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1 Working With FSBO s An Untapped Market! Karen Deis, President, Foundation Marketing, Why the FSBO Niche? You are missing 1/3 of the market 2 nd Time Home Buyer Higher Loan Amounts Easier to process & close You Control Realtor Referrals Prospects Will Talk to you Reasons FSBO want to sell home themselves: Save on real estate commission Gone Thru the process before Little equity Knew someone who wanted to buy the home anyway Estate sale/auction 1

2 FSBO Strategy Work with the Seller not the buyers Consider Buyers as a bonus Seller will purchase higher priced home Easier qualification They have money Been thru the process before Needs Financial counseling Divorce Settlement Why FSBO Campaigns Fail Marketing too late in the process Emphasis on obtaining buyers instead of sellers Not offering something of value Trying to help them sell their home Marketing system is too complicated Sources of Leads Classified Ads FSBO Real Estate Books Internet MLS (that allows FSBO listings) Farm Areas 2

3 Classified Ads FSBO Sellers Check Out The Classified Ads Place Ad in Real Estate Section of Newspaper Don t even try to sell your own home until you call for a copy of my free report Avoid The Mistakes People Make In Selling Their Own Home Call to hear a toll free, pre-recorded recorded message and obtain a copy of the FREE REPORT. Compliments of LoanForYou Mortgage Company (indicate that you are a mortgage company and not a real estate firm) FSBO Real Estate Books/Mags Place ad in FSBO real estate books and magazines. Headline: Avoid The Mistakes People Make when they try to sell their own home. Tell a story: John and Mary had just sold their home! They sold it themselves and saved a bundle on the real estate commission. However, what they didn t realize was the trouble they would have getting a pre-approved for another mortgage on the home they wanted to buy.story so, here s the mistake they made. They called and received a FREE REPORT advising ing them they should have gotten pre-approved for another mortgage BEFORE they sold their home. A reputable mortgage loan officer could have advised them of their options to to payoff debts; different loan programs with lower start rates; points or no-point options, etc. After all, if you need another mortgage to buy the next home, it s the most important FIRST step, even before you try to sell your home yourself. FSBO Ad.. Continued.By working with the mortgage loan officer FIRST, they were able to avoid mistakes like: How much money should be used toward down payment. What debts should be paid off with the proceeds. Which loan program is best. What is the absolute MINIMUM price they can accept to make all of these things happen. To Listen to a pre-recorded recorded message and obtain a copy of your free report, please call Compliments of Mary Jones, XYZ Mortgage Company. 3

4 Free Report 4

5 5

6 Script To Verify Call back everyone who requests a copy of the free report Tell them you are not a real estate agent You are a mortgage loan officer who gets people pre- approved BEFORE they sell their home. The FREE REPORT will tell them about mistakes and how you can help them. You are sending the FREE REPORT tomorrow. Verify date, time and best phone number/ to call back. Script After Free Report Sent I m Mary Jones, XYZ Mortgage, you asked me to call you back today. I wanted to make sure you received a copy of the free report and if you wanted to set up an appointment to meet. Go for the appointment If not at this time, find out objections and make follow up calls Offer something free copy of credit report, market analysis, home prep kit, etc. 6

7 MLS Many Multiple Listing Services will allow FSBO listings Partnership with Real Estate Agent Join MLS Farm Area Find locations with higher percentage of FSBO sales Sort by price range Locations near your office Value-Added Services Help with Legal Advise Determining Property Value Property Profile/Title Company FSBO Seller Seminar 7

8 Legal Advise One Hour Consultation with Attorney Sample Contracts Lead Paint Notification Disclosures required by State (if any) Property Value Market Analysis Appraiser s s opinion Mini-appraisal Property Profile Title Search Free, preliminary title search Open House sheets Seller Net Sheet 8

9 FSBO Seminars Send notice to FSBO sellers Hold Monthly What should you say Something of value Free credit report Sample contract Ads and Flyer-FSBO FSBO Seminar Outline of Seminar Reasons people sell their own home How to prepare your home for sale Determining value Contracts and documents you may need 9

10 Seminar Outline-continued Financial Consultant How to allocate proceeds Mortgage pre-approval * Real Estate Agent Referral If you get tired of selling yourself When you sell and need to buy another home/ Buyer s Agent Dealing with Real Estate Agents Yes, they will get upset Turn the tables on them: They provide free property analysis They make small presentation as your seminar Put them on your referral list for listings when seller gets tired of selling Refer them as buyer s agents after home has sold Avoid These Traps Don t play real estate agent Instruct them on what to do but don t do it for them Don t do seller s s net sheet Don t co-ordinate/negotiate ordinate/negotiate inspections Don t give legal advice 10

11 Consumer Direct Marketing -Marketing.com Phone:

Apartment Tool Kit How to Get People to Your Seminars. Copyright 2007-Karen Deis

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