FSBO

Question 1

FSBO 1.

Answer 1

Hi, i’m calling about your house for sale by owner. Are you the owner? (Yes.) Great!

Question 2

FSBO 2.

Answer 2

This is Scott with ERA Reardon Realty. The reason i’m calling is because…I work with a lot of buyers and sellers in your area…and wanted to find out … what i can do to help you? (response) Great!

Question 3

FSBO 3.

Answer 3

By the way, again my name is Scott…what is your name? (response) Hello, mr/mrs homeowner.

Question 4

FSBO 4.

Answer 4

So mr/mrs homeowner, how much time will you take… before you might…decide to hire a strong agent…to…get your property sold…for you? (response) Excellent!

Question 5

FSBO 5.

Answer 5

When you…sell this house…where are you going next? (response) That’s exciting!

Question 6

FSBO 6.

Answer 6

How soon do you want to be there? (response) Great!

Question 7

FSBO 7.

Answer 7

Why did you…decide to make the move? (response) terrific!/ouch!

Question 8

FSBO 8.

Answer 8

How would you rate your motivation to…sell your house right now…low, medium, or high? (response) Good for you!

Question 9

FSBO 9.

Answer 9

How are you marketing it? (response) That’s great!

Question 10

FSBO 10.

Answer 10

How did you determine the price you’re asking? (response) Fantastic!

Question 11

FSBO 11.

Answer 11

Do you have any flexibility on your price…or are you firm? (response) terrific!

Question 12

FSBO 12.

Answer 12

Why did you decide to market the hiuse yourself…rather than…hire a professional agent? (response) that makes sense!

Question 13

FSBO 13.

Answer 13

If you were to…hire an agent…what would you expect from them? (response) Excellent!

Question 14

FSBO 14.

Answer 14

Have you heard about the strategies I use to sell homes for top dollar? (response) Really!

Question 15

FSBO 15.

Answer 15

mr/mrs homeowner, if i could help you…get your property sold…and [motivation]…and still net you the money you need in your pocket…would you…consider interviewing me now? (response) perfect!

Question 16

FSBO 16.

Answer 16

When would be the best time for us to…get together…would tomorrow at [4:15] work…or would [another day] at [2:15] be better? (response) Excellent!

Question 17

OBJECTION: “bring me a buyer” or “i’m willing to pay an agent who has a buyer…but i’m not going to list.”

Answer 17

Excellent! So you are willing to…cooperate with an agent… that has a buyer. Great!

Question 18

OBJECTION: “We’re selling it ourselves”

Answer 18

So…right now you’re just planning to do it yourself. Excellent!

Question 19

OBJECTION: “we’re not going to list.”

Answer 19

So right now you’re not really planning to…hire an agent. Got it!

Question 20

OBJECTION: “do you have a buyer?”

Answer 20

That’s a great question. We do have a number of buyers…however im not calling today because of a specific buyer for your property. What i do is find buyers for people…like yourself…who you want to…sell your home. So you are willing to…cooperate with an agent that has a buyer, correct? (Yes) Fantastic.

Question 21

OBJECTION: “We’re not ready to list with an agent..” (1, 2, 3)

Answer 21

1. So for now you’re planning to just do it yourself. Got it.
2. And I’m not saying you should…hire me right now. All i’m going to do is gove you some valuable information to help you…get more money in your pocket. Obviously, you do want as much money in your pocket as possible…correct?
3. When would be the best time for you to…get together with me…so we can go over that… Wednesday at 4:15 or would Thursday at 2:15 be better?

Question 22

OBJECTION: “We’re still going to keep trying for-sale-by-owner for at least another month.” (1,2,3)

Answer 22

1. Excellent. And…i’m not trying to get you to…stop trying to sell it yourself. I’m simply interested in helping you get the result you want…which is to…get your home sold…in the best time possible, with the least amount of hassle, and net you the most money possible in your pocket, right? (yes.)
2. Because that’s what you want, isn’t it? (Yes.) Excellent!
3. When would be the best time for you to…get together with me…so we can go over some options…Wednesday at 4:15 or would Thursday at 2:15 be better?