Smart agents don’t even waste time with “tire kickers”. They are dealing with pre-qualified buyers. Lockboxes and other methods are used to protect your home during the sales and showing process.
Be patient and persistent to win listings.
Most agents try to close on the first meeting, don’t. Instead, stay in touch. Be there when they’ve worked to a frazzle. When the owner decides to throw in the towel, you catch it.
Timing is one reason newbie agents win FSBO listings. They don’t have a lot going, so they will invest more time into any lead they have. Un-jaded by failed opportunities and wasted time, they just keep checking in, and their persistence pays off.
Like the race between tortoise and hare, FSBO listings come not to the swift, but to the steady.
Offer to preview their home, so YOU have an idea of locally available opportunities for your buyers.
Smart agents cultivate a list of “off-market” homes. For sale or potentially for sale houses NOT listed give you an advantage with buyers.
Find out what moving plans they have
You can often win over a listing by helping them as a buyer first.
An added bonus comes from giving FSBO owners a first-hand look into the workings behind the buying process. The same process they’ll benefit from when listing with you. If you get the chance, take advantage of it and “sell them” on the process as you go along.
Prove you are a true professional!
Don’t EVER call on FSBOs empty handed. Bring something of value to them when you stop by.
Show them through actions that you are on top of the market, you return calls, and when you set a date or time to do something, you follow through. Never stop building trust.
If you take these steps and really explain in tremendous detail what they have to go through to sell, then you’ll separate yourself from everyone else.