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CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

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Prospecting Old FSBOs September 13th, 2017 | Posted in General Real Estate, Other Interests, Real Estate

Why prospect old FSBOs? They could provide inventory for your clients, but they could also become listing clients!  Let’s talk about how to approach them.

I’ve had the opportunity to solicit FSBOs in many different ways.  The first step in going after the old ones is to have one of your telemarketers or assistants (or you) go to the newspaper’s website and pull the classified section from six months ago.

It’s a valuable list, but when you keep your research for six months, you will not have to research the six month old stuff any longer.  Assemble the list in chronological phone number order, and simply start calling.  I used the following telemarketing script:

“Hi, this is (assistant’s name) with Walter Sanford’s office.  We are calling on an old ad about your home.  We see that you were trying to sell your home yourself about six months ago.  Is this true?  (pause for answer) Is your home still for sale?  (pause for answer)  The reason I am asking these questions is because Walter listed many homes at the same time, and they have all sold, and he still has left-over buyers.  May I ask, what was the reason you placed your home on the market?”

Positive:

“When do you plan on moving? Okay, now let me ask you this, what is important about moving/investing?  How is that important to you?  Ultimately, what will all this do for you? Obviously, we need to set an appointment with you and Walter, so he can show you how he can help with (insert their core value).”

Negative:

“Okay, please remember us for any future real estate needs.  Let me ask you this . . . which one of your friends, family, or co-workers needs our help?  Great! Thank you for your time, and when you think of real estate, call Walter Sanford.  You can also get free real estate services at www.waltersanford.com.”

You will be surprised at how many people have not sold their property and continue to live there thinking that the market is terrible, that there are no buyers and on and on.  The market has probably caught up with their price by now and they are ready for you!

There will be many who have listed with other brokers and sold.  You will also find a few disconnected phone numbers, which indicate the FSBO moved and probably sold the property themselves or through another broker.

Lastly, you will find the gems: the disgruntled people who took their property off the market.  They are thinking about trying again.  In other words, they’re just waiting for you to call and tell them that you are the agent with the most service benefits, that you have a marketing plan, and that you feel now is the time to sell.  These people have already been beaten up by the “FSBO mill” so it will be easier to close this time around.  The competition is almost non‑existent.  The other agents stopped calling after the second, “No!” – five months ago!

Add this as one of your main prospecting techniques now or six months from now as your old inventory comes of age.  If you are following the FSBO at the beginning of this chapter, just keep a good database so you do not have to go to the internet after six months, just keep your research.

Many burned‑out sellers will tell you to contact them in the future, so be sure you have a good follow‑up letter along with your credentials, your personal brochure, and your business reply card.  Mark your computer’s calendar to keep in contact with them on a regular basis.

 

Lead generation is what builds your business and keeps your pipeline full, no matter what the market says!  Grow Your Leads: Just Add Wa(l)ter is a hefty book full of detailed and complete prospecting systems, and it includes the data CD (digital copy).  This is also a great manual for an assistant.

Call 815.929.9258 and ask for the $50 blog special on Grow Your Leads: Just Add Wa(l)ter.  Check out the content details here: http://www.waltersanford.com/shop/grow-your-leads-just-ask-walter/.

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