What NOT to do with FSBOs
There are three things NOT to do when prospecting For Sale by Owners:
1. Try to list on the first try. The purpose of the first contact should be simply to build rapport, not to convert them to a listing. Visit them in person and say; "Hello, I'm ____ with _____ Realty and I just wanted to introduce myself." Stop. Let them respond. Ask a few questions about how the marketing is going, then ask for permission to check back with them.
2. Discourage the owner. Telling the owner how difficult the process is will only alienate them. They're excited about the possibility of selling it themselves so don't ruin their day. They'll soon discover the difficulty on their own and then be ready to talk.
3. Sell all of your services. If you're not buying a car, you're not interested in all of its features. Same with FSBOs. They're not ready to hire a real estate agent, so they don't want to hear about your company...yet.
Keep visiting them every 4-7 days until they grow tired of their own unsuccessful marketing. THEN they're ready to hear what you have to say.