Transcript of "Working with For Sale by Owner, Past Client and Expired Listings"
Training WebinarWORKING WITH FOR SALE BY OWNERS(FSBO), PAST CLIENTS ANDEXPIRED LISTINGSSahil ShahRegional ManagerRE/MAX Mumbai Gujarat Maharashtra
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)
Primary sales by builderElderly peopleFailed and unsuccessful real estate agentsCannot affordBad past experiencesExpert and jack of all mindsetWHO ARE THEY?
Faster sale of propertyKnowledge of marketLatest means and technologyBetter marketingAbility to negotiate and fetch a better priceBUYERSTHEY ARE LOOKING FOR
NewsPaper/Press AdvertisementsSulekhaJustdial99acresMagicbricksFlex and signboardsWHERE ARE THEY?
Your geographic areaYour price points you want to work onYour ability to cold call, door knock, mailYour ability to hear a NOBE CLEAR
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
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
FriendsFamily and RelativesPast ClientsGeographic FarmNiche Farming AreaBuyersSellersAgents in the same areaAgents outside your areaProfessionals and referral partnerVendorsDATABASE MANAGEMENT
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