For the last 4 years, I've been leading a training session called The FSBO Real EstateGame that was developed by Patti Kouri and me to help agents conquer those unrepresented sellers and help them. The way it works is using a daily teleconference call, a grid and point system.

Agents must get 10 points a day from the grid of activities that looks like this:

Daily Activity	Pts	Mon	Tue	Wed	Thur	Fri	Sat	Sun
Date	..	..	.	.	.	.	.	.
1st In Person Contact with new FSBO	3	..	.	.	.	.	.	.
Drop Off Something of Value	2	..	.	.	.	.	.	.
Sign a Compensation Agreement	2	..	.	.	.	.	.	.
Practice an Objection Handling Technique	1	..	.	.	.	.	.	.
Take a FSBO Listing	5	..	.	.	.	.	.	.
Follow Up Phone Call	1	..	.	.	.	.	.	.
Create a new benefit for FSBO	1	..	.	.	.	.	.	.
Follow Up Visit	2	..	.	.	.	.	.	.
The FSBO Real Estate Game Call/ Or Buddy	1	..	.	.	.	.

There are 30 items on the grid and the ability to add items that may not be on the list but that are building business.

On each call, there is skill building and brainstorming and masterminding. The best thing is that for the Game, agents often get outside their comfort zone because they are playing and take way more action because of the group dynamics. I have learned lots about these UNREPRESENTED SELLERS on these calls!

If your business strategies haven’t been redesigned to fit the expectations and needs of the Internet consumer, now is the time to do it. While your FSBO strategy is only one segment needed to address the Internet consumer revolution, it can be a very lucrative one. To ignore this would be like refusing to believe that airplanes were going to replace trains.

Your strategy must focus on the consumer’s style and desires and buying preferences. Sure, you think you have been client-driven…..but are you really the easiest to buy from? To get information from? To deliver to the consumer what they want 24 hours a day, 7 days a week? Do you give information first and build trust or do you expect you can hold out and think they will eventually need you?

The FSBO seller often believes that all an agent does is put a sign in the yard, run an ad, put it on the Internet and wait. Unfortunately, sometimes this is true. So these sellers figure they can do that themselves and save thousands of dollars. Or they think they are smart to at least try it, since Uncle Joe told them how easy it was when he did it! With the ability to do market research on financial options, comparable sales and the listings in our MLS systems on the Internet, this FSBO feels self-confident and cocky. You really can’t blame them. As an industry, we haven’t communicated well and educated the public to the myriad of services that we provide that they are unaware of.

Here are some additional articles on working with FSBO's that will give you some good tips:

Four Good Reasons To Work the FSBO Market

How to Capture More FSBOs by Knowing Their Style
Top Ten Questions For FSBO Sellers


Is it time for you to make some money from these FSBOs?