When most agents begin to work with FSBO seller’s the initial reaction is generally “I can’t figure out why they won’t use me when I call them”. When I ask them how many times they have called or how many “touch points” they have had with the FSBO they state that they have only had one or two points of contact and then they stop.
This is where agents make a mistake in following up with FSBO prospects. In the first 14 days of a FSBO seller’s lifecycle they will be contacted by literally dozens of real estate agents who are trying to “sell them on their services”. The FSBO seller gets completely tired of this by the end of 14 days and can’t possibly keep things straight. In order to become successful with FSBO sellers you need to be checking in on them constantly for 30 days to see how their efforts are going. fsbo leads
In fact in 30 days I would recommend that you touch base with them at least 12 different times. Why do I recommend 12? The majority of real estate agents that you will be competing against will only touch base with a FSBO seller prospect 3 times. There will be different competitors coming in during the first 30 days but the vast majority (over 90%) will only communicate with the FSBO seller 3 times or less. By following up in a systematic way with the FSBO seller you are demonstrating exactly how you do business.
The goal with FSBO sellers is to be the #1 or #2 agent in their mind when they decide that they are ready to have a real estate professional handle the real estate transaction on their behalf. Over 80% of FSBO sellers select a real estate agent to help them and over 90% of them do so within the first 30 days of their attempt to sell the home.
So can you contact someone 12 times in 30 days for a listing of a motivated seller?
That is what separates the real estate agents who love FSBO sellers from the ones that don’t understand why FSBO sellers don’t want to use them.
The entire process is a marathon for real estate agents. If you prepare your 12 touch points ahead of time and know when you are going to make them it is as easy as going to the grocery store and picking up food from a list. Before you start working with FSBO sellers make sure you know when, where, and how you are going to contact them and that you have a complete system in place to make your life as easy as possible.
Joseph Bridges is a Coach and one of the founders of the Real Estate Success Program that empowers agents to use marketing to generate leads of motivated buyers and sellers in their market place.
The systems that we coach,train, and use are to generate leads through effective real estate marketing. All aspects of real estate marketing, scripts, and lead conversion are answered in all facets of real estate.
Traditional real estate marketing is blended with the new world of Internet marketing to create a can’t miss approach for real estate agents and the new challenges that they face in today’s market.