totally resistant then try some more discovery questions You could ask – How long have you been trying to sell? When do you need to have the home sold and closed by? How long are you trying before you interview real estate agents? How did you arrive at your asking price? Etc. and once the conversation is flowing again: You see there are really Four Reasons why I want to see your home
1) See if we or office has a buyer 2) Know it for comps if you are successful 3) Use any buyers you don’t need 4) Earn the right to be interviewed if and when you decide to interview
So I’d appreciate the opportunity to see your home it won’t take very long and it will be just me so there’s no need to prepare the home would ________ or _________ be better for you? If still no appointment Here’s something to think about tomorrow or ten days from now a qualified and motivated buyer for your home could contact us and buy a different home because we didn’t know that you had exactly what the buyer was looking for, It will just take a few moments to see your home so I can tell potential buyers about it. Can I come by this afternoon?
You should have an appointment 50 to 80% of the time by now – if not then you can either opt for follow up or try a bit harder – your choice. I’ll stay in touch with you and see you things are going, I really appreciate your time and talking with you. OR they’ll deflect by saying something like NO – I’m not working with realtors now – Bring me a buyer – we’re doing it on our own I’m just curious what is the advantage to you to sell your own home? (Answer) Interesting so you’re thinking that you cut out the middleman try to sell your house yourself ... and pocket the difference. Is that about it? (Yeah) What would the advantage be for a qualified buyer ... good credit, plenty of cash ... to come up to your front door and buy your home?
YourCoachingMatters•http://yourcoachingmatters.com•[email protected]
Well ... let’s take your home for example. You are selling it for ($350,000), right? Doesn’t it make sense that a person who has reached a point in life where they can buy a home for ... $________ ... knows that they can walk into any real estate office in the county ... and hire a buyer’s agent ... FOR FREE? ... And look at all the things that that agent will do for them:
• They will go through the ______ homes currently available; • Will take them door-to-door tour of the best 10 or 12 homes; • They will negotiate to make the best deal for the buyer – not for you; • They will arrange the best financing package for them; • They will manage all the details of the entire transaction; • And probably buy them a closing gift, too! All at no cost
So ... as nice as your home maybe ... what possible advantage does a QUALIFIED buyer have to purchase your home? Save some money – great so a buyer coming to your home is looking to get a bargain right? The FSBO may continue to deflect with a brush off of some sort … go into one of the following (see the complete dialog in FSBO – 5 reasons Dialog) 1. FSBO’s Sell for less! 70 to mid 80 cents on the dollar – compared to agent-assisted sales (see NAR Survey of Home buyers and sellers) because they have extremely limited exposure to the people who actually are buying homes for retail value! 2. FSBO’s don’t know the contract – Real estate agents are being trained everyday to write the contract in their clients’ favor... not yours. 3. Physical safety and security – Everyone coming thru your home will be fully qualified and will be accompanied by a licensed real estate agent. 4. Financial safety and security at risk – a. No E & O coverage. b. 600,000+ R E Lawsuits filed yearly – (90% buyers suing sellers). c. Which puts your entire financial future ... the one that you’ve been working to build for so long ... completely at risk.
YourCoachingMatters•http://yourcoachingmatters.com•[email protected]
5. No 3rd party professional negotiating for you – a. Directly competing interests with the buyers b. Since most buyers do not want to be in this position ... so they hire agents to negotiate for the ... for free. They don’t see the value in what we do because they don’t know what we do! In their minds we are “their last resort” not their first resource! ‘Wow! Since you don’t know how THAT part of our business works I shudder to think about what will happen to you and your equity when an experienced agents put a contract in front of you that you have little idea about what’s going on or what you’re signing.’ Let’s get together to discuss this in more detail – would Monday or Friday at 4:00 work better for you?
