When it comes to FSBOs, most agents are told to go for the listing even though they might end up in conflict with the seller. Why does this approach guarantee that you’ll lose the listing?
What is the right way to approach a seller so you can get the listing ultimately? Why is agreement your way to securing the listing? On this episode, we are joined by top producing agent and coach Brandon Mulrenin who shares his revolutionary strategy for FSBOs.
I’m calling them the second they hit the market because that’s when they are the most positive, optimistic, and excited about selling their home. -Brandon Mulrenin
3 Things We Learned
Be 100% Agreeable with the Agent
The biggest mistake most agents make when it comes to communicating with FSBOs is they try to convince the sellers that selling on their own is a mistake, which immediately creates conflict. Instead, it is much smarter to agree with them, provide them with the resources to make the process easier and then when they need more help, they will lean on you further.
They’re not a lead, they are a human being
We alienate sellers and get in the way of building a relationship with people when we dehumanize them and think of them as leads and a means to an end. All you need to do is shift your thinking and approach and remember that these are people with families, and needs and you need to build a relationship with them.
In content marketing give everything away, then you’ll attract the people that want to do business with you
Most people think it’s a smart strategy to hold onto their most valuable content so they can get people to pay for it. The right way to go about this is giving away what’s really valuable because it shows a spirit of contribution. That’s how people connect with you.
Understand Your Contribution
Until you understand the importance of contribution, you’ll have a hard time reaching your goals. Sellers need an advocate and a support system, not someone who just sees them as a lead and way to make money. It’s all about showing people that you put their needs and their success before your own. The strategy with FSBOs is being agreeable on the phone so that you’re able to meet them face to face, so that you can build a relationship with them.
Brandon Mulrenin is top producing real estate agent and real estate coach who has been ranked in the top 5% of all real estate agents and has helped agents from all over become top producing agents in their markets. Go to http://brandonmulrenin.com/ for more information, call 248.890.5504 or email firstname.lastname@example.org.
This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.