top tips to double inventory ft jim remley

FSBO Farming

Top Tips to

Double Your Inventory

FSBOListingGuru.com

Jim Remley

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FSBO Farming

Top Tips to


FSBOListingGuru.com

Jim Remley

Brought to you by:

Deb Helleren

&

Mel McMurrin

Jim Remley

⦿ At 19 listed over 150 properties in a 12 month period -

listed as top1% of REALTORS nationwide.

⦿ Principal Broker/Sales Manager at John L Scott Medford

⦿ Author of 3 books -

o “Make Millions Selling Real Estate”,

o “Real Estate Presentations That Make Millions”

o “Sell Your Home in Any Market.”

⦿ Writes weekly for Realty Times and Broker Agent News.

⦿ Accredited Luxury Home Specialist Designation.

FSBOListingGuru.com

FSBOListingGuru.com

Jim Remley

FSBO Farming

Top Tips to


Failure

Anticipation

Prospecting

SlowdownLow Listing

Inventory

No

ClosingsExit

Real Estate

Downward Spiral

For Sale By Owners

Are normal people…..

For Sale By Owners

Except for this guy...I would

avoid this

guy…

Agent Assisted Sales High

So ... Why Do They Do It?

Most Important Reasons to go FSBO:

• Did not want to pay commission fee: 49%

• Sold it to a relative / friend / neighbor: 26%

• Buyers contacted seller directly: 11%

• Agent was unable to sell home: 7%

• Did not want to deal with an agent: 4%

• Seller has real estate license: 3%

• Could not find agent to handle transaction: <1%

Why Does a FSBO Need You?

Give me

five

good

reasons

I need

you?

8 Reasons FSBO’s Need You!

1. You can sell their house for more money.

2. You understand how to complete the many contracts,

forms and disclosure statements.

3. You do this full-time.

4. You have the market knowledge to price the home

competitively.

5. You can be objective, handle criticism of the house, and

focus on how well the homes suits a buyer.

6. You can assess buyers’ ability to afford the property and

help them locate the best places to obtain financing.

7. You know how to negotiate and overcome objections.

8. You can get the transaction closed.

Most Difficult Tasks for FSBO’s

How can you use this information in the field?

The Key to Winning:Relationship Building!

• More than 8 out of

10 FSBO’s will end

up listing their

home with a

REALTOR.

• Will it be You?

Two minute break

FSBO Power Package - Only $39

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Personal Brand

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Debra Trappen

March 25th, 2015

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with

Hillary HirtlerHomes.com

8 Minute Presentation

Following Jim Remley

Introducing

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Back to Jim

Where do you find them?

• Driving Neighborhoods

• Newspaper

Advertisements

• Craigslist / On-line ads

• FSBO Websites

• Referrals

• Advertise for them

Where do you find them?• Driving Neighborhoods

• Newspaper Advertisements

• Craigslist / On-line ads

• FSBO Websites

• Referrals

• Advertise for them

What about a Letter?

Cooperating Agent Approach

Hello my name is <Agent Name> I’m with John

L Scott Medford - I noticed your <ad/sign>. First

I want to tell you that I’m not calling to ask for a

listing, and I respect your decision to sell on

your own. But I do have a quick question.

If I had a buyer that would fit your home would

there be a possibility that I could show the

property?

Relocation Approach

Hello my name is <Agent Name> I’m with John L Scott – Medford I noticed

your <ad/sign>. First I want to tell you that I’m not calling to ask for a

listing, and I respect your decision to sell on your own. But I do have a

quick question: When you sell your home will you be staying local or

moving out of the area?

<Local> I have access to hundreds of homes through our MLS system.

Would you like a list of some homes that may fit your needs?

<Out of the area> My Company has a national Referral and Relocation

program to help folks like you relocate to other areas of the country.

Would you like some free relocation information on where you’re moving?

Helping Hand Approach

Hello my name is <Agent Name> I’m with <Company Name>. I

noticed your <ad/sign>. First I want to tell you that I’m not

calling to ask for a listing, and I respect your decision to sell on

your own. But I do have a quick question:

My company has put together a free For Sale by Owner kit for

people selling on their own. It’s a free service that we offer to

every private seller in the community. It includes <provide list>.

Have you received your free kit yet?

For Sale by Owner Kit Ideas:

Company brochures

List of appraisers

List of lenders

List of contractors

Buyer financing sheets

Tips on showing the home

Complimentary sign

Complimentary photo flyers

Property condition checklist

Copies of possible advertising

Appointment Setting-Early Minor Objections

• The Three Step Method

– Listen/Empathize – I understand…

– Side Step – At this point…

– Close – Is today good… …

• I don’t want to pay a commission–

– I can certainly understand, at this point I’m not asking

you to pay anything, all I would like to do is to come by

the home and preview the property. When would be a

good time to stop by?

What Now? At the Home

• Be Polite & Friendly

• Ask Questions – Why, When, Where

• Take Notes/ Take Pictures

• Offer Items of Value: CMA,

Financing Information, Flyers,

FSBO Kit…

Let me ask you a question if you aren’t successful

selling on your own do you think at any point

you might work with a REALTOR?

10 Free Things FSBOs Want

1. How to get your home ready for sale form

2. How to conduct an open house.

3. A lead-paint disclosure brochure and disclosure pamphlets.

4. A list of required property disclosure forms.

5. Suggested inspections often required by buyers/lenders.

6. A sellers net sheet

7. Suggestions on ways to market their home.

8. A brief overview of mortgage financing.

9. A sheet explaining how to qualify buyers.

10.A copy of the HUD 1 Settlement Statement.

FSBO Power Package - Only $39• Top Producer For Sale By Owner Scripts

• For Sale By Owner Letters

• For Sale by Owner Objection Handlers

• Social Media Marketing

• The Income Pipeline

• The Psychology of the For Sale By Owner

• Ten Master Level Questions

• The Secret “Backdoor” to For Sale By Owners

• Knee Jerk Objection Handling

• For Sale By Owner Listing Letters – Six Pack

• 60 Day Drip Email/Letter Campaign

• Ten Objection Handling Techniques

• 25 Point Internet Marketing Plan

• 30 Minute Call Back Guarantee

• Seller Communication Checklist

• Homeowner Homework

• Seller Pledge – Easy Exit Listing

Question & Answer

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Debra Trappen

March 25th, 2015

CALL US:

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