Connecting With FSBOs:
● Opening: "Hi [Homeowner Name], my name is [Your Name], and I'm a Realtor in the area. I couldn't help but notice your beautiful home on the market. It's well-priced and looks fantastic! I'm sure you're already getting a lot of interest, but I was curious to see if it's still available." ● Building Rapport and Respecting Choice: "I completely respect your decision to sell on your own, and I'm not here to pressure you into anything. I'm curious about your experience so far." 1. “So let me ask you this before I let go, I’m sure you won’t have a problem selling it, but if in a few weeks, you still haven't sold it, then at that point would you be totally against the idea of interviewing agents to help you get it sold?” 2. “And in a perfect world, when did you plan on moving originally?” ● Introducing the Unique Value Proposition: "I partner with a special community program called the Employee Homeownership Assistance Program. It connects local businesses and their employees with potential homes in the area. These buyers are pre-approved and eager to move quickly , would you be open to learning more about this unique buyer pool?" ● Addressing Specific Needs and Concerns: "I understand that avoiding the uncertainty of the traditional market and securing a guaranteed sale without delay are often top priorities for FSBO sellers. This program could potentially address those concerns and provide you with a much more streamlined experience." ● Reverse Close and Invitation: "If you're open to exploring this possibility further, I'd love to offer you a free home valuation and market analysis, even if you decide not to list with me. It's a great way for you to get an expert opinion on your home's value and potential. Would you be available for a brief consultation this week, either at 4 pm or 6 pm on [pick 2 days]?" ● Handling Hesitation and Building Trust: "I realize you might prefer to handle things yourself, and that's perfectly fine. But if you're open to it, I'd be happy to hold a few open houses for you with my broker's approval. This would give you the chance to see my expertise in action without any long-term commitment. If the home doesn't sell within that time, we can simply move on." ● Setting Expectations and Securing Commitment: "I'll send you an email with my resume and marketing plan so you can review them before our meeting. Please feel free to ask any questions you have. If anything changes on your end, just let me know, and we can reschedule. I look forward to seeing you soon!" Key Points: ● Start with genuine compliments and respect for their choice. ● Highlight the unique benefits of the EHAP program and its alignment with their values. ● Address their specific needs for certainty and a stress-free experience. ● Offer valuable expertise (valuation, market analysis) without obligation. ● Propose a low-risk trial (open houses) to build trust and showcase your skills. ● Set clear expectations and secure commitment for the next step.
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