Let's say you have an active, qualified buyer who wants to live in a certain neighborhood. But you've shown them everything and can't find what they're looking for.
One technique to try is to identify any for sale by owners in that market that are either new for sale by owners or what I call "legacy" for sale by owners. Meaning, people that were on the market three, four, five, six months ago, even as much as a year ago.
We give you some great techniques to do that over erealestatecoach. But then the question is, what do we do once we are making the call to these for sale by owners?
What do we say to let them let us in the door? I'm going to give you the script that I'm going to put it down below. So you have it. And if you like this script, and you'd like to see more, I can share with you where you can find more of these scripts. But here is the script:
"Good morning. I noticed you have a home for sale in Laurelwood. And just wondering if...
What is a Legacy FSBO?
This is someone that put their house on the market but then they got cold feet, or they got tired, or maybe frustrated so they removed their yard sign and threw in the towel.....but they forgot to remove their listing from all the places they may listed their home, places like FSBO.com, and others. (Google FSBO's in your city for a complete list of sites that may contain Legacy FSBO's)
This provides you with a unique opportunity to reach out to these potential sellers. For instance you might say something simple like:
"Hey, I just was doing some deep research in your neighborhood this morning and I noticed you had your home on the market last June. Just a quick question, would you still consider selling to a cash buyer? Would you still consider selling for the right price? Would you still consider selling to a qualified buyer? Because I've got a really strong group of buyers that are out in the marketplace looking right now. If you've ever considered, still...
The number one way to attract clients is with high quality inventory. So what happens when you are low on inventory?
Borrow a Listing
Of course you can borrow one from your own office colleagues, which is a common technique, but you can also borrow cooperating agents listings as well. To expand this concept you might target some of the top teams in your market and give them a phone call by saying:
"Hey, I'm looking to do some open houses this weekend, I know you have some great listings. Would you be open to allowing me to do an open house on one of your listings?"
You might be surprised to find that even though they have buyers agents sometimes these buyers agents are already busy, or they don't have enough manpower to do all the open houses they need to based on their listing inventory.
For Sale by Owner Open Houses
Another opportunity, which is really outside the box is to call For Sale by Owners in your market with this quick script:
"I have an out of the box question for...
According to the latest study by the National Association of REALTORS, nearly 92% of For Sale by Owner listings will end up working with a real estate professional! So, the question then becomes: Which agent will they choose? Will it be you or your competition?
Learn the secrets to converting FSBO appointments into listings and how to have FSBOs look forward to your follow-up with innovative strategies from Master trainer and current Real Trends Top 500 Broker, Jim Remley.
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