Going after FSBOs is one of the best ways to consistently get listings every month. When you take a FSBO listing, it means you have resolved your pain. Sometimes it can be challenging for them to realize that you are really involved in making their lives easier and helping them achieve their goals. Many real estate professionals in your area are calling FSBOs, and getting them to call you back can be challenging when you don’t give them the right reasons to answer the phone.
Whether you’re leaving voicemail, sending postcards, or sending direct mail, it’s important that you give the FSBO owner a reason to call you. Too often, real estate professionals point out mistakes in the owner doing their own job or leave their “resume” on a voice mail. None of these methods will really give you a reason to pick up the phone.
Getting FSBO marketers ringing on your phone means taking a few moments to understand their pain, and then crafting your marketing messages to address those pain points. Here are some items you can address to get FSBOs rushing to your phone to call you.
1. Questions about peaks of interest – Instead of shouting your achievements, take the time to ask questions. Don’t ask the same questions as everyone else, like “are you offering compensation?”, dig deeper to see where their pain is. Ask questions that lead them to see what you have to offer, such as “Do you know the 10 things to ask every buyer before they see your home?” Asking peak interest questions like this will help them see your value.
2. message marketing – Your marketing message should hit the heart of saving people time and money. Often a FSBO owner is trying to save money and pay only 1 commission, but sometimes they also need to save time. Especially in your emails, focus on a marketing message that gets through to the FSBO like “Is saving thousands of dollars on the sale of your home worth five minutes of your time? – That’s all I need to show you how.” That message goes to the heart of a FSBO.
3. make easy – Showing 5 phone numbers, an email address and a physical address does not show that it is easy to reach you, it is confusing. Get a FSBO owner to contact you by giving them an easy way to call you. One method that makes it simple and gives you track of what marketing is working is to use a 1-800 number service, like Proquest. It doesn’t matter which service you use, but it is essential to use a service that allows you to track your results.
With over 80% of FSBO homeowners becoming a listing for a real estate agent, it’s important to have the right ingredients so that agent can be you! By focusing on top-interest questions, a powerful marketing message, and making it easy for them to contact you, you can start getting more FSBO listings each month.
