A FSBO prospecting plan is a necessity for real estate agents looking to successfully convert For Sale By Owner (FSBO) sellers into listings. A very small percentage of FSBO sellers are converted into listings from the first contact you have with them. Therefore, a FSBO Prospecting plan that keeps agents in contact with FSBO sellers for 6 to 8 weeks is crucial for increasing listing conversion rates.
Watch as Icenhower Coaching & Consulting’s founder Brian Icenhower explains the importance of follow-up and having a FSBO prospecting plan in this brief video segment from ICC’s online course on real estate prospecting.
Make sure to add FSBO contacts to your CRM and set them on a 6-8 week FSBO prospecting plan where you make contact with them a minimum of 5-6 times. The best way to convert a FSBO listing to your listing is to prove that you are a problem-solver. Your services, tools, and strategies have value to homeowners looking to sell their property and those wanting to buy a home. With FSBOs, you’re not looking to find fault with their efforts so much as exhibit a vast difference between your level of systems and theirs.
During the six or so weeks of working through your FSBO prospecting plan, you’ll need to contact them at least 5 or 6 times, through email or by personally dropping off helpful information at the home. But the very best way to connect and establish rapport is with a personal phone call, and we highly suggest one phone call a week for every FSBO seller that you’re beginning to build a relationship with.