How do you reach out to a FSBO?
If you’re like many Realtors®, you’re going to call. After all, the early bird gets the worm, right? So if you call quickly, you might beat out other agents.
Each FSBO is inundated with calls. If you want to stand out, consider a different approach.
Define the Benefit to the Homeowner
There’s always going to be someone trying to convince homeowners to sell without an agent. You need to think about why that’s appealing.
Many homeowners are trying to save money. How can you address that? Perhaps by pointing out that you can earn them far more than they will “save”?
There are many, many benefits to having an agent sell a home. Write them down and make sure you’re aware of how to present each one.
Reach Out in a Unique Way – Through the Mail
What? Postal mail?
Won’t a FSBO be long gone by then?
Not likely! Postal mail – especially postcards – help you get your benefits in front of homeowners in a better way.
You’re not losing tons of time. A local postcard will arrive in two or three days. But, you will be able to reach the FSBO in a unique way. Instead of calling on the phone – and being hung up on – you can put your benefits in writing.
Point out how much less FSBOs sell for. Talk about how buyers lowball these homes. Give the benefits you bring to the table – in quick, easy-to-understand bullets.
You’ll be surprised how effective it is!
Follow Up With a Visit or Call
If you want to call, here’s your chance – AFTER you’ve sent your mail.
Instead of just starting a spiel, you’ll be able to start with “Hey, did you see the postcard I sent you?” This will give them something to think about, to remember. No one wants to be forgetful and no one wants to miss things. They’ll probably say yes, and continue the conversation.
If you’d rather, stop by and see if you can talk to them in person. It’s much easier to hang up on someone than to slam the door on them.
Most of all, continue to follow up. The person who’s most persistent often wins the deal. After a few weeks of headaches from looky-loos, hard-driving buyers, and marketing costs, they may be much more willing to consider you.
So try this simple process – list benefits, create a mailing, and follow up (more than once). That’s it!
What about you – do you use mail to approach FSBOs? Why or why not? Share in the comments!
This post originally shared on PrinterBees' Real Estate Marketing Magazine.