This is the most effective and powerful script for securing appointment with FSBO's you will ever put to use. This scrip will increase your appointment closing ratio by 50-60%. The thing to keep in mind is not to give in to the customer telling you NO and giving you excuses not to let you in. You need to understand that the FSBO is likely jaded to the idea of working with an agent, has been called by many other agents, AND will be very defensive. Stay calm. I understand that each call will be very different HOWEVER, your approach needs to be very similar to the example here. YOU WILL NOT BE EFFECTIVE READING THIS. The prospect will know you are scripting. To get the best results you need to read this at least 10 times then role play it with someone as many times as you can. You need to practice it until its a fluid process and your objection handling becomes second nature. When you role play it have the person playing the FSBO role be VERY hard on you, this will make you better. Have your role play partner TRY to stump you. The more you practice this the more effective you will become. I recommend you record all your calls and after each call listen to it and compare it to the script to see where you may have missed an opportunity to continue the conversation, where you missed an opportunity to overcome the objection, and how many times you actually closed for the appointment. Prospect: Hello? Agent: Hello! (Mr/Mrs prospect) I just wanted to give you a quick call, I saw your home was for sale and wanted to see if you had sold it or if it was still up for sale. Prospect: Yes its still for sale. WE just put it on the market. Do you have a buyer for it because I am not interested in listing it with an agent. Agent: Well, I might but I don't know because I haven't seen the property yet but I did see you guys are selling it yourself. Is that correct? Killer FSBO Script from Sean Matheis -- http://sellingwithsean.com Page 1
Prospect: Yes, well if you have a buyer for it, we're willing to pay 3% ONLY IF you have a buyer, but I am not interested in listing it. Agent: You know, I haven't seen it yet, (Mr/ Mrs Prospect). The good news is that I work with a lot of buyers and the amount of inventory I carry, I'm generating new buyers every single day. If I don't have one now, There is a very good chance I WILL have a buyer very soon. let me ask you, You guys are trying to sell it yourself, why is that? Do you not like realtors? Prospect: No, But we had it on the market for (x months) and we didn't get a call then so how is it that now you have 3 or 4 buyers? Agent: Wait did you say You've been on the market for (x months)? Prospect: Yes, we were listed with another agent before. We figured if we dropped the price then we could sell it ourselves. If you have a buyer that wants to look, that's great but we aren't looking for an agent to sell the house. Agent: That makes total sense to me and if I was in your situation, I'd feel the same way. So (MR/ Mrs Prospect), when this house sells, where are you planning on going? Prospect: We'll be moving to (xyz city). Agent: That's awesome, What takes you to ( xyz city) Prospect: I got a job offer there Agent: Okay, job opportunity (or whatever reason they give you), is there a time frame for you to get there? Prospect: We wanted to be there 3 months ago and that didn't happen but I've got to get running. I've got some meetings but if you have a buyer, feel free to give me a call. Agent: Absolutely, but let me ask you a quick question. When you first started on the market in the beginning, what price were you asking? Prospect: we started at $xyz. Agent: Okay and what are you at today? Prospect: We just put it up for $nxy (lower price). Prospect: $xyz (confirm the new price)? Is that your market strategy? Are you going to keep reducing the price until it sells? Killer FSBO Script from Sean Matheis -- http://sellingwithsean.com Page 2
Prospect: At that price, the commission is around $xyz so we figure that's where we need to be so we dropped the price and took out the commission and hope a buyer will come buy it.so we end up better than with an agent Agent: Yeah, and that makes total sense. What you guys are trying to demonstrate is a good value, right? You want the buyer to see it's the value and want to make an offer today. Prospect: I guess, we just want to sell the house so we figured lowering the price would get that done sooner and we cant afford to lower it and pay a commission, but i really need to get off the phone. Agent: Okay and are you guys offering a commission if I do have a buyer for you? Prospect: Well we'll have to look at that. We have a ballpark price to be at so we'd have to take a look at what you have. Agent: Well I don't want to lead you the wrong way and tell you I have a guy to buy your house. If I had that, we wouldn't be talking, we'd be at the closing table with me handing you a check and that's still possible but the reality of it is that you're home is on the market and can I ask how many showings you've had since you put it up privately? Prospect: Well we just put it up so we haven't had any yet. Agent: Okay, here's the thing. I know where your home is located and I know that homes in that area generally don't last long so I'm surprised to hear that you had it on for (x months) with a broker and had no results. I'm curious. If I was able to get your house on the market and get you your (desired bottom line) or even a little bit more in AND take care of all the commission with you getting a net of that (bottom dollar they want) would you be open to hearing my plan? Prospect: I just don't see how that's possible. If this doesn't work in the next month or so, we're probably just going to hire our friend or that flat-fee service. I mean, we can get it on MLS for ($100 bucks) and I just don't see paying you a commission when we can put it on MLS. Agent: Well I wouldn't either, (Mr / Mrs prospect) and I certainly wouldn't ask you if I didn't think there was clear value in there. See, here's the thing. I listed a home not too long ago in your area. They were in the same situation you're at and they were on for $XYZ. They were on with another broker for almost a year and then FSBO for (X months). for $XYZ was when they reduced it them,selves. Do you know that when I put it on the market, I listed it at More than they had it FSBO and we got OVER ASKING for it within days. That said, I'd like to get together with you sooner rather than later and show you what I do differently that generates more money than most. Is 4pm good for you today or is 5pm better? Killer FSBO Script from Sean Matheis -- http://sellingwithsean.com Page 3
Prospect: I don't think this is a good time, give me a call in a month and if we haven't sold by then maybe we'll sit down with you and talk about it then. Right now, we're just going to go FSBO for the next 30 days. Agent: Yeah, I get that. It makes total sense and I can certainly call you in a month. Can I ask you why you'd want to wait a month for that? Prospect: Well if I can sell it in the next 30 days and get (new price they reduced it to) and save that commission then that's what I'd rather do to have more money to take with me when I move. Agent: Well obviously (their new lower price) is a lot of money and the more money you take with you, the better, I agree with you but I'm just wandering. What's more important to you, the commission you pay or the bottom line you walk away from the closing table? Prospect: Obviously it's the bottom line. I don't care what the commission is as long as I get my money. Agent: Right. So If you don't really care and what's really important is the bottom line & getting to (xyz city), let's get together for a few minutes and let me show you what I do differently and how I am getting my listings sold. Obviously, if you don't like what you hear or disagree with me, I don't expect you to hire me, but if I can show you a way to sell your home quicker and for more money, are you at least open to that? Prospect: I might be. Let me talk to my wife and see if she's on board and then give me a call back tomorrow. Agent: Okay and if your wife is on board with it and she's open to meet and get the home sold, are you open to meet with both me and her? Prospect: Sure Agent: (Mr/ Mrs Prospect) is (husand / wife) as excited as you are to get to (XYZ city)? Prospect: Probably more excited than I am. Agent: so what do you think she would say if you told her that you talked to an agent that not only is going to get your home sold for more than you're asking now but is going to get you to (xyz city) even sooner? Prospect: She'd probably be excited. Agent: Exactly. So let's do this. Let's set the appointment for tomorrow at 5pm and you talk to her tonight and if at the end of that conversation she says that she doesn't see the point of working with someone who will get you more money and to (xyz city) faster, then when I call you tomorrow to confirm it, you can go ahead and cancel it. Fair enough? Killer FSBO Script from Sean Matheis -- http://sellingwithsean.com Page 4
Prospect: Thats fair tomorrow at 5pm - call me tomorrow to confirm They need to sell that property, so what we did there is agreed to everything he was saying. At no point were you combative with anything they said. I agreed with him, repeated everything he said and then gave them a new option. Here's the thing, when you face objection from the seller, you can't pound them with "You're wrong, here's the right answer". You always want to agree no matter how weird it sounds because they are not making a wrong statement. They giving you an answer based on what they know to be true. There's nothing wrong with that but we just want to show him different options and if you can get it done faster and for more money, then let s do that. Killer FSBO Script from Sean Matheis -- http://sellingwithsean.com Page 5