FSBO Rescue In Any Market - Updated to Resolve & Overcome the FSBO Resistance Issues

The Challenge: A typical Seller may have a “Limited Awareness” of the functions and value an agent contributes towards a successful transaction and the FSBO may have the added feature of “not knowing how much they don’t know”. Pricing declines have added a new items to the FSBO’s list of why they don’t need an Agent: “ The market is taking enough of a chunk out of my profit. I don’t need more of a cut by paying a commission”. How does an Agent dismantle the “old” and the new resistance reasons that FSBOs harbor against using the professional services of a real estate agent?

The Solution: The strategies and techniques of “Helping FSBOs To Helplessness” need to be tweaked to include an appreciation of the present and developing difficulties towards a successful sale. On average an agent’s efforts, to make some headway towards converting a FSBO into Exclusive, caps off at two attempts. However, there are at least 15 opportunities which can be created as a sustained, non-aggressive and successful communication process with a selected FSBO. Each one, by itself or as a process, has the highest probability of resulting in a salable Listing. Participants will discover and learn:

• To become cognizant and appreciative of over 150 services and functions an agent performs in the sell/buy process.
• To build a list of little known but must-do “incidentals” which, if neglected or bypassed would result in a sales failure, delay or carry legal ramifications for the “do-it-yourself” Home Seller.
• The techniques for the REVERSAL of the “sense of urgency”
• Solid, honest and rationale responses to cynical questions like “Why are you trying to help me sell on my own?”.
• How to establish a pattern of logical, expected and appreciated follow-up contacts within the “window of opportunity”.
• When and how to keep adding to your profile as an expert (but not free) “problem” solver.
• How to develop a loyalty and preference position before the FSBO’s “Resignation Time”.
• How to get the FSBO to respect, accept and fully recognize you as the professional who will achieve their goal of a successful sale. 
• How to get the FSBO to express trust, agree with the conditions and depend on your council BEFORE they sign the Listing Agreement.