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In this article, we’ll demonstrate how to effectively convert unrepresented sellers into listings and sales using our proven FSBO scripts. These scripts are born out of our extensive experience as brokers with successful real estate careers, not just from coaching agents. They are strategically designed to address the concerns of prospects and persuade them that listing with you is the best solution to selling their home. It’s a simple yet effective approach!
Following the scripts, we will provide you with six tips on how to deliver and personalize them, along with insights on why FSBOs are easier to close than you may think. Are you ready to get started?
What is a FSBO?
A for-sale-by-owner (FSBO) refers to a homeowner who chooses to sell their property without hiring a listing agent. Since FSBOs often sell at lower prices compared to homes represented by Realtors, they present a great opportunity for ambitious agents to secure listings. The key lies in understanding their needs and desires and demonstrating how you can assist them in achieving their selling goals.
The only FSBO scripts you’ll ever need
Are you prepared for some scripting? Fear not, as you won’t need any special tactics like witchcraft or high-pressure techniques. These scripts have been refined over the years to ask the right questions in the right order to secure appointments. They are adept at addressing all objections that a potential seller might raise.
1. The marketing pitch FSBO script
If you’re a newer agent without much listing experience, emphasizing your marketing skills is a smart approach. This script starts by expressing your interest in staying updated on the local market, rather than immediately pitching the buyers you can bring. This humble approach can help you stand out amidst aggressive agents.
Agent:
After they respond:
2. The place, put, and pray FSBO script
This script aims to understand the homeowner’s motivation, selling timeframe, and goals while maintaining a conversational flow. It focuses on how you can assist the seller in achieving their objectives rather than just securing the listing.
Specific phrases like “the three P’s” and asking them to rate their motivation to sell can leave a lasting impression. The questions posed to prospects ensure a smooth dialogue.
Agent:
If they ask why you’re asking:
Regardless of their response:
If they share their destination:
After they respond:
After they answer:
If they express interest or curiosity:
If they say no or express interest:
3. The reverse prospecting FSBO script
This script begins by offering to bring qualified buyers to tour the property but smoothly transitions to pitching the agent’s listings. It provides FSBOs with something they desire (buyers) and need (a new home to buy after selling theirs), showcasing your ability to work with qualified buyers and have listings in their neighborhood.
Agent:
After they respond:
6 tips for using FSBO scripts to book more appointments
How effective are FSBO scripts?
If you adhere to the scripts as outlined and comprehend why they work, you should see results within your first five to ten FSBO prospects. Some prospects may necessitate follow-up calls, while others might compare you with other agents before making a decision. Remember, only 11% of homeowners successfully sell on their own, highlighting the importance of your assistance to the remaining 89%.
Are FSBOs hard to close?
No! Despite common misconceptions, FSBOs are a lucrative source of seller leads in real estate. They require your expertise and guidance to navigate the selling process. Here are three reasons why FSBOs are easier to close than some may believe:
How much can you earn working FSBOs?
By working with 25 FSBOs per week and achieving a 4% closing rate, you could earn a substantial income. For instance:
- Average home price: $425,000
- Average net listing agent commission: $9,000
- Number of listings at 4% closing rate: 12
- Number of closings: 10
- Annual income: $90,000
Listing and selling just one FSBO per month can generate significant income and establish lasting relationships with clients. Working with two FSBO listings per month could potentially double your earnings and lead to additional referrals. The opportunities are endless!
FSBO scripts: The full picture
As a dedicated and skilled real estate agent, you are constantly seeking motivated sellers in your market. FSBOs represent a prime opportunity to assist individuals who are eager to sell their homes and potentially work with you. By utilizing these scripts, making proactive calls, and offering your expertise, you can pave the way for success in real estate. You’ve got this!
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