FSBO 101 … What to Say to get Preview Appointment

WHAT TO SAY TO GET A PREVIEW APPOINTMENT

“Are you cooperating with agents on the sale?”

WHAT TO SAY ON THE PREVIEW APPOINTMENT

Your main objective at the home is to build good rapport and to really dig into their motivation.  The meeting should only take 10-15 minutes.  Thank them for having you over.  Acknowledge the fact that they have received lots of calls from agents and that you really appreciate that they asked you to come over.  Ask them for a quick tour of the home.  As they are pointing ut the drapes and carpet, re-ask all the qualifying questions.  You will find that in person you will get much more truthful answers.  You are now in their home and not just a telemarketing stranger.  This is when 30 days on their own turns into a week or so before they’ll list with you.

A FEW CRITICAL QUESTIONS TO ASK:

“Realistically, how long will you try to sell this on your own before you will list?”

Use drama when asking this one.  “Mr. or Mrs. Seller … you mentioned on the phone you’d try for 30 days.  Clearly you want to move to (What Area?) right away … you’ve got a couple of kids … a husband/wife … a full time job … I mean selling on your own is a full time job in itself!  Based on all that … realistically, how long will you try to sell this on your own?”

“Did You Know … a buyer is going to knock off 6% of the FSBO selling price when making an offer.  My job is to get you top dollar, in the shortest amount of time and least inconvenience to you and your family.

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