Top 10 Marketing Strategiesfor RealEstate InvestorsPart 6-B FSBO’sTargeting Properties “For Sale By Owner”

“To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” Douglas Adams

Now that you have your “Hit” list, you are ready to start calling your leads, (or hire someone else to do this – I use this company for my Virtual Assistants: http://tinyurl.com/2ulcobp). It is important that you use just the right words when talking to sellers, focusing not only on information gathering but also building a relationship and trust.

Make sure you read this script in detail before you make the first call as there is a lot of improvising that you sometimes have to do. It’s a good idea to practice on a live person, (a friend), just to get comfortable with saying it so it doesn’t sound like you are reading.  You want to sound natural.

FSBO 1st CONTACT  SCRIPT

PROPERTY LEAD FOUND ____________________________________________________________

INTRODUCTION:
Hello my name is (Your name here) I was calling about your house for sale, is it still available?

Q. Are you the owner of the property? Are there any other names on title? How is your name spelled?

A. Owners Name: ________________________________________Date_________________________
Q. I have the address listed as (repeat address back to them or in case the address is not listed get it at this point) is that correct?

A. Property Address: ___________________________ City: __________ State: ____ Zip: ___________

Q. Is there a Cross Street, Subdivision, or  Landmark nearby? (Get the general location of the property if you don’t know where it is)

A. __________________________
Q. Ok and what number is the best to reach you?  if I have any more questions?

Daytime: __________________  Evening: ___________________

Cell Phone: _________________ Email: ___________________

Q. So could you tell me a bit about the house?
Notes: Keep in mind they will want to tell you all the good stuff. Just let them talk all they want about it. (Take Detailed Notes here on the unique things that make the home valuable.)

Q. After they have described their home to you use this phrase exactly.
“Gosh that sounds like a wonderful home why would you even consider selling it?” Write down the reason they are selling and take detailed notes on the conditions and why they are selling. (This is the most important part of the call as for you the investor knowing the reason and motivation for selling is the key to making an offer that will work for them. Let them ramble on as long an necessary you want as much information as possible in this portion take detailed notes and maybe even record the call if necessary)

…. If not interested, this is a good time to gracefully exit the call. Just thank them for their time and let them know you will contact them back if you find there is an interest.

…….If still interested, go on with questions not yet answered about the house

Q. So could you tell me a bit about the house?
Notes:

Q. Has it ever been listed with a realtor?
A:  Yes / No Explain:

Q: Ok, so what is your homes value?

A: _____________________
Q: How did you come to that value?

A: ____________________
Q: How many bedrooms does the house have?

A:__________________
Q: How Many Bathrooms:

A: ___________________
Q: What is the square footage?

A: ____________________
Q: On a scale of 1 to 10 1 being practically condemned and 10 being like new, what is the condition of your home?

A:  (Circle One) 1  2  3  4  5  6  7  8  9  10
Q: What is owed on the first mortage for the property?
Q: If there is second  mortgage, what is the balance of the 2nd?

A: 1st Mortgage. ____________________ 2nd Mortgage. ___________________

Q: Are there any other liens on the property?
A:  Yes / No   Explain:
Q: What is combined monthly mortgage payment?

A: _________________
Q: Would you be willing to offer terms or owner financing on the property?

A: Yes / No  Explain:
Q: Would you be willing to lease with the option to purchase?
A: Yes / No  Explain:
Q: If I offered you all cash and closed quickly what is your rock bottom price?

A: ____________________

End Call: “Thank you so much for taking time to talk with me.  I would like to provide you with my contact information and then do some research so I can call you back with a valid offer.  When would be a good time to call you back tomorrow?

Appt Date_____________Time__________________Best Number_____________________________

  • When you call the FSBO seller back at appointment time – be prepared with to present your offer by phone, as well as information to substantiate the amount.

FSBO 2nd CONTACT SCRIPT:

I am so excited to talk to you about the house you have for sell. You see I am a real estate investor.   I buy and sell houses, handling all items for transaction and do not charge a fee like a realtor does.  I have researched your home and am interested in making an offer. Based on comps in your area, and the declining market today, I would like to offer $______________.  Then be quiet until they speak. The first one to speak here loses.  If they think that might be in the neighborhood of what they could accept,   then make an appt to see the house.  Don’t forget to bring to your appt with seller a completed contract (without final price) and all disclosures – everything you need signed.  It’s best to go assuming your offer will be accepted by the seller at this point.

Spread the news!

Tamera Aragon
www.TameraAragon.com
Top 10 Marketing Strategies for Real Estate Investors
Part 1 -Aim-Ready-Fire- Talley The Score
Part 2 – Networking
Part 3 -Business Cards
Part 4 -Win-Win-Win with Realtors
Part 5 – Classified Ads
Part 6A – FSBO’s

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