FSBO Call Script Direct Script

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Dwight Dawson
5 years ago
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1 FSBO Call Script Direct Script Hi I m calling about the home for sale Is this the owner? My name is and with Steps Real Estate. Can I ask you a couple of quick quesdons about the property? 1. Is the property vacant or are you currently living in the home? GREAT! 2. How long has it been for sale? AWESOME! 3. What is the current list price? ($300,000) Repeat the full number slowly. 4. And how did you come up with the asking price? FANTASTIC! 5. Can you tell me why you are selling the property? REPEAT AND COMMENT! 6. When are you planning on pu[ng the home on the market? 7. Is there a reason why you decided to try and sell it yourself rather than with a professional real estate broker? (Answer-Usually will be commission) 8. Well the reason I ask is because I have helped many For Sale By Owners net the most money possible for their home and I would like to stop by and meet with you and view the property. Would today at 4:00 work or is tomorrow at 1:00 be?er? OBJECTIONS: WE AREN T GOING TO PAY A COMMISSION. Well, Mr. Seller, let me ask you this which is more important what you pay or what you walk away with? (Let them answer) Right, so unless the number you walk away with makes sense, you won t going to sell them home, correct? (Let them answer) GREAT! When s a good Dme for me to view the home, is today good or would tomorrow be beber? DO YOU HAVE A BUYER? We have several Buyers however I m not sure if your home will work for one of them unless I see the inside. When is the best Dme for us to get together, is today good or would tomorrow be beber?

2 FSBO Call Script SoR Script I see you have a property for sale at. I am a Real Estate Agent that specializes in (Area). Our markedng is always driving buyers to us, in fact we have a database of acdve buyers looking for homes. I would like to see the property to see if the features of the property match the list of features my buyers are looking for. Is this adernoon or tomorrow beber for you? (Set the appointment and follow the FSBO Needs Analysis)

3 FSBO: I DON T WANT TO PAY COMMISSION Don t want to pay a commission If you were to get an oﬀer from a buyer with an agent would you pay them a commission? (to ﬁnd out if they are opposed to paying any agent) Yes Great, What I hear is you are not opposed to paying an agent with a buyer. You feel you can market your property yourself and get top dollar. The issue is it takes more than markedng to get top dollar (Go to car script) Car Script: If you were to buy a brand new car today and drive it home. If you were to place it in your driveway today and try to sell it how much would you get for the car? 100%? (Wait for them to reply) No, probably 80% Now if you drove the car back to the dealership and parket it right back on the lot where you bought it how much would they sell the car for? (Wait for them to reply) 95% Exactly! Why?... because buyers expect to pay more when a sales person is involved this is exactly why homes sell for more money when they are working with a strong agent like me. In fact, you may be missing out on the Top Price simply because you don t have a sales person involved.

4 FSBO: NEEDS ANALYSIS How many calls did you receive last week? How many were agents looking to get your lisdng? How many were buyers? How many came to visit? I ﬁnd that there are four types of buyers: TYPES OF BUYERS Investors; there are many seminars today to teach Investors how to buy homes from Sellers for pennies on the dollar. Some of them are experts at taking advantage of Sellers. I protect my sellers from vultures like these. Lookers; these are people that just like to see homes for fun! They aren t in the market to buy oden Dmes they don t have the ability to qualify. They are just wasdng your Dme. Professional agents won t show these people homes. Serious but Not Ready; these are real buyers but they have to sell a home ﬁrst, or get their new job oﬀer before they can make an oﬀer on a property. Professional agents will wait to show them homes undl they are ready and able to make an oﬀer. Serious and Ready; these buyers are acdvely looking, they have their home sold or are here for just a few days and they have to ﬁnd a home and get under contract in just a few days. Therefore they are prepared to pay Top Dollar. Serious buyers don t have Dme to look around by themselves and make muldple oﬀers with diﬃcult negodadons. They need to get a home ASAP! Serious Buyers work with agents to eﬃciently get access to as many available homes, to make oﬀers without having to negodate commissions, and to have a professional handle the contracts. Agents Don t Show FSBOs The problem is many agents won t show homes that are For Sale by Owner. The reason is agents have to be able to show several homes in a short period of Dme and as you can imagine coordinadng the showings with the homeowners directly can be challenging. Agents don t want to negodate the commission in the oﬀer. Agents fear the commission negodadon may prevent the buyer from ge[ng the home. When a home is oﬀered on the MulDple LisDng Service the commission is discretely oﬀered no maber what the ﬁnal sales price is. Agents don t want to subject themselves or the buyer to unpredictable sellers. Professional agents follow an edquebe and professional standards to insure the sale goes smoothly. Agents have found that dealing with some sellers directly can be an unpredictable and emodonal experience.

5 4 CLOSING TRIGGERS What would you think the right price is? That is a great quesdon are you asking me because you are interested in lisdng your home with me? The reason I ask is because; to get the right price, like an Appraiser, it takes me over four hours to prepare my Market Analysis. I am happy to take the Dme if you are interested in lisdng your home with me. What do you charge? Or What will you do it for? Is the commission the agent charges your top concern in selecdng an agent? The Commission is based on many factors; the price you choose, the condidon of the property, even locadon will determine how much and how long I/we will need to market the property. If you are interested in lisdng the home with me I would be happy to meet with you to show what I do to get homes SOLD. What marke\ng do you do? I market every home to the fullest no maber if it is a Condo to a Luxury Home. I/ my markedng is designed to drive the most amount of qualiﬁed buyers to your home. I am happy to meet with you to show the MarkeDng I do to get homes SOLD. What would you do to prepare the house for sale? That is a great quesdon are you asking me because you are interested in lisdng your home with me? The reason I ask is because; to prepare the house, like a stager, it takes me up to two hours to prepare the house plan. I am happy to take the Dme if you are interested in lisdng your home with me.

6 PREQUALIFICATION $250.00/HR Light PreQualiﬁca\on No PreQualiﬁca\on Full PreQualiﬁca\on $500.00/HR $0.00/HR DOLLAR PER HOUR GRAPH

EXPIRED SCRIPT OVER THE PHONE

EXPIRED SCRIPT OVER THE PHONE Hi, I m looking for Hi my name is with I m sure you ve figured out that your home came up on our computer as an expired listing and I was calling to see 1. When do you plan