Converting FSBO listings The successful agents approach

Plan to take a patient approach to FSBOs. Realize that you can't do or say anything — short of offering to give your services away — that will rush the owners' decision to abandon the idea of selling their own home. Basically, you're playing a waiting game that you can't win in a hurry, but that you can quickly lose if you're pushy or confrontational.

^NG/ Agents who are filled with hyperbole about themselves and their service, or who try to tell owners that FSBOs fail to sell themselves, use the wrong tactic. Owners don't want overly-confident agents making them feel like idiots for trying to sell on their own — even if they are!

The best approach is to dial back your sales pitch and enhance your emphasis on service. Focus on helping the owners in their effort. Always encourage them and wish them success, but don't give away all your valuable services without a signed contract.

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