BrokerBryant.com: Do you want a good FSBO solicitation letter?

Do you want a good FSBO solicitation letter?

Need help? 407-873-2747

You can have this one.

Greetings!

My name is xxxxxx and I am a REALTOR® with xxxxxxx and I specialize in the listing and selling of homes in your area.

While out previewing homes, in your neighborhood, I noticed that you are marketing your house on your own. I'm sure you have a good reason for doing this and I respect your decision. If you would like some information to help you with pricing, I would be happy to drop off a "neighborhood analysis" for you. This analysis will give you a good idea of what's currently on the market and what has recently sold in your area. If this interest you, then give me a call and I will get one over to you.

Selling real estate can be very confusing and complex. I have good connections with Mortgage Brokers and Title Companies that can help you through this process. If you do find an interested buyer, give me a call, and I'll connect you with the right people.

I also have an excellent "For Sale by Owner Help Kit" which offers tools and advice on selling your home. I'll forward some of this kit to you over the next few weeks. I think you will find the information very helpful. In the meantime, go check out my for Sale by Owner website at xxxxxxxxl

If I can be of any assistance give me a call me on my direct line at (502) xxx-xxxx or via email at xxx@xxxx.com. You can reach me anytime between xxxx and xxxx. If you get a voice message leave me a message and I will call you right back. I promise.

Make it a great day!!!

Your future REALTOR®,

SUMMARY:

We want to keep inviting them to call. "Call to action" phrases need to be in everything you do. 

1. We let them know we are actively in the neighborhood

2. We offered them free stuff.

3. We let them know we understand the decision they have made, to go it alone.

4. We made ourselves available, to help with info, if they find a buyer.

5. We let them know that we have connections in the business.

6. We told them we would be staying in touch and sending them more info.

7. We invited them to call us, again.

Notice I'm not trying to sell them. One of the keys, with FSBOS, is to remember that they are going it alone because they probably don't like agents. They may have had a bad experience in the past that has clouded their thinking. Or they just don't want to pay us. Whatever their reason I have found that just offering to help them is a very non confrontational way to start with building trust.

Your goal with the letter is to get them to call. Once they call, you want to make the appointment.

Then when you are in front of them you can "sell" them. It sounds simple but a lot of REALTORS(R) make this mistake.  They are selling when they should just be making an appointment. There is a time and a place for everything.

What say you?

Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.

Want to find out more? www.CentralFloridaShortSales.com

 

The BIO for Bryant Tutas

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The BIO for Bryant Tutas

 

 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comment balloon 141 commentsBryant Tutas • January 16 2010 04:03PM

Comments

Reserved Parking For "The Lovely Wife"...TLW...ROAR!

They give me points for typing that :)

TLW...ROAR!

Posted by "The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW. (President-Tutas Towne Realty, Inc.) almost 10 years ago

Bookmarked! Thank you, as always. :D

Posted by Andrea Swiedler, Realtor, Southern Litchfield County CT (Berkshire Hathaway HomeServices New England Properties) almost 10 years ago

Excellent letter. The letter does an terrific job, like you mention with calls to action. I would suspect that some sellers who are going to sell on their own have had a bad experience with a Realtor but most are trying to save money. Many FSBO's do not think we bring any value to the table. Of course over 80% of them end up listing and that's why it is great to try to establish a relationship with them.

Posted by Bill Gassett, Metrowest Massachusetts Real Estate (RE/MAX Executive Realty) almost 10 years ago

I think your letter would get some serious attention and would generate some interest.

Posted by Sam Miller, Knox County Ohio Real Estate Specialist (RE/MAX Stars Realty) almost 10 years ago

Thank you for sharing the letter. This is well put together and with the multiple calls to action without trying to pressure I think it will generate a good amount of inquiries from FSBO sellers. I am going to modify it with my information and give it a shot in my area. Thank you again.

Posted by Scott Cowan (RE/MAX Professionals) almost 10 years ago

Great letter, I have bookmarked it also.  I also think most of them are trying to save money and think this is the way to go. Thank you.

Posted by Diane Williams almost 10 years ago

Good letter. Thanks for the post! Having good form letters is a must!

Posted by Joseph Keech (Blue Atlantic Properties) almost 10 years ago

That is an excellent letter! I have not seen many, actually I can't remember when I last saw a FSBO sign in our neighborhood and/or farm areas. hmmm... ~Rita

Posted by Brian Burke, Broker & Advising Expert-Denver Luxury Real Estate (Kenna Real Estate) almost 10 years ago

Yes, this is a good letter. Is it free for us to use? LOL, you wouldn't have put it out there for public consumption otherwise, right? Now, if you could post an example of an expired letter that works, now that would be something....

Posted by William James Walton Sr., Greater Waterbury Real Estate (WEICHERT, REALTORS® - Briotti Group) almost 10 years ago
Bryant, I like the tact of being nonthreatening to the FSBO and if they really don't like agents they will ignore you. If not you will be a great resource!
Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) almost 10 years ago

Bryant,

I have problems with this!  >:)

"We offered them free stuff"  Nothings free, a perceived moral obligation exceeds compulsory obligation and cover price every time! Well done.

"Or they just don't want to pay us."  No one ever wants to pay, you've created a sense of need to pay you in their own best interest! Excelent.

"Notice I'm not trying to sell them."  The hell you're not! Your not closing on them. You're doing a great job of selling!!!!!!!!!!!!!! Great.

Now make them ask you to list their house.

It's a good post and great advice!

Bill

Posted by William J. Archambault, Jr. (The Real Estate Investment Institute ) almost 10 years ago

i'm saving this one for sure, thanks for sharing!

Sue

Posted by Sue Neff, Principal Broker, Jamestown, TN (Tennessee Real Properties) almost 10 years ago

I say that I'm bookmarking, and saving for a rainy day!  Thank you for sharing  :)

Posted by Sandi Bauman, Chico CA Realtor (Chico Homes Real Estate) almost 10 years ago

Great letter, Bryant, I am sending to my team!

Posted by Wendy Rulnick, "It's Wendy... It's Sold!" (Rulnick Realty, Inc.) almost 10 years ago

Hi Bryant, did you find this letter online? I'm pretty sure I found the same on a while back, and I've tweaked it to make it my own. It's worked well when combined with strong follow-up! Great thought to share it here!

Posted by Kristen Wahl, CBR (Re/Max Plus) almost 10 years ago

This is terrific information for us! Thank you so much for sharing with the gang!

Posted by Aaron Vaughn | Builder | Investor, If the deal makes sense, the cash will follow. (Conifer Homes) almost 10 years ago

BB,

Good letter. Always nice to have something to drop off at the FSBO's doors. I have not really prospected FSBO's for a very long time.

What used to be sucessful for me was the following method.

I would send them a copy of my recent sales. ( New agents could do this using their office sales)

I would include a CMA and my Market plan for their home.

I would include a completely filled out listing agreement with highlights for signature and or initials.

I would include two explanations. ( 1 ) explaining the CMA ( 2 ) explaining the elements of the Listing Agreement.

Then follow up follow up follow up!

 

Posted by Herb Hamilton, Real Estate Broker ,CDPE, Downtown Portland (RE/MAX Preferred Inc. Realtors) almost 10 years ago

You know this is a good fisbo approach. It made me think I haven't seen any fisbo signs out in quite some time. Hmmmmmmmm.  I will pass this on to agents - always good to look at new ways to improve.

Posted by Anna Banana Kruchten - Phoenix Homes Sales, 603-380-4886 (Phoenix Property Shoppe) almost 10 years ago

So if I use your letter, do I have to give you a referral fee?  LOL!

Great letter.  Thank you!

Posted by Bob Haywood, BobHaywood.com (McGraw Realtors) almost 10 years ago

Good Stuff! Thanks for sharing :)

Posted by Jeremy Bray & John Stirling - "THE HAPPY HOMES TEAM" (Windermere Cornerstone) almost 10 years ago

Hey thanks for the post.  Ha....I like Bobby Haywood's comment above about giving you a referral.

Patricia/Seacoast NH

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) almost 10 years ago

Kristen, I did find it online. On my blog from 2007!! I wrote it with another AR member and then just tweaked it a little foir this post. Everything I post is original unless credit is given.

CHECK IT OUT

You guys are all welcome to use it. You may want to adapt it to fit your style and market area.

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 10 years ago

This letter touches all of the things that are important and of concern to FSBOs while not being too pushy and salesy.  It also has several calls to action which helps give you more opporunities to get an appointment.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) almost 10 years ago

Thank you Bryant.  Are you giving anything else away?

Posted by Terri Poehler, Coral Springs Real Estate Agent (Realtor) almost 10 years ago

Terri, Yes I am!! http://ShortSaleSuperStars.com  all the short sale knowledge you need. Pop over and join.

Bob. I have a hidden affiliate marketting cookie embedded in the letter. :)

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 10 years ago

Hi Herb. Thanks for adding some pointers. I also don't solicit FSBO any more. My expired lsitings soliciatations keep me busy enough.

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 10 years ago

Thanks for sharing the letter. Bookmarked! 
Soon to bee copied, pasted etc.

Posted by Haris Dedic, Glenview Real Estate - Chicago North Shore (RE/MAX Villager 847-878-2588) almost 10 years ago

methinks there's going to be loads of FSBO's who start running to agents once they realize in this market how difficult it is move a property for what they are asking for it. Once they get offered an extreme lowball offer for the third time, "the throw in the towel" attitude may begin to set in and they seek out a professional.

That may be happening already.

Posted by Michael Myers (King-Rhodes & Associates) almost 10 years ago

Excellent Letter! As a newbie, tools like this are invaluable.

A Huge Thanks to you.

Posted by Kimberly Harris (Real Estate One,Macomb County, MI) almost 10 years ago

Great letter and excellent points.  I would be surprised if this didn't at least get a Realtor in the door.

Thanks.

Darla

Posted by Darla Jensen (Edina Realty) almost 10 years ago

Hi Bryant -- great letter, especially with the calls to action and the fsbo kit.  Many homeowners go it alone for the reasons you suggested but then find it's not as easy as they thought it would be.  Having a realtor available to help them with quality information would certainly be their security blanket should they find themselves unsuccessful.  

Posted by Barbara Altieri, REALTOR-Fairfield County CT Homes/Condos For Sale (Kinard Realty Group - RealtyQuest Team, Fairfield and New Haven County CT Real Estate) almost 10 years ago

Hi Bryant!  Excellent call to action, touching all of the points that they NEED to hear.  I read a statistic the other day that only 2% of FSBOs actually go FSBO.  I think that if a desperate seller needs to sell, they need to know this statistic and get in touch with a REALTOR who knows how to market and SELL their home.  Carry costs can be quite expensive! 

Have a wonderful weekend...

Posted by Debe Maxwell, CRS, Charlotte Homes for Sale - Charlotte Neighborhoods (www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310) almost 10 years ago

Bryant..thanks so much. I am saving to my computer for future use.

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty) almost 10 years ago

Hey Bryant,

Thanks for a great letter. I am going to modify slightly and use it. I think it covers all the important points a FSBO needs to know without being too aggressive and only gently pointing out the kind of help they really do need.

Pat

Posted by Pat Kady (Keller Williams Check Realty) almost 10 years ago

Excellent letter and concept for reaching out to FSBOs. Thanks for posting!

Posted by Jason Burkins, Real Estate Consultant (BKaye Realty) almost 10 years ago

Excellent letter and concept for reaching out to FSBOs. Thanks for posting!

Posted by Jason Burkins, Real Estate Consultant (BKaye Realty) almost 10 years ago

This is a nice, educational post. I have not thought about FSBOs in awhile because we haven't really seen any around here. Maybe if the market begins to change???? (Notice I did not say 'when' the market begins to change ;-)

Posted by Melissa Zavala, Broker, Escondido Real Estate, San Diego County (Broadpoint Properties) almost 10 years ago

I will definitely keep a copy of the letter, although I haven't proscpected FSBOs in a while. I use to offer to do their flyer for them and trade them for names & contact info of people who toured their house but didn't like it for some reason. Never really worked very well, but probably because I didn't follow up like I should have.

Posted by Lori Cain, Midtown Tulsa Real Estate Top Producer (eXp Realty) almost 10 years ago

Nice Letter and thank you very much for sharing. I'll will try it out and let you know how it goes!

Posted by Mitch Shannon, Lodi Broker, CDPE, CRS, Broker Associate (RE/MAX Gold, DRE#01241695) almost 10 years ago

Great letter.  I am sure you get results with it. Not to many FBSO in my area right now. More expired, canceled and Bank owned(maybe the Bank owned were the FBSO's)

Posted by Scott Guay, Associate Broker. Ocean City and Ocean Pines MD (Berkshire Hathaway Home Services PenFed Realty) almost 10 years ago

Thank you for the letter.  I will be using it very soon.

Posted by Donna Yates, Blue Ridge Mountains (BHGRE - Metro Brokers) almost 10 years ago

that's a great letter.  I've bookmarked the blog.  Thank you for sharing.

Posted by Bonnie Vaughan, CNE SFR - Buyers/Sellers - Lackawanna & Surroundin almost 10 years ago

BB - great letter. We have fewer FSBOs now than we did a year ago but some folks are till trying. Have seen several that had theior homes lsited and THEN went out on their own. Still no luck.

Multiple calls to action are the key. And letting them know we are there to help if they need it.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) almost 10 years ago

Great letter and some great tips too. Thanks.

I think Lori hit the nail on the head. Follow-up is key.

 

Denise

Posted by Denise Hamlin, Broker/Owner, Helping Happy Clients Make Smart Choices (Cardinal Realty ~ 319-400-0268) almost 10 years ago

Thanks for the great post, it's very timely to we are just now working on a letter like this

Posted by Rob Muller, Cherokee County Real Estate (ReMax Town & Country) almost 10 years ago

I like the assumptive close at the end ... "Your future REALTOR®". Do you have a specific Sale by Owner website or is it a page within your general site?

Posted by John Novak, Henderson, Las Vegas and Summerlin Real Estate (Keller Williams Realty The Marketplace) almost 10 years ago

Thank you Broker Bryant.  I have a page on my website for FSBOs as seen here: ForSaleBy Owner and this letter will certainly go a long way in helping them to see the value in hiring a Realtor.

Posted by Dee Mayers, San Gabriel Valley, CA almost 10 years ago

Great Letter--Not many FSBO's in our area who really want to sell.  Most FSBO's are upside down on their mortgage, and think that Realtor's are trying to scam them when we give them the market value of their home.  Most are under the delusion that some buyer will come along and buy their home, for more than it is worth not realizing that the home will not appraise for the amount that is owed.

 

Posted by Jimmy Williams (352) 874-2354, Lake and Western Orange County Real Estate Expert! (Classic VI Realty) almost 10 years ago

Next to driving around finding FSBO's, do you pay for a service to have them emailed to you? What kind of success rate do you see with your letter?

Posted by Christopher Watters, Austin Realtor (512-829-8000) (Watters International Realty) almost 10 years ago

Hi Bryant - very Good Blog. I tried this method with very limited success. I even included with the letter the disclosures they need along with some material that helps them sell their home, such as seller reports and such. I, personally, haven't found much success in this model. Have you?

What I did find success with was to understand why they are selling on their own. Here is what I learned:

1. They are real estate savvy (or think they are). They are former real estate agents or think that real estate agents make too much by doing nothing. My solution to them is an opportunity to put it on the MLS for a flat fee.I also offer a pay per service plan. So depending on what services they need, I can help them.

2. They have no equity or very little equity. My solution is to suggest a short refi, loan modification or a short sale then buy program.

Regards

 

Posted by Satar Naghshineh (Satar - Amiri Property and Financial Services Corp.) almost 10 years ago

Thanks for posting.  Printed and appreciated!

Posted by Damon Gettier, Broker/Owner ABRM, GRI, CDPE (Damon Gettier & Associates, REALTORS- Roanoke Va Short Sale Expert) almost 10 years ago

Thanks for the letter and to all who posted. Lots if good info.

Posted by Kirk Dirksen (Assist-2-Sell S.D.R.E) almost 10 years ago

Something an agent in our office did...which I thought was extrememly clever:

She asked the FSBO if she could put fliers in a flier box on his property about our "Breast Cancer Awareness"event our office was hosting.  The owner said "yes"... and she ended up having an interested buyer pick up a flyer...and the interested buyers closed on the home using HER to represesnt them!!

Posted by Sonja Patterson, Texas Monthly 5-Star Realtor Recipient for the Hou (Keller Williams - BV) almost 10 years ago

That's a great letter. I haven't targeted FSBOs in several years, but you never know when it could come in handy.

Posted by Donna Harris, Realtor,Mediator,Ombudsman,Property Tax Arbitrator (Donna Homes, powered by JPAR - TexasRealEstateMediationServices.com) almost 10 years ago

Bryant,  what a great letter!  Early in my mortgage career, I worked with FSBO's as a way to capture more buyers, and, HOPEFULLY, refer them over to my Realtor Partners when they realized they needed professional help.  I think you'd be surprised at how much quicker they warm up to mortgage people.  I'm gonna use that letter, too, and see if I can't help my Realtor partners get a few more listings...so they can bring me more buyers!  Thanks

Posted by Brett Pehrson (Advanced Funding Home Mortgage, NMLS#13287) almost 10 years ago

This is a great letter and I do agree the goal is to get the appointment.  I can see where this would be a great way to do that.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) almost 10 years ago

Thanks for this - I'm going to forward this to an agent right now.

Posted by Stephen Kappre, Helping You Home (KW Hometown) almost 10 years ago

I agree with you that trying to hard sell the FSBO on why they need a Realtor doesn't work. It only makes them mad. FSBOS are savvy these days on the tactics that agents use to get them to sign a listing agreement. They've seen and heard it all. I don't try to sell them and I am helpful if asked but I'm not one to give them the tools that we have at our disposal either. They will gladly take all you want to give them and never give you another thought. We worked hard to earn our license and giving away our knowledge and tools for free isn't in my opinion in our best interests. I ask them to consider me if they change their minds and want the help of a professional and wish them success. Some call me and I get the listing. I am honest with them if given the chance to talk to them about the benefit of using a professional I can usually win them over. But I do thank you for  freely sharing your marketing stradegy. I do not think my way is the only way to do anything. 

Posted by Sally Morris, SOLD IS NEVER HAVING TO SAY YOU'RE SORRY (Greenwood Realty ( Greenwood SC )) almost 10 years ago

Bryant, fantastic letter.  I have been lax in pursuing FSBO's here in Lake County, Ohio.  This letter is just what I need to get back in the game.  Thank you!

Posted by Christine Hart Howlett, Keller Williams Greater Cleveland NE (Painesville and Eastern Lake County) almost 10 years ago

Hi Bryant... this is a very well written letter and, as you pointed out, it engages the seller and sets the stage for further communication.  Way to go.

Posted by Steve Shatsky almost 10 years ago

Thanks for the well written fsbo letter Bryant.  I'm sure that myself or someone in the office can put this to good use.

Posted by Marcus Barber (Exit IH-10 Realty www.RealtyPromo.com) almost 10 years ago

That is a great letter, have you had good success with this one?

Posted by James Lyon (Vista Pacific Realty) almost 10 years ago

I have not regularly gone after FSBO'S. Do you really sign it " Your future Realtor?"

I am going to print this off and give it some thought- thank you for sharing :-)

Posted by BethAnn Long, Realtor, CRS, e-PRO, Spokane Wa Real Estate (RE/MAX Inland Empire) almost 10 years ago

Great letter BB... I will take you up on your offer. Now for the FSBO help kit......

Posted by Roland Woodworth, Q Realty - Power In Real Estate (Q Realty) almost 10 years ago

This is actually great to have.  We don't have that many around here - but from time to time they crop up and i haven't had much conversion success...actually NO conversion success.

Posted by Ruthmarie Hicks (Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605) almost 10 years ago

Hi BB -- Great letter.  You write so well.  Heck, if I were the owner, I would call you!!!

Posted by Chris Olsen, Broker Owner Cleveland Ohio Real Estate (Olsen Ziegler Realty) almost 10 years ago
Great Post! Thanks for the sample letter. I have copied it and plan on putting it to use! Thanks.
Posted by Ryan Crozier, Avon Indiana Realtor (Red Door Real Estate) almost 10 years ago

thanks for the great post Bryant, having something that sounds professional makes converting FSBO's into listings so much easier.

Posted by Thomas Feng (Coldwell Banker Residential Brokerage) almost 10 years ago

Ooohhh I like it!  Thanks for sharing this with us!!

Posted by Wendy Rich-Soto, Realtor Strategize, Stage, Sell, Owner of SellingLASouthBay.com @ the WRichTeam (Keller Williams Realty, LA Harbor) almost 10 years ago

BB - I have added your FSBO letter to my library of sample letters.  Thanks.

Posted by FN LN almost 10 years ago

Hi Bryant. I like how you offer some things of value. ~ Lana

Posted by Lana Robbins Realtor ® Licensed Real Estate Broker, Florida and Washington Real Estate (Aloha Kai Real Estate) almost 10 years ago

Broker Bryant.  Great letter, but FSBO prospecting can be very time consuming.  I prefer EXPIRED prospecting.  Here is an idea, I offer a free website to all FSBO.  See www.4NMFSBO.com

Posted by C. Lloyd McKenzie, Living Albuquerque almost 10 years ago

Love the idea-do you get alot of calls from FSBO's?

Posted by Lisa Schlitz, Realtor - Wellington, Florida Homes 561-214-3216 (Home Run Real Estate, Inc.) almost 10 years ago

Thanks!  Will definitely bookmark. Not seeing very many FSBOS in our area. But you never know! Great calls to action.

Posted by Dick and Dixie Sells, Realtors, Tampa Bay Florida Homes For Sale (Sells Real Estate, LLC) almost 10 years ago

Thanks for sharing one of your systems. I've bookmarked this post!

Posted by Cheryl Ritchie, Southern Maryland 301-980-7566 (RE/MAX Leading Edge www.GoldenResults.com) almost 10 years ago

WOW!! Thanks for stopping by.

OK I wrote this letter 3 years ago when the market was very slow and I was soliciting FSBOs. I don't any more and haven't for a couple of years. I do however work expired listings. Expired listings are my bread and butter.

However when I did use this letter it got results. 

The best way to work FSBOs in my opinion is to knock on their door and have a face to face conversation. There was a time when I would spend Saturdays riding around my market area talking to FSBOs. I picked Saturdays because they would be out working in the yard of having a garage sale. I'd just walk over and have a conversation. I ALWAYS came home with at least one new listing.

My suggestion would be to print about a dozen FSBO letters and place them in your car in envelopes. When you are out and about and see a FSBO just write the address on the envelope. Then it's a simple step when you get back to your computer to see who the owner is and drop the letter in the mail. You may just surprise yourself and get a listing.

It's just one more thig you can do to get business.

 

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 10 years ago

Bryany- you keys points are exactly right- they may not call right away- but eventually they may call. I especially like how you addressed the selling issue-trying to sell them up front, is not the way to get it done.  ALthough the majority of agent will push too hard int he beginning.  Give them some breathing room and make the appointment-even if you don't get the listing, keep cultivating the lead.

Posted by Allison Stewart, St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904 (St.Cloud Homes ) almost 10 years ago

Great letter.  Thank you for sharing it or should I say reposting it from your previous blog.  I will definately tweak it and merge it with the one I currently use.

Posted by Robin Lundholm almost 10 years ago

Bryant~  Great post!  Thanks for sharing!!  I'm going to put a few spins on this one myself and start using it on my FSBO leads!

Posted by Stephen Arnold, CRS, GRI, SFR (HomeSmart Elite Group) almost 10 years ago

Good letter - I like your approach. 

 I do think that one problem sellers are facing is fallen home values, and difficulty with fair appraisals. 

Paying a realtor's fee, as much as they might prefer the service, may cut into any margin of profit they need, particularly if the home is new and the equity amount is low.

Once again, nice approach and letter!

Posted by R.E. Renée Hoover, Salesperson, Poconos, Pike, Wayne, Monroe Counties, PA; PA/NYS (Century 21 Geba Realty, Milford, PA; Licensed in PA & NYS) almost 10 years ago

Thanks for sharing your secrets Bryant.  How many letters do you send?  Just one, or a series?

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) almost 10 years ago

BB, I'll send a kit all right. Bet mine will be different than yours! Thanks for sharing your tips.  Erica has a good point too.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) almost 10 years ago

Great letter, thank you! I noticed you mentioned working expired listings, do you have any suggestions on how to go after these listing?

Posted by Natalie Clarke (Galveston Island Real Estate) almost 10 years ago

We are seeing less and less FSBO's in the Ann Arbor market. I think sellers realize with the inventory we as the Realtor community don't need to call or knock on their door to see the house.

I have been using your expired letter for a  couple of months so this is also something I will consider using. I have never really done anything with FSBO's.

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) almost 10 years ago

Great letter, but if you're going to send this out you definitely need to know how to work short sales, which I know you do!  I would think that the majority of FSBOs today are upside down for sure.

Posted by Tamara Inzunza, Close-In Alexandria and Arlington Living (RE/MAX Executives) almost 10 years ago

BB-

I always enjoy the nuggets (and sometimes boulders) of info I get from your blog.  I'm one of the few agents in my area that actively market to FSBO's.  Most of my listings last year were former FSBO's.  I've been looking for a really nice intro letter and this is just what I've been looking for!  Thanks for putting it out there!  I hope to really ramp up my business this year and I think this is just one of the pieces I needed!

Posted by Kathy Jackson, CDPE, Your Tri-State Real Estate Expert (RE/MAX Midwest Real Estate Group) almost 10 years ago

Bryant, I think many of the FSBO, are hesitant to call Realtors due to the fact they have no equity in the property. They are hoping to save the commission and find a buyer with more money than sense...this is a long shot bet to make when you are in trouble. The Call to action is exactly what will tip them over the edge and ask for help. Thanks for the perspective it helps to see others thought on the same issues we all face.

Posted by Steve Loynd, 800-926-5653, White Mountains NH ( Alpine Lakes Real Estate Inc., ) almost 10 years ago

Hi there,

I really appreciate you sharing this letter. FSBO's are one of the avenues I'll be exploring soon. However, I did notice that you mentioned in the comments that Expired listings are your bread and butter. Any advice you could give along those lines would be great because that is what I'm currently targeting in my area.

Thank you again for your generosity. It's always great to see those willing to share.

Sedie

Posted by Sedruola Maruska (Exit First Choice Professional Realty) almost 10 years ago

BB - this is perfect for anyone who is trying to pick up a few extra listings from FSBO's. Of course a lot of homes are fsbo's because they don't think they have to money to pay us.

Posted by Larry Brewer - Benchmark Realty llc (Benchmark Realty LLc) almost 10 years ago

Thank you for sharing and well written.  I will be bookmarking. 

I have use similar approaches.  Like yours better.

Posted by Mark Watterson, Utah Real Estate almost 10 years ago

Bryant,

Thank you for sharing....I like how you offer THEM something of value in your contact....too many try to make it all about themselves as agents....

Posted by Lori Churchill Cofer, Realtor - 509-330-0086 - Pullman, WA (Beasley Realty) almost 10 years ago

Bryant,

Excellent letter, I'm going to use it this week. Thanks for the advice.

Brian

Posted by Brian Madigan, LL.B., Broker (RE/MAX West Realty Inc., Brokerage (Toronto)) almost 10 years ago

Uncomplicated, to the point, and non threatening.  Great letter.

Posted by Cynthia Smitherman, DESIGNATED BROKER, ABR, GRI, REALTOR REALTIST (Emage` Fine Properties, LLC) almost 10 years ago

Good ideas, I have found expireds are much easier too.

Posted by Cory Fitzsimmmons, Realtor - Denver, CO ReThink real estate group (ReThink Real Estate Group) almost 10 years ago

Bryant,

Excellent plan for working with resistant owners. Developing rapport with them before creating a business relationship can only be good for all. Even if you don't get their business, I'd bet chances are good the FSBO owner would reccomend you to someone who has chatted with him about buying or selling a home. Thank you for posting this!

Bruce

Posted by Bruce Kunz, REALTOR®, Brick & Howell NJ Homes for Sale (C21 Solid Gold Realty, Brick, NJ, 732-920-2100) almost 10 years ago

This is the perfect way to start a realationship with someone. Sometimes just showing people that you actually care about them can make all the difference in the world. Building realationships is building business.

Posted by Nathan Tutas, Your Central Florida Real Estate Expert (Tutas Towne Realty, Inc.) almost 10 years ago

Bryant, thank you for sharing!  I like to give the FSBO's some "help" by listing all the disclosure documents they'll need to complete in order to be legally compliant.  There can be up to 20 legal forms they need to fill out and sign correctly.  Where do they get these forms?  How to ensure they are correct?  What is their liability?  Will they be sued later?  Yikes!  That's scary to a do-it-yourselfer... so the more info you give them, the better.  Because they will recognize that you're the expert and they really do NOT want to do it themselves.

With that being said, there are ZERO FSBO's here in CA because 50% of the market is short sales and 40% are REO's.  So I'll put this in my file for use in about 5 years from now... But then again, we can use for short sales too, because our goal is to GET AN APPOINTMENT with them, then we can explain our method.

Regina P. Brown

Posted by Regina P. Brown, M.B.A., Broker, Instructor (MBA Broker Consultants) almost 10 years ago

I say, thank you!  This is a great way to get started with FSBOs.  Friendly and effective - the perfect mix.

Posted by Kathryn Acciari, Brand Ambassador and Business Coach (Century 21 Real Estate) almost 10 years ago

Bryant:

The agent that is successful with a FSBO will be the one that understands that it takes persistances. Like in the Internet lead conversion (which was recently discussed), the winner will be the agent that has a system and takes consistent action.

I have found the more face time that a person has with a FSBO the better.

 

Posted by Lorraine or Loretta Kratz, Certified Negotiation Consultants (Crescent Moon Realty, Inc. & Land N Sea Auctions.) almost 10 years ago

I see more and more FSBOs these days and I can't say that I blame them in many instances. I've also heard comments that it's cheaper to pay an attorney than deal with realtors who throw a sign up and that's about it. Great letter though. ;-)

Posted by Susie Blackmon, Ocala, Horses, Western Wear, Horse Farms, Marketing almost 10 years ago

Thanks for the letter.  I have been working a FSBO in my neighborhood.  He hasn't come around yet, but I am still working on him.

Posted by Susan Jackson (America's Network Realty Group, Inc) almost 10 years ago

Hmm, I like some of your points in this letter....I'll have to hold onto this

Posted by Chad & Sara Huebener (Edina Realty) almost 10 years ago

Hi Bryant, Thanks for the letter. When ever I have picked up a FSBO, they said it was because I wasn't pushy.

Posted by Wayne B. Pruner, Tigard Oregon Homes for Sale, Realtor, GRI (Oregon First) almost 10 years ago

Bryant,

Thank you for sharing the letter & the tips on working FSBO's.

What is your FSBO website?

 

Posted by Monique Ting, Your agent under the sun (INET Realty Honolulu, HI) almost 10 years ago

Barbara CalwhiteThanks for the letter!  I will book mark it for future reference.

 

 

 

Barbara Calwhite

Posted by Barbara Calwhite, 417-438-7387 Specializing in Relocation (Keller Williams Realty of Southwest Missouri) almost 10 years ago

Bryant, as usual, great stuff. I am sure not only residential but commercial realtors will benefit from this post. Thanks again.

Posted by real estate real estate almost 10 years ago

Wonderful theory- Get the appointment first, then sell them.  thanks for the letter.

Posted by Linda Jandura, Realtor, North Carolina Buyer & Seller Specialist (Raleigh Cary Realty) almost 10 years ago

BB,  

Great letter and wonderful that you are sharing with the right to use!  I have definitely noticed fewer FSBO's these days in Atlanta.  

I agree the hard sell is not what is going to work.  Provide info and let them come to you:-)

All the best, Michelle

Posted by Michelle Francis, Realtor, Buckhead Atlanta Homes for Sale & Lease (Tim Francis Realty LLC) almost 10 years ago

BB - Another great tool thanks to you. I have bookmarked the letter and will give it a whirl! I am in the process of updating my "hey, I have a buyer for your neighborhood" letter. Maybe instead of rewriting it I ought to just ask the master? (That was me bowing down in case you didn't quite see it!)

Posted by Christianne O'Malley, Exceptional Service - Delivering Results in Reno! (RE/MAX Realty Affiliates) almost 10 years ago

Hi Bryant,

I just did a mailing to some FSBOs in my area.  My next  week's mailing will probably include this letter.

I was able to call a FSBO and get an appointment.  He did say that they will be making a decision soon.  This inspired me to work others in my area, there are at least 4.  So thanks for this.

Posted by MeLisa Minter, Realtor, Bay Area Houston Real Estate Agent (Minter Real Estate Services) almost 10 years ago

Like I wasn't going to bookmark this?  Excellent resource.  Thank you. 

Posted by Lane Bailey, Realtor & Car Guy (Century 21 Results Realty) almost 10 years ago

Great letter...I must also concur with your take on getting face to face. This certainly increased the chances of conversion. I plan to use this. Thanks!

Posted by Joe Watson almost 10 years ago

Bryant, thanks for the letter and for the tips. THe non confrontational approach always works best.

Posted by Lora "Leah" Stern 914-772-4528, Real Estate Salesperson (Coldwell Banker, 170 N Main Street, New City NY 10956) almost 10 years ago

Bryant, thankyou for the letter. I am trying my FSBO campaign and no results as yet so I will give this a try.

Posted by Sasha Dear (Sasha Dear Real Estate Brokerage) almost 10 years ago

This is a great letter. I usually for free market analysis but I like the idea of mentioning mortgage and title companies.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) almost 10 years ago

Excellent letter. I will add to my marketing toolbox for my Realtor Partners

Posted by Markita Woods NMLS#196099, Queen of Mortgages - FHA, VA, Conventional, USDA (Fairway Independent Mortgage) almost 10 years ago

Great stuff to share with us about FSBO's.  I know that a lot of agents are having success with FSBO's.  They are usually open to your help once they get past thinking you are like all other agents.

Posted by Barbie Burke (Respect Realty) over 9 years ago

This works for you?  Probably like crazy.  It would work here for some but other sellers would see it as too condecending. 

Posted by Teresa Boardman (Boardman Realty) over 9 years ago

Hey Bryant, what a great letter.  Non confrontational is the way to go.  They seem to have a chip in their shoulder as it is.

 

 

Posted by Liz Flint, Houston\Tomball Realtor (832)816-8066 (Century 21 Hardee-Team Realty) over 9 years ago

Bryant - thanks for sharing your letter, very nice. I like the approach of not selling them your services. Most FSBO's end up listing and they know they will probably eventually list, they just don't want to be sold.

Posted by Monica Bourgeau, Business Coaching (New Phase Business Coaching) over 9 years ago

Thanks for sharing that great letter.  I've never been one to hard sell so love your approach~ Kudos!

Posted by Amy Jones Group, 4 Time BEST OF OUR VALLEY Winner (South East Valley - www.AmyJonesGroup.com) over 9 years ago

Thanks for sharing that great letter.  I've never been one to hard sell so love your approach~ Kudos!

Posted by Amy Jones Group, 4 Time BEST OF OUR VALLEY Winner (South East Valley - www.AmyJonesGroup.com) over 9 years ago

Solid letter, as Im sure you know. Its offering the assistance without pushing yourself on them.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

Very well done and thank you SO much for sharing!!

Posted by Dawn Nuzzi ('Til Dawn Real Estate) over 9 years ago

Bryant, your letter is very good.  But I don't believe in this type of approach.  FSBOs are avoiding paying your commission because they don't see the value in your services, yet.  That's why they don't want to hire us right out of the gate.  Giving your services away for free only reinforces that belief.  There are better ways to approach them that reinforce the value of your services and gets you a higher conversion percentage. 

Posted by Douglas Lovitt (Washington Management Company, Inc.) over 9 years ago

Thanks for sharing, Very informative. I enjoyed the post.

Posted by Jeff Colby, President/CEO (OmniQuest Media Labs - Obeo Distributor) over 9 years ago

Think Big Work Small directed me here; now I want ot ask you to measure your resulst.  How many of these letters did you send. How many did you list because of this and how many did you close in 2009?

Posted by Kathy Toth, Ann Arbor Real Estate Experts - Kathy Toth Team (Ann Arbor Market Center Keller Williams) over 9 years ago

Great letter. Too many Realtors contact FSBO's whether by phone, letter or in person and basically tell the seller's how stupid they are to try to sell on their own.

Often with FSBO's or expireds it is the agent who builds up rapport with the seller's who ends up getting the listing. Don't ask for the listing, but give items of value to the seller and many will choose you.

Posted by Jeff Launiere, Jeff Launiere (Future Home Realty) over 9 years ago

Great post ...and some great comments! Thank you Bryant for sharing.

I had solicited FSBOs myself several years back offering my services to assist them including an 800 #. The goal was to introduce the home owner to an agent by having the agent do a BPO for them to assist in pricing their home. I would have the exposure for all leads that came through the door or called the number ( call capture). Limited success at that time.

There are so many FSBOs currently in my local market that I might just "tweak" your letter and my program again sharing it with my Realtor partners.

To Your Success!

Posted by Gerald ( Jerry ) Santoro, Mortgage Broker/Mortgage Banker (Bayshore Mortgage Funding) over 9 years ago

Congrats on being featured on the TBWS Daily

I missed this post

Posted by Tom Burris, Texas/Louisiana Mortgage Pro - 13 YRS Experience (NMLS# 335055) over 9 years ago

Great stuff BB! I know of a few FSBO's that are nearby and they're getting a copy of this letter today!

Posted by Craig Rutman, Raleigh, Cary, Apex area Realtor (Helping people in transition) over 9 years ago

I noticed someone else got referred here from TBWS Daily.  Nice approach on the letter.  I'm adding this one to my toolbox.  Thanks!

Posted by Sally Lawrence, Broker, CHS, e-Pro, SFR, REALTOR® (Advantage Real Estate) over 9 years ago

Excellent FSBO letter. I will definitely implement this as part of my marketing strategy and am book marking this post!

Posted by Vanessa Calhoun, Your Greater Atlanta Marketing Guru!! (PalmerHouse Properties & Associates, LLC) over 9 years ago

Thank you for a great letter.  You are very generous to share so much.  Margaret C.

Posted by Margaret C. Taylor, St Marys/Calvert/Charles MD Real Estate Agent (Century 21 New Millennium MD) over 9 years ago

Thanks Bryant - great letter - I've bookmarked it.  Nice name too! :-)

Posted by Bryant D. Jones (Long & Foster - Moorestown and Phila Center City Sales) over 9 years ago

Broker Bryant I read this blog before but forgot to comment. I am about to start targeting FSBO's and Expired listings. This letter is going to be very helpful. Thank you sooo much for sharing. I AM VERY GRATEFUL. Great post.

Posted by Lanre-"THE REAL ESTATE FARMER" Folayan, I don't make promises.I deliver results.SOLD HOMES (Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC) about 9 years ago

BB ... I've been following your blog & randomly searched FSBO letters and of course your's comes up! I love it! Thanks for sharing your tips - it is much appreciated!

Posted by Samantha Smith, Sam I Am Houses, Simply Texas Real Estate (214.422.0729 www.SamIAmHouses.com) almost 9 years ago

Nice letter! It will certainly be referenced!

Posted by Ron Cooks, Texas Real Estate, Ft Hood/Killeen Homes for Sale (The Real Estate Marketplace) almost 4 years ago

Good Suff, Thanks for sharing!

Posted by Allan Sloley (Sebastian Reigh Group/ Latray Realty) over 3 years ago

Bryant, thank you for yet another great example.  I can see how this letter would resonate with FSBOs.

Posted by William Collins, Property and Asset Management (ERA Queen City Realty) about 3 years ago

What do you include in "For Sale by Owner Help Kit"?

Posted by Susan "suefro" Froehlich, Creatively Driven Realtor (The Fite Group) over 1 year ago

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