How To Get More FSBO Listings: The Ultimate Strategy
In this video Alexander Fazelani breaks down one of his favorite strategies in acquiring business from the dreaded For Sale By Owners (FSBO's). It is not always easy working with these leads and it could be daunting especially for newer agents. That is why having a proven game plan is necessary in maximizing your conversion of these leads. For many working with FSBO's is extremely intimidating only second to swimming with sharks. Using this strategy will help you convert more if done right. Enjoy!
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The 24-Hour Fire Me Guarantee:
The 24-Hour Fire Me Guarantee is a tactic that agents can incorporate into their listing presentations to attract FSBOs. By offering this guarantee, agents demonstrate their willingness to work alongside homeowners and assist them in achieving their goals. The guarantee becomes active around the third or fourth week of a homeowner's attempt to sell their property independently, as they may start realizing the challenges involved.
Implementing the Tactic:
When reaching out to FSBOs, agents should present the 24-Hour Fire Me Guarantee as a mutually beneficial opportunity. Instead of using the term directly, agents can pitch it as a program that can result in a win-win situation for both parties. The agent can offer to help the homeowner vet potential buyers if they are open to working with a buyer's agent. The guarantee highlights that if the homeowner finds a buyer independently, they owe nothing to the agent, and the listing will be withdrawn within 24 hours. However, if the agent finds a buyer, the homeowner will need to pay a specific commission percentage.
Terms and Conditions:
To outline the specific terms of the guarantee, agents should explain the services they provide, such as listing the property on the Multiple Listing Service (MLS), taking professional photos, and potentially using a professional videographer. Agents may also offer to place a sign in front of the property, although this is optional based on the homeowner's preference. If the homeowner chooses to use the agent's full services, additional charges may apply. The exact commission percentage is not mentioned during the initial pitch to avoid ethical concerns.
Pros and Cons:
Implementing the 24-Hour Fire Me Guarantee comes with several advantages and disadvantages. On the positive side, agents can convert more FSBO listings, improving their marketing and branding efforts. This tactic also enhances agents' skills in handling listing presentations and strengthens their ability to engage with other real estate prospects. Moreover, successfully closing deals through this guarantee can significantly increase agents' income.
However, there are potential downsides to consider. Some FSBOs may not fully appreciate the agent's value and may not develop a long-term working relationship. The guarantee's one-time nature might result in limited repeat business. Additionally, agents may need to offer competitive commission rates, potentially commoditizing their services.
Conclusion
The 24-Hour Fire Me Guarantee is an effective tactic for real estate agents to establish partnerships with FSBOs. While it has its pros and cons, it can be a valuable approach, particularly for agents starting their careers or looking to expand their client base. By utilizing this guarantee, agents can differentiate themselves, demonstrate their expertise, and foster positive relationships with FSBOs, ultimately leading to increased success in the competitive real estate market.
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