FSBO marketing is a little bit of a thorn in the eye of many real estate agents that I know. After all, you wouldn’t drill your own teeth, so why do some people feel like they are better off (trying) to sell their homes without a professional? The good news: there is a powerful and completely pressure-free method to getting those FSBO’s to pick up the phone and have you take on their listing.
Basically, what you need to do is impress the FSBO with your expertise and keep in touch with them for awhile until they see for themselves that working with you saves both stress and money in the long run. This article will show you how to do that in an easy, low-effort, but very effective way.
To start with, think of 10 tips that could help anyone sell their home more quickly and easily. Think about the things you would do for your most valued client. Write one paragraph expanding on each tip.
Next, divide your 10 tips into 10 different emails with an interesting sounding name, such as „10 Secrets to Sell Your Home More Quickly and Easily – at a Higher Price.“ If you use an autoresponder service like AWeber (which we use ourselves), you can even set these emails to go out automatically at certain intervals, say one email every five to seven days. You do not even need a website for this! People can sign up via email.
Now you have not just created a high-value „ecourse“, you’ve also got an automatic follow-up system. With every email, your prospect will know, like, and trust you more, because you are helping them so much for free. Don’t worry about „giving away the store“ – you can’t! Rather, you’ll have those FSBO’s thinking, „Wow! If they can do that for my listing for free, just think how amazing it would be to hire them.“
Once you’ve got this system lined up and ready to go, it’s time to get in touch with your future clients. Get in touch with the FSBO in whatever way you are most effective – e-mail, telephone, letter – and offer them your ecourse for free. Do NOT try to sell them anything else. Your only aim is to get them to sign up for your ecourse. Incidentally, signing up people without their express permission is also not kosher – that is called SPAM, and we all hate it.
Once your FSBO’s have started getting your information and value-packed ecourse, you can follow up with them in other ways. For example, you can add testimonials from happy clients of yours to the bottom of each email message. If you see that one of your FSBO’s has had an open house or similar event, you can give them a quick call to ask how it went. The great thing is, you don’t need to apply any sales pressure. Clients who are a good fit for you will convince themselves and contact you upon their own accord.
To sum up, one of the best ways to turn DIYers into your clients is to demonstrate the value you provide in a pressure and cost-free environment. An easy way to do that is with an „ecourse“ delivered using an autoresponder service like AWeber, no website required. If you follow this approach, you’ll be converting FSBO’s into happy clients in no time.Immobilienmakler Heidelberg Makler Heidelberg