Agent Recruiting Presentation

1
Hedges Real Estate Inc.
Introduction to Tape 4 For Sale By Owners
2
Major Points

• For Sale By Owner or FSBO (fys-bo)
• Any home owner can legally sell their own
  property.
• Any home owner can buy a sign at a local hardware
  store.
• Any home owner can run a classified ad
• They usually dont do much more than that
• We must educate them how we, as full time real
  estate professionals are more equipped to sell
  their home.

3
If you already have a buyer for FSBO

• Dont list a home just to show it to a buyer that
  you already have signed up as a Buyers Agent.
  It could be deemed a conflict of interest to
  switch sides or represent the seller at this
  point if you have agency with Buyer.
• Have FSBO sign our Unlisted PropertyCommission
  Agreement Permission to Show document prior to
  showing the property. Ask for 3 to 6
  commission. You negotiate depending on
  difficulty of transaction.
• On contract, Listing Agent For Sale By Owner
• You are Designated Buyers Agent.

4
Major Points

• Three things not to do in FSBO prospecting
• Try to list it on the first try
• Sell all of your services at once
• Discourage the owner
• How to make contact In person if possible.
• How to establish rapport Ask questions.
• The key questions to ask a For Sale by Owner
• Why do it yourself? How long? What happens if
  no sell?
• How to get a listing appointment
• A FSBO listing presentation
• How to differentiate your marketing from theirs

5
Importance

• FSBOs are a great source of business
• You already know they want to sell!
• Welcome them dont get mad at them for trying
  it on their own. If we havent proven to them
  that are services are worth the price, why would
  they buy our services?
• All agents, including experienced agents should
  work FSBOs as a part of their overall marketing
  plan to get listings.
• Most agents fear them for some reason? One bad
  experience? Lazy? Or Lack of motivation?
• Youll be able to create immediate opportunities.

6
Key Ideas

• Keep trying. Dont Give Up!
• It is not the first agent who calls a FSBO that
  gets the listing it is the Last agent that had
  the follow up plan to keep calling.
• You have to be THERE when they are ready to give
  up trying on their own.
• A FSBOs give up point might be one week or
  three months or somewhere in between. Find out
  their motivation and deadlines. Show them how
  your marketing gets them to meet their goals
  faster and without more expense.

7
Key Ideas

• Schedule a weekly Event on your calendar to
  remind yourself to check classifieds and drive
  around looking for For Sale By Owners.
• Other agents are too lazy to do so.
• You will get more listings.
• You will earn more income.
• Most For Sale By Owners eventually list with an
  agent or let an agent bring in the buyer.

8
Watch For Sale By Owners Video 30 Minutes