How to Make an FSBO Seller Realize Your Value

The key to getting more FSBO listings this week is getting FSBO sellers to realize the value you provide. If they can see everything you do for them and how amazing it is, they will knock on your door for your services. FSBO sellers will gladly pay you for the value you provide them.

So why don’t FSBO sellers list with an agent?

The #1 reason FSBO sellers don’t use real estate agents is because they feel agents provide little value in the process. They feel real estate agents just put a sign on the ground, a box on the front door, and list the property on the MLS.

For FSBO sellers to realize their value, you can’t tell them yourself. They must come to this conclusion for themselves to realize that you are different from any other real estate professional and that you provide value like no other. They can and will figure this out if you give them the opportunity to do so.

One of the most powerful ways to make FSBO sellers realize your value is to get others to say it for you. Verification or third party testimonials give you great validity and give the FSBO seller a sense of confidence about your work.

For each testimonial to work, it must include the following:

• A reference to the location of the property that was sold. If possible, the actual address that you sold.
• The testimony should include the struggle the FSBO seller had in trying to sell the house himself.
• How they came to find you and their experience with you from start to finish.
• A way to contact the source of the testimonial, if possible, is a very powerful way to make the new FSBO seller comfortable with the testimonial.
• A photo of the FSBO seller giving the testimonial must be available.
• Testimony should be audio or video recorded for maximum effect.

Having others provide the reasons why other FSBO sellers are using it is a quick way to increase the number of FSBO sellers you have. If you don’t have previous FSBO sellers, but you can provide the FSBO seller with other previous sellers you’ve helped in the past, this will also give them a sense of confidence in your services and demonstrate the value you’ve provided to your previous clients. Remember that making the FSBO realize your worth without you saying the things you do yourself will automatically set you apart from your competition.