So you have decided to sell your home the For Sale By Owner (FSBO) way. You have already learned the steps necessary for you to do this. What about the things YOU should say to a prospective buyer? What is important for them to know about your home? How do you overcome objections and answer all their questions? The best way for you to do this is to develop a script for yourself. This article will talk about exactly that.
To start with you can listen to the sales pitches of professional real estate agents. They earn a living selling homes, so surely they must have some pretty successful techniques. Then do the same for other successful FSBOs in your neighborhood. In the case of each group, study what they say and the methods they use when preparing their scripts. One way to do the above-mentioned step; without directly encroaching on the jobs of actual real estate agents, is to go online and observe several videos. Combine that with learning about what prospective home buyers for your town are looking for. Study all of that information, then use all of that information to develop a script of your own.
Another thing you can do after you develop your script is practice it. Have your family or friends act as a prospective buyer. Then practice your script on them. Encourage them to play Devil's Advocate with you and ask you all sorts of tough questions. You know the old saying – practice makes perfect! Nowhere is that more true than if you are an FSBO.
Some things you might want to be able to tell a prospect for an FSBO buyer include: is the property you are seeking actually available to you? Sometimes people will forget to take down their signs after it sells. Other times a seller might think they have a deal, but then it falls through at the last minute. Therefore, this is a legitimate question that could be posed to you. You must be prepared to answer it honestly and completely.
Other questions may pertain to the structure, type of property, and your neighborhood. Questions such as: how large is your home? How big is your yard? Is there a Homeowner's Association? What type of community is it? How are the schools there? Again, you must fully answer these questions as related to YOUR home. Better yet, include them in your script to begin with. Then prospective buyers will not need to actually ask them.
A great idea to begin with when it comes to writing an FSBO script is to prepare your skills and knowledge ahead of time. By that I mean – educate yourself! Take a class in selling real estate, or in preparing a real estate pitch. If you lack the time to go to an educational facility, do it over the Internet. At least watch and take notes on pertinent videos. Talk to experts, find out how they are successful. The more education you have on this, the better your chances of success will be.