If you’re a real estate agent looking to increase your listings, particularly for sale by owner (FSBO) properties, there are three key strategies to keep in mind.
1. Respect their decision to try on their own. The first thing to remember is to respect the homeowner’s decision to try selling on their own. They’ve made a conscious choice not to hire an agent, and it’s important to give them the space to experience this process. Most FSBO sellers eventually realize the challenges and opt for professional help – and that’s where you can step in. Be supportive, and let them know you’re there if they hit a roadblock.
2. Be a valuable resource. The second key is to position yourself as a valuable resource. FSBO sellers often don’t know what they don’t know. By offering advice and tips, and being a sounding board, you demonstrate your value beyond just getting them to sign listing paperwork. This approach can lead to them hiring you when they acknowledge the need for professional assistance.
3. Stay connected and build relationships. The third secret is maintaining a connection while providing space. Regular check-ins and consistent communication help build a relationship. By being that valuable resource and staying connected, you’ll naturally become their go-to agent when they’re ready to list with a professional.
Navigating the FSBO market requires patience, respect, and a strategic approach. By understanding and applying these three keys, you can enhance your chances of turning FSBO listings into successful transactions. Remember, even if they manage to sell on their own, being supportive can lead to future referrals or opportunities. If you have any questions or need further guidance, feel free to reach out. Here’s to your success in the real estate market!
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