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How to Give FSBO’s a Reason to Call You Back

Going after a FSBO is one of the best ways to take listings consistently every month. When you take a FSBO listing, it means you’ve solved their pain point. Sometimes it can be challenging to get them to realize that you are actually in the business of making their lives easier and helping them achieve their goals. FSBOs are called by many real estate professionals in your area, and getting them to return your call can be a challenge when you don’t give them the right reasons to pick up the phone.

Whether you leave voicemails, send postcards, or send direct mail, it’s important to give the FSBO owner a reason to call you. Too often real estate professionals point out mistakes in the owner doing their own work or leave their “summary” on voicemail. None of these methods will really give them a reason to pick up the phone.

Getting your phone ringing from FSBO sellers means taking a few moments to understand their pain points and then crafting your marketing messages to solve those pain points. Here are a few items you can address to get a FSBO rushing to their phone to call you.

1. Interesting top questions – Instead of shouting your achievements, take the time to ask questions. Don’t ask the same old questions as everyone else like “do you offer compensation”, dig deeper to see where their pain is. Ask questions that lead them to see what you have to offer like “Do you know the 10 things you should ask every buyer before they look at your home?”. Asking interesting leading questions like this will help them see your value.

2. Marketing message – Your marketing message must hit the heart of saving people time and money. Often a FSBO owner tries to save money and pay only 1 commission, but sometimes they also need to save time. For your mailings in particular, focus on a marketing message that will reach the FSBO like “Is Saving Thousands of Dollars On Selling Your Home Worth Five Minutes Of Your Time? – That’s All I Need To Show You How To Do It” . That message gets to the heart of FSBO.

3. Make it easy – Showing 5 phone numbers, email address and physical address does not show that you are easy to get hold of, it is confusing. Make it a FSBO owner contact you by giving them 1 easy way to call you. A method that simplifies it and gives you tracking of what marketing is working is using a 1-800 number service, such as Proquest. It doesn’t matter what service you use, but it’s essential to use a service that allows you to track your results.

Since over 80% of FSBO owners convert into a listing for a real estate agent, it’s important to have the right ingredients for that agent to be you! By focusing on interesting top questions, a powerful marketing message, and making it easy for them to contact you, you can start taking more FSBO listings every month.

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