Coaching Corner: Finding your way with FSBO's
By Marilou Butcher Roth
So, we know that if we see a FSBO listing, that person has some interest in selling, although their complete motivation is yet to be determined. Let's think about why a FSBO is a FSBO. Why would they choose to sell their property themselves rather than engage the services of a REALTOR? They might just not have the funds available to sell and pay a REALTOR, or, perhaps they had a bad experience in the past and are opting to go it alone.
Whatever their reason, we need to respect their choice if we are going to communicate effectively with them. If For Sale By Owners are an avenue you wish to pursue, I suggest you step back and try to put yourself in their position before you go forward.
You do not need to contact them and try to convince them that it would be in their best interest to hire you -- that may or may not be true! Our job is to have an authentic, value based conversation to see if working with them will be beneficial. So, before you contact them, determine what might be of most service to this particular FSBO. Have you actually run the comps and educated yourself with the pertinent data around this property? Have you physically viewed their competition? What an awesome conversation that would be!
Give some thought to this if you plan on approaching a FSBO. Make your plan based upon each individual for sale by owner listing, always floating the question, “how might I be of most service to this person?†Go into these interactions with an openness to see if you can truly help them -- they will feel the difference!
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.
