Script For Approaching For Sale by Owners II
Seperate Yourself From Your Competition by Adding Value
Hi Mr. FSBO, this is Joe. It’s nice to speak with you again. Have you had any offers on your home for sale?
If NO
I’m sorry about that.
If YES
Were they acceptable offers or were they low-ball offers from investors or bargain hunters?
As I stated before, it’s challenging for a For Sale By Owner to receive proper exposure to the good buyers, because those buyers are using professional real estate agents and those agents’ first priorities are the obligations to their sellers. Have you had many showings by agents?
You are subtly reinforcing that lack of professional representation lowers exposure.
I understand, but I bet you have received a lot of calls from agents wanting to list your home haven’t you?
Sympathize with them.
You know with so many homes on the market right now, may I ask what type of marketing you are doing to make your home stand out from all the competition?
Listen and absorb what they say. It does not serve you any purpose to correct them.
Let me ask you a question from the point of view of a buyer. Why do you think a qualified buyer, someone with good credit and plenty of cash to purchase a home, would see an advantage to buying from a For Sale by Owner?
This compels the prospect to think of their decisions based on the mindset of their potential buyers.
As an example, let’s say you are selling your home for $300,000. Wouldn’t it make sense that somebody who can afford this home also realizes they can walk into any real estate office and hire a professional buyer’s agent for free?
Make sure that your tone is not confrontational. Your point is to get them to think about their decision, not feel stupid about it.
NOTE: The Script branches at this point. The following are bullet points for Analyticals, and following those are bullet points for Dominants.
Analytical Bullet Points
Because of this, as a For Sale by Owner, you will have extremely limited exposure to the most qualified buyers. This is important because the more buyers that view your property, the greater the chance that you sell it for the highest possible price.
On average, a home sold by the owner sells for 15.4% less than those homes listed by a professional real estate agent. Also, over 50% of the people who did sell their home said they would never do it again due to the challenges with the paperwork, showing, and price negotiating.
The advantages of using a professional agent to sell your home are numerous:
- I meticulously review your home and show you how to stage it for maximum curb appeal.
- I have my partner inspector do an overview so we can fix anything that may prevent an offer or cause a deal to fall apart.
- I then expose your home to my universe of buyers that trust my expertise.
- I expose your home to my network of referral agents, who in turn show it to their universe of buyers. Agents will not show a For Sale by Owner home, so this is the fastest way to get exposure to the hot market.
- I professionally market your home, list it on the multiple listing service, and use call capture to maximize buyer inquiries.
- I prequalify the buyers before any showings so we don’t waste time with unqualified buyers and disrupt you as little as possible.
- I arrange the financing and manage the entire process, rendering you void of legal issues.
With all of these services available to you, and knowing that on average you would net an additional 9% if you listed with me, may I set an appointment with you to demonstrate my services, in hopes that, should you decide to list, you will interview me for consideration?
Even if they say “no,” keep in mind that they are analytical. They make slow decisions and you are going to have to exceed their expectations. Try to set a preview appointment.
(Prospect first name), I appreciate and respect that you are not going to sell your home with a professional real estate agent at this time. However, if we set an appointment, I may be able to match your home with one of my buyers. If not, I’ll demonstrate to you some services that you can implement to help you sell your home. If you don’t sell on your own, then I would appreciate it if you considered me for an interview when you do decide to list.
Let the prospect know that you respect their desire to sell their home by themselves and that you’ll even provide some assistance. The assistance is provided in Script III.
Dominant Bullet Points
Because of this, as a For Sale by Owner, you will have extremely limited exposure to the most qualified buyers. This is important because the more buyers that view your property, the greater the chance you can sell it easily and for the highest possible price.
On average, 72% of the homes that are listed For Sale by Owner do not sell in the first two months. When they do sell, they sell for 15.4% less than those homes listed by a professional real estate agent. Also, over 50% of the people who did sell their home said they would never do it again precisely because it’s not easy…due to the challenges with the paperwork, showing, and price negotiating.
The advantages of using a professional agent, such as me, to sell your home are numerous:
- I meticulously review your home and show you how to stage it for maximum curb appeal.
- I have my partner inspector do an overview, so we can fix anything that may prevent an offer or cause a deal to fall apart.
- I then expose your home to my universe of buyers that trust my expertise.
- I expose your home to my network of referral agents who, in turn, show it to their universe of buyers. Agents will not show a For Sale by Owner home, so this is the fastest way to get exposure to the hot market.
- I professionally market your home, list it on the multiple listing service, and use call capture to maximize buyer inquiries.
- I prequalify the buyers before any showings, so we don’t waste time with unqualified buyers and disrupt you as little as possible.
- I arrange the financing and manage the entire process, rendering you void of legal issues.
With all of these services available to you, and knowing that on average you would net an additional 9% if you listed with me, may I set an appointment with you to demonstrate my services so, should you decide to list, you would interview me for consideration?
Even if they say “no,” try to set a preview appointment.
(Prospect first name), I appreciate and respect that you are not going to sell your home with a professional real estate agent at this time. However, if we set a preview appointment, I may be able to assist you in selling your home quickly. If not, I’ll demonstrate to you some services that you can implement that will help you sell your home quickly. If you don’t sell on your own, then I would appreciate it if you consider me for an interview when you do decide to list.
Let the prospect know that you respect their desire to sell their home by themselves and that you’ll even provide some assistance. The assistance is provided in Script III.
Need more help on Converting FSBO's? Please sign up for our newsletter