The Importance of Follow-Up in Your FSBO Leads List Strategy
FSBO leads are an excellent source of new business. Look for them in classifieds, online marketplaces, and newspaper listings. Also, check for properties with yard signs. These prospects may be reluctant to use a Realtor. Using a gentle approach and providing value will help win them over.
Send an Email
FSBO homeowners often sell their homes without an agent’s help because they believe they can save on commission or get a better price. However, they may need to learn the market or understand how to properly market their property, which can be an opportunity for a real estate professional to offer value and build trust. FSBO leads list can be found through various sources, including real estate websites, classified ads, and yard signs. However, an FSBO lead requires a consistent, thoughtful approach to conversion that builds trust. To do this, be prepared to meet with a prospect 3 – 5 times before they are ready to list their property.
When reaching out to an FSBO, use email to warm up the lead before making a phone call. Rather than immediately asking for their business, ask them a few questions to learn more about their situation and needs. Then, follow up with a short but effective email highlighting your unique expertise and the resources you can offer them. For example, suppose an FSBO has a listing on the market. In that case, you can send an email that provides a free, no-obligation market analysis and a competitive evaluation of their home. This is an excellent way to establish yourself as a trusted advisor.
Make a Follow-Up Call
A follow-up call is not just about attempting to close the deal but can also be an opportunity to establish yourself as someone who cares. For this reason, it’s essential to go above and beyond the call’s fundamental sales pitch. You can do this by offering personal touches that show you genuinely want to help your prospect. For example, sending them a link to an article that covers a topic discussed during the call can make all the difference in their perception of your company and its values. This little touch will stand out against all the other cold calls and sales pitches they receive daily. If you are still waiting for a response from your prospect during the phone call, feel free to leave a voicemail message. This will not make you seem pushy or unprofessional, and it will demonstrate that you are dedicated to helping your prospect succeed in their home buying/selling endeavors. Try to schedule your follow-up call for the day after your initial conversation. Doing so lets you send your prospect a reminder email with an interesting subject line that will catch their attention. This will give you the best chance of getting them to pick up the phone and attend your follow-up call.
Schedule a Face-to-Face Meeting
If you can meet face-to-face with an FSBO lead, they are usually more willing to listen to you. This is especially true if they have tried to sell their home without professional representation and were unsuccessful. They know how hard it is to schedule showings and deal with unqualified buyers. If they say they’re not interested in working with a realtor, ask them why. Then, explain that you would like to give them free advice, market analysis, recommendations, and a referral to a buyer’s agent to assist them with their sale. This way, you can show them your value and differentiate yourself from the competition. Remember that it can take weeks, months, or even years before some FSBO leads are ready to sell. That’s why staying in touch and providing consistent follow-up is essential. One great way to do this is by leveraging an FSBO aggregator. Using the right approach, you can convert FSBO leads into clients more effectively than you think. It takes persistence and consistency to make it happen.
Send a Text
If you can’t reach your FSBO leads by phone, or they aren’t ready for a face-to-face meeting, texting them is an excellent way to keep the conversation going. If they say they don’t want to work with a real estate agent, probe deeper and discover why. Ask what made them feel that way, and try to reframe their objection differently so you can connect with them. Try to convince them to hire an agent to market their home. You can also change their mind by offering them valuable information they won’t get from other agents. This could include a free guide to selling their home for sale by the owner or a seminar with tips for staging their home and conducting showings.
FSBOs are a unique and valuable source of real estate leads. They’re less likely to be influenced by a seller’s market. They represent an underserved real estate market niche that can be profitable for agents who can effectively approach them. By following up consistently and professionally, you can set yourself apart as an agent who truly cares about helping FSBOs sell their homes.
