Expired/ FSBO Approach

Dear Real Estate Webmasters,

Let's face it, gaining the trust of a seller who has previously expired is not easy and becoming a FSBO's Realtor is largely based on timing. As if Realtors love the up hill battle we hurdle these obstacles daily always adding another layer to our already thick skin. The most difficult part about the expired/ FSBO business is that every seller is different and thus not everyone will respond to the same type of technique. In fact, depending on which part of the country you are in, a given technique may work or not.

Considering the large number of variables dictating whether a lead generating technique is successful it's safe to conclude that there really is no right answer. Instead we are left with the opportunity to test out which technique works best for us.

I am personally biased to mailing out information to both expireds and FSBO's because I feel it is my way of giving them the opportunity to contact me if they feel I can provide them with value. This helps me to avoid interrupting them with a phone call or being seen as a disruption.

In the event that I do call I am always interested in the soft sell rather then the "in your face" approach to marketing. I offer as much information as these sellers would like and build a relationship before ever trying to get my foot in the door. The problem, however, is getting sellers to listen.

My letters seem to generate the best response for two reasons. One, many of these sellers can appreciate expertise when they see it. If you write a letter using actual market statistics and base each point around these stats it is difficult to ignore. The second reason is that sellers who read my letters are obviously still motivated to sell. I know this because I generally make the letters long and conclude with the ways in which to contact me. If they choose to contact me I know they are serious. I would never have the ability to explain all of these facts to a seller over the phone because most people do not want to be bothered and those that welcome the call would never be able to comprehend all that I have to offer over the phone.

One example of how I use letters to gain FSBO business can be found on one of my previous Webmaster's blog by the name of FSBO VS. Realtors . Of course I changed this post to read like a blog rather a letter to sellers, yet the information is the same.

Although I feel my approach to this market has been successful I am always looking to find better ways to tap into this business. I am interested in hearing any of the methods you find useful within your markets. If possible please include examples of dialogues or letters you use because we may all be able to benefit from one another.

I look forward to hearing what you find successful.

Sincerely,

Michael Pennisi

www.MichaelPennisi.com - The Key To Your Dream Home

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