Hey Closers,

Rob Silva, a young realtor, started his career by focusing on FSBO leads. While many agents chased after online leads and flashy marketing, Rob stuck to the basics: making consistent calls, building rapport with homeowners, and offering real value. By staying persistent and solution-oriented, he’s been able to turn cold FSBO prospects into loyal listing clients.

Now, Rob is quickly gaining traction in his market, consistently adding new listings to his pipeline through his direct approach. In this newsletter, we’ll break down how Rob’s focused prospecting strategies are helping him rise as a young successful agent.

Do not hesitate to make the first call…

When it comes to converting FSBO leads into valuable listings, the most crucial step is making that initial introduction.

Many agents hesitate, thinking their call might not be welcomed or fearing they’ll be met with resistance. But here’s the truth: nothing good can happen until you get in front of them.

The first call is your golden opportunity to make a strong impression and showcase your value. FSBO sellers are often overwhelmed by the process and can benefit greatly from your expertise.

By reaching out promptly, you not only position yourself as a proactive and dedicated agent but also demonstrate your willingness to go the extra mile.

Make Real Connections With Real People.

Once you’ve made the call, the next vital step is to ask for an appointment. Getting face-to-face with FSBO sellers can change everything. This meeting allows you to build a genuine connection and uncover the true motivations behind their decision to sell.

Ask thoughtful questions to understand their needs:

• Are they moving to a new area?

• Do they need the proceeds from the sale for financial reasons?

• Are they looking for a smaller or larger home?

These insights not only help you tailor your approach but also show the seller that you genuinely care about their situation. By focusing on their needs and leading with value, you position yourself as a helpful advisor rather than just another salesperson.

Remember, the first appointment is about building trust and demonstrating your commitment to assisting them. Avoid pressing for a sale or listing agreement immediately.

Instead, concentrate on how you can provide value and support their goals. This approach will foster a stronger relationship and increase your chances of successfully converting FSBO leads into listings.

Tools You Can Use To Get More FSBO Listings

1. REDx for Leads and a Dialer: REDx provides a powerful platform for finding FSBO leads and offers a powerful dialer to streamline your calls. With fresh FSBO daily data imports into your REDx account, you have a fresh list of leads to contact, making your prospecting more efficient.

2. The Black Book of Real Estate Scripts: To help you navigate your conversations with FSBO sellers, check out our Prospecting Script Book, "The Black Book of Real Estate Scripts." It’s packed with proven scripts and techniques to handle various scenarios and objections effectively.

3. Canva for Marketing Materials: Canva is an excellent tool for creating professional marketing materials for your FSBO follow-ups. Design eye-catching flyers, postcards, and social media content to stay top-of-mind with FSBO sellers and enhance your follow-up strategy. Be sure to check out Unplugged Broker for some done for you templates.

Leverage these tools to optimize your FSBO prospecting efforts and increase your chances of converting leads into listings.

The Great Debate: To Take the Overpriced Listing or Hold the Line?

Here’s a fun thought experiment: You’ve got an FSBO seller in front of you, but there’s one catch—they want to price their home way above market value. Do you take the listing or hold your ground?

While it might be tempting to agree to the seller’s asking price to secure the listing, consider the long-term implications. Overpricing can lead to extended market time, increased days on the market, and eventually, a stale listing that turns off potential buyers. The last thing you want is a listing that doesn’t sell, only for the seller to point fingers at you.

Here’s where your magic report-making skills come into play. Build a comprehensive market analysis with the seller. Show them the current market data, recent sales, and how pricing impacts their sale.

Make it fun and interactive—turn it into a game where you uncover the perfect price together. By demonstrating the risks of overpricing in a clear and engaging way, you help them understand the value of pricing their home right.

In the end, pricing matters. Getting it right can be the difference between a smooth sale and a tough road ahead. By holding the line and educating your sellers, you set the stage for success and build trust in your expertise.

_{Watch the full Podcast!}

Thank you for joining us in this edition of the newsletter! We hope you found Rob’s journey and insights valuable as you work towards your own real estate success.

To dive deeper into Rob’s story and discover more tips for thriving in the industry, be sure to watch the full video podcast here: Watch the Full Episode.

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Thank you for reading, and I look forward to seeing you succeed!

Let’s make those connections and elevate your real estate game! Until next time, keep hustling and remember—every conversation is a step closer to your next big success.

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