| - F.S.B.O. MARKETING
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- Advertising
- Rotate the ads or your ad will get stale. For every one call you get from a buyer you'll get three from Realtors. Refer to the "Dealing with Realtors" section. Be honest in your ad. You want buyers to be pleasantly surprised when they see your home, not disappointed!
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- Answering the Ad Call
- One of the hardest parts of being a FSBO is handling the calls or even being available to receive calls. Make sure that you have a good answering machine if you are away from the home a lot. Answer your messages frequently. Buyers are fickle. The more motivated a buyer is the less time you have to respond. You're not the only one they are calling and if you wait 8 hours to call back the hot buyer may have moved on and bought another!
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- Be friendly and cordial. Answer questions honestly and openly. If the prospect wants to drive by first, give them the address and let them. This will save you time if the location isn't right for the buyer. Don't ask too many qualifying questions yet. This will put off some perfectly qualified buyers. Invite the prospect to see the house. Ask for a name and number. This reduces "no shows" and saves you time.
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- BIG TIP!
- Whether on the phone or showing your home, remember this! I've seen many more sales botched by an agent or seller saying too much than too little. What is the selling point to you, may be the kiss of death to a buyer. I remember once when a buyer was about ready to buy a home I was showing.
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- It was our second time through and all was going well. This buyer had told me that they did not want a big yard to mow. They had seen the yard at this house 5 times and at this point it was not an issue. As we were finishing picking colors for the master bedroom, the seller popped out of another bedroom and said to buyer, "Did you know that this home has one of the biggest yards in the neighborhood?" It was an issue now. No Sale!
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- As an owner you don't usually know what the hot points for a buyer are, so ask questions and respond accordingly.
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