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Sign into your accountFinding Prosperity in FSBOs
April 27 2015
In a recent Secrets Webinar, Jim Remley, best selling author and founder of FSBOListingGuru.com, shared his expertise on converting FSBO properties into agent listings. However, many agents are hesitant about asking the owners of FSBO properties to list with them. Because of this, Remley offers a number of suggestions to boost an agent's confidence and help them add more FSBOs to their list.
Prospecting
According to Remley, "There's nothing more powerful than setting aside an hour a day dedicated to prospecting, especially for new agents. If you don't do this, you're setting yourself up for failure." Avoid going through the peaks and valleys of prospecting, where you push for prospects when business is slow, but avoid it when the till is full. Continuous prospecting keeps you from entering the downward spiral where you start anticipating failure and slowly stop searching.
Remley notes that only 4% of sellers said their primary reason for not working with an agent was simply because they didn't want to. Other reasons include not wanting to pay a commission fee, selling the property to a friend or family member, the buyer contacted the seller directly, or the owner already listed with an agent who was unsuccessful in selling their property. Because of this, Remley believes that agents will be able to grow their listings by prospecting FSBO properties.