DECIDE IF YOU WANT THEM…there are always lots of home owners out there who think they can do your job better than you can. The fact is that 90% of all "for sale by owners" who sell…ultimately involve a Real Estate Salesperson. In a high majority of cases they pay a commission anyway. The bottom line is you can help FSBOs and in most cases they need you. A Coaching client of mine often asks FSBOs… “You wouldn’t cut your own hair would you?” Whether they know it or not, they are lucky you called! The real decision then becomes whether or not YOU want to work with them (not the other way around). Start thinking that way.
The best place to begin is to have some clear understanding of how you would make that decision…
Here is your ACTION STEP... to help you decide which FSBOs you are going to work with, there are four basic criteria they need to meet:
1. Is it an area you want to service?
2. Is it a price range that is selling?
3. Critical point: are they motivated to sell?
4. Are they people you want to work with?
Be selective… you are the professional. Be sure to do some extra digging with regards to point #3. It’s always prudent to ask them more than the simple Why? question. A good way to find out more is to ask them… “What’s important to you about making this move?” Also, many FSBOs can be a bit antagonistic or defensive when you first contact them. Don’t let that faze you. At the same time… if they continue to be that way, walk away. You have to feel good about who you are helping. Only work with those people who are realistic, who respect you, and need to sell their home. NO Excuses.