Coaching Corner: Speaking frankly about FSBO's (or is it?)
By Marilou Butcher Roth
Whenever I ask why someone would be motivated to sell their home themselves, I get two answers. One is to save the money and the other is because they have had a bad experience with a real estate agent. Now, there certainly could be other answers but these two always surface. So, the question that comes up for me is how can you determine if this FSBO is a match for the service that you provide?
Long gone are the days when we try to convince them that we have all the answers and hold all the magic. There is an abundant amount of information on how to sell your home yourself available to consumers. Okay, so now comes the big question I want to pose to you — how do you see yourself as valuable?
Feeling a tad uncomfortable? Most of us are when presented with how we value ourselves and what we do. Please, in answering this question, move away from the “scripty†answers of how you can qualify clients before they come into their home, or offer them the most updated forms, etc. Yes, we know that, but I want you to go deeper than those surface, obvious answers.
Do you truly find value in what you do, or do you think that anyone could perform these tasks as well as or better than you do? You see, when you approach a potential client with the intention of wanting to do business with them, you need to have all of your value ducks in a row!
So, your opportunity, if you choose to accept it, is to explore your feelings about how you perceive yourself and your value. You may want to do some journaling about this if that fits your style. If not, simply pose that question to yourself then take a breath and allow your answers to show up!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
