How To List More For Sale By Owner Leads

Working with for sale by owner leads doesn't have to be painful. In fact, it's possible to close more transactions if you follow a step-by-step approach to prospecting FSBOs.

Step 1 - Offer Something Of Value

Too many agents focus on themselves rather than their prospects when marketing to FSBOs. You can offer a number of useful tools such as offering them a free report on mistakes FSBOs make, a list of helpful vendors, or free marketing materials to peak their curiosity. The key is to specialize for the FSBO real estate niche so all your marketing materials offer useful tips.

Why do this? Because statistics say that 80-90% of FSBOs eventually hire a real estate agent. By positioning yourself as a trusted advisor early on, you can be the first agent they contact when they decide to list their home.

Step 2 - Follow Up Regularly

Making the initial contact with for sale by owner leads isn't too challenging. Where most agents fail is in follow up. Think about a typical FSBO seller. In many cases, you are dealing with a couple. For instance, the husband wants to sell FSBO while the wife wants to list with an agent. The wife gives in and allows her husband to attempt to sell the home himself for a set period of time - maybe 30-60 days. If he can't do it, they'll consider hiring an agent.

When you contact FSBO leads just after they put their home on the market, the husband's motivation and enthusiasm to sell by owner is high. He knows he can do it himself. As time goes by, he realizes what a hassle selling FSBO is and starts becoming receptive to listing the home with a real estate agent. If you've followed up regularly, you are top of mind and have a good chance of being the agent they interview for the job.

Step 3 - Getting FSBO Testimonials

Once you've closed the FSBO listing, record a testimonial from the seller about their struggles selling FSBO and why they decided to list and add it to your website or blog along with the seller's personal story. This is a great way to show other FSBO sellers how you can help them if they ever decide to hire an agent.

By following these three steps, you can turn more for sale by owner leads into listings, build your credibility in the FSBO real estate niche and demonstrate proof that you get homes sold fast.