When a FSBO or potential one begins to ask me for advice...I listen. I access what they are concerned about and then use that to my advantage. I don't give free advice unless I expect it to pay me in the end. After I listen, I ask questions to help them understand one thing.
They don't understand.
There has been a great deal written on how to convert a FSBO. Home owners will dig and dig and dig to collect all the free advice possible. Do you work for free? Not me. At least not on purpose! The next time a person is digging for a freebie from you, why not try my strategy?
I bombard them with questions. With the right questions you will be earning your value with them as you speak. These questions are meant to be rhetorical and thought provoking to the individual that wants to "save money" by selling their own home.
Try a few of these:
1. Do you know what the disclosure is and why it is necessary to keep from being vulnerable to lawsuits?
2. Do you understand what a clear title is and how to guarantee there is one?
3. Are you familiar with option periods to avoid unnecessary and deadly "specific performance" issues?
4. Do you plan to move before you close and then what if you don't close?
5. You like the people and you trust them but what if you could be wrong?
6. Who is looking out for your own good?
7. How do you know your house is actually worth what you are selling it for?
8. Could it be worth more?
9. Are you leaving money on the table?
10. Are you familiar with how an inspection is handled and just what you are responsible for?
11. Are you familiar with appraisals and what they mean to you, and to the buyer?
12. What about financing?
13. Will you know if they are really approved and will be funded?
14. Did you know that national statistics tell us that people who sell their homes through professional Realtors make an average of 18% more than if they sold it themselves?
15. Did you realize that I could represent you by selling your home and you will likely walk away with more in your pocket than if you sell it yourself?
Final Question: May I draw up the listing agreement right now so I can get started marketing your home?
Now of course there are hundreds more questions that you can ask them. Have fun putting your questions together that YOU feel would be important.
Lenn Harley wrote words that made me laugh and dig in my heals. Lenn tells us that; If they (FSBO's) ask where they can get some information about selling their home, I politely suggest that they start with real estate school.
and Proud of it! Deb
Check out my website at: www.debs-realestate.com.