Debunking
Myths About FSBOs
Shawn Lynam Rockstar Interview
with Bob Cenk
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FSBOs Believe In Myths!!
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I'll net more money
I'll reduce the amount of traffic through my home
I’ll sell faster, since I'll have control over the process
I can handle the paperwork requirements
I can show my home and highlight its great features
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Are These Myths, Or Reality?
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FSBOs won't pay Buyer Commission
FSBOs won't consider using an Agent
FSBOs are difficult to convert into Listings
FSBOs are really Savvy Businesspeople who know exactly what
they're doing
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Reality
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Most agents steer clear of FSBOs
Their wants and needs are not well-understood
FSBOs hate the initial barrage of phone calls
They learn to expect poor follow-up
Unless they agree to list, FSBOs are ignored
Few agents show FSBO properties to their buyers
FSBOs can be a lot of work
Most FSBOs sign with agents out of desperation, not desire
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It's Simple…
Develop a relationship with them
Before they get frustrated!
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FSBO Program Process Flow
1. Identify FSBOs and Select Targets
2. Capture Contact Information
3. Call the FSBO to Schedule an Appointment to View the Home
OR Drop a Brochure Box Off at the Home
4. Present the Brochure Box and/or the Marketing Tool Kit
5. Start the Buyer-in-Waiting Program
6. Install a Yard Sign and Assign a Property ID Number
7. Activate the Hotline and Check it Weekly
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I Sold CC’s Home In 5 Weeks!
(Once he had enough of trying to do it on his own!!!)
Sale Price
Upfront Fees
Additional Commission
Commission
$ 265,000
$
995
$
345
$ 7,950
Total Commission
$
9,290
Now he's a reformed FSBO, and my kids have a really nice trampoline!!!
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I Started Teaching My Friends…
“This stacks the odds in Your favor!
This is a Very easy process.
NO HARD SELLING!”
Shawn and his team went from 2-3 Listings
a month to 15 Listings a month!
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… And Then My Coaching Clients!
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Get Started Now
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Pick your target area and price range
Identify FSBOs using one or more sources
Market to your target
Go for the relationship, not the listing
Give them something they want, for free
Bring your buyers
Stay in touch regularly
Be ready with your offer when they are ready to list
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Making It Work
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Set specific goals
Start small and work up from there
Keep your investment modest until you gain momentum
Be persistent
Continue to learn and share ideas
Copy as much of my FSBO Program as you want
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Special Bonuses!
The FSBO Club
Facebook Group
www.Facebook.com/groups/565057333585622
Free FSBO eBook
www.BobCenkCoaching.com/FSBOeBook.asp
Free 30-Minute
Coaching Session
to Discuss FSBO Strategy
with Bob
www.BobCenkCoaching.com/FreeCoachingSession.asp
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