Working with For Sale by Owner, Past Client and Expired Listings
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  • 1. Training WebinarWORKING WITH FOR SALE BY OWNERS(FSBO), PAST CLIENTS ANDEXPIRED LISTINGSSahil ShahRegional ManagerRE/MAX Mumbai Gujarat Maharashtra
  • 2. Owners who are looking to sell the propertythemselves and look to do all the hard-work to sellthe same are called properties ‘FOR SALE BYOWNERS – FSBO’Although an American term, more than 50% of ourmarket is FSBOFOR SALE BY OWNERS (FSBO)
  • 3. Primary sales by builderElderly peopleFailed and unsuccessful real estate agentsCannot affordBad past experiencesExpert and jack of all mindsetWHO ARE THEY?
  • 4. Faster sale of propertyKnowledge of marketLatest means and technologyBetter marketingAbility to negotiate and fetch a better priceBUYERSTHEY ARE LOOKING FOR
  • 5. NewsPaper/Press AdvertisementsSulekhaJustdial99acresMagicbricksFlex and signboardsWHERE ARE THEY?
  • 6. Your geographic areaYour price points you want to work onYour ability to cold call, door knock, mailYour ability to hear a NOBE CLEAR
  • 7. You have a plan on whom to targetCall them yourself to schedule an appointmentGet a ‘Listing Appointment’Get a ‘Preview Appointment’You build rapport and are clear whether you want totake the listing or notYou find out their real motivationENSURE THAT
  • 8. Past clients and sphere of influence is a set of peoplewho already know you or have experienced yourservice and so are more likely to recommend youSingle biggest source of transactionsHaving a plan for them is most importantStaying in touchPAST CLIENTS AND SPHERE OF INFLUENCE
  • 9. FriendsFamily and RelativesPast ClientsGeographic FarmNiche Farming AreaBuyersSellersAgents in the same areaAgents outside your areaProfessionals and referral partnerVendorsDATABASE MANAGEMENT
  • 10. 1 or 2 fliersPersonal NotesPop-BysPost cardsGifting items of need/valueCalling plan – 2 calls a yearRemember birthdaysEmail a monthly market updateComparative market analysis / free appraisalClient meetingWish Thank YouSTAYING IN TOUCH –24 contacts a year
  • 11. Facebook PageSlideshareWebsiteLinkedInYoutubeTwitter / FlickrONLINE METHODS
  • 12. Listings which have been in the market for long butare not selling due to various issues are known asexpired listings.EXPIRED LISTINGS
  • 13. Old newspaperClassified advertisementsReady possession flats of buildersOld listings on portalsWHERE ARE THEY?
  • 14. OverpricedLack of service by the agentLack of marketing planWrong advisorsWrong expectationsREASONS
  • 15. Your geographic areaYour price points you want to work onYour ability to cold call, door knock, mailYour ability to hear a NOBE CLEAR
  • 16. Feel free to write your suggestions, queries onhelpdesk.mgm@remax.inTHANK YOU