Real Estate Agent Tips: How to Convert a For Sale By Owner (FSBO) - Tips with Bryan Casella

what's up everybody BC here I'm here with Loida and the video today is going to be on viz bows I know phys bows is something that is almost like forbidden territory for a lot of people or you feel like you know how to like them they're mean I don't want to call them they're difficult etc etc a lot of disempowered thoughts and beliefs towards Fizz bows this video should help you a lot with phrases feeling more comfortable approaching them the right mindset to really make your calls more powerful and then when you get in front of them you'll have a certain conviction that will come across to them and they'll be more likely to hire you right I think people think about physicals the wrong way she's gonna bring up a lot of maybe objections dialogues and things that you might hear we'll give you some responses and some other perspectives to really make this a lot easier for you because visibles are awesome I see a Fizbo I already see my sign in the yard yeah that's my mindsets a bore I see I need help and you've heard that from other trainers and is true they need your help statistically it's proven they sell for less and they take longer to sell right plus all the legal risk and liability we know that now you just need to communicate with them in a way that they understand it and they get it right and the first one I do too that does that usually gets the listing and gets the business all let her take over we'll go over some stuff and I really hope this video will help you out because we we become very good with vis bows and even if we don't end up getting the appointment or we don't list them it's because they decide not to sell or there's a factor a condition that does not allow us to do so okay yeah so recently I've been calling a lot of his bows and it's probably something that I've been focusing on also when I roleplay and what I've noticed and many of you guys have probably gone through this as well is that you won't always get the appointment on the first call perhaps you might think that oh I want to be the first one that calls because I want to get the equipment and then by the time all the other agents call like I will have any competition but many times it's not like that so what I want to share with you guys is the importance of following up with those his bows especially if they're brand new on Zillow or wherever it is that you find them you'll see that many times on the first week they're gonna get tons and tons of calls from agents however in the beginning when you first initially talked to them they might tell you oh no you know what right now I don't need your help maybe call me back in a month and maybe we'll see from that so many times I've done that I've called them back a week two weeks later by the third or fourth week when I finally speak to them again they tell me you know what I think we're probably gonna be talking to agents because I haven't really had any offers and I only get calls from agents which is getting really annoying so it's really important for you to follow up because if they've seen that you've been genuinely interested and been calling them they're gonna remember you when it gets to that point do you want to touch on that a little bit well and before I even touch on that for all the agents to call stop bullshitting them and tell me you have a buyer if you have a buyer you're not gonna take it to a Fizbo now if you have that one buyer who happens to be a fit for that and yes you can tell them that but 99% of you calling maybe not watching this video but the other agents that tell them it's because all you do is you feed into their mentalities they don't need to list the home and they can just have agents called right when in reality we know there's 50 agents calling them and here in Southern California there's about a hundred thousand licensed agents which one you think is gonna get the more money so by you bullshitting them not only are you lying you're not acting in their best interest which is again so stop doing that okay now when it comes to the follow-up it serves many purposes right a lot of people are do it yourselfers I'm not in the sense of something like that like I wouldn't go to court represent myself which is basically what a Fizbo is doing however I'll respect that you know I'll push but only to a certain extent if you come off as the aggressive pushy no one's gonna want to do business with you okay certain personality types you have to push a little bit more than others I get that however there's a fine line between assertiveness and aggressiveness and just being obnoxious right because I I know I have the skill and potential to pound anybody on the phone to get them to say yes to me but that's not the way to go okay so by you following up not only are you respecting them and demonstrating that but you're also displaying that you're professional when you're saying hey I'll keep in touch and I'll call you back if you're talking to him every three or four days and maybe you're giving them updates on the market or just thing hey how's it going you're showing genuine interest like she said about also you're demonstrating to your professional who follows a system if you say you're gonna keep in touch and you don't and then you call them six weeks later in their mind they're like okay he said is gonna keep in touch and he called me six weeks later but if the other agents calling them every three or four days the other guy probably has a better chance of getting that listing or coming into the listing appointments the one who's kept in touch more is gonna be more credible in the sellers mind and that's very important yeah and also along with that I want to share this quick story so recently I called a Fizbo and the funny thing is that he himself is a broker in another state and when I initially talked to him I asked him you know if all the numbers work and even aside from commissions and closing costs we could help you net the money that you need in your pocket would you at least be open to that conversation and he did so I pre-qualified him I asked him what was the amount that he was looking to net this was a vacant property and I also asked him how much would be the least he would be willing to sell it for so after running all the numbers we saw with Ryan were like you know we can't help them because they are pretty much unrealistic about the price and we're not gonna take another price the same for it to just sit there so what I did is then I called it back and I tell them you know what based on what you told me that you want to do I ran the numbers and it doesn't make sense for you to sell your properties so at this point it's better that you hold onto it and I'm telling you this because we're straightforward we're honest and we're not gonna be asking and tell you that we can sell your property for more or that we have buyers and you know he really appreciated that and he told me okay you know I really appreciate you telling me that I'm gonna keep it on the market for a week or so and see how that goes and you know I did what we weren't been talking about follow it up so I followed up with him a week later and he told me you know what I am gonna hire an agent because I see that there's a better benefit and me paying the Commission because all I'm getting is calls from agents and so if you definitely want to talk I'm open to that to the conversation right now pause he came to us yeah I just wanted to say that it's not like we we followed up with him but he was like you know what I want to work with you and that's important because how many of you get a physical to say yeah I want to work with you please help me right you may get it every once in a while for the fact that we were honest and open and not needy that's the thing you never want to come off as needy or pushy or self-serving and when we do that we're demonstrating hey we're listening to you you said X it looks like what you're doing right now is like you're trying to get Y and X doesn't fit in with Y so don't do it and he respected that and then he reached out to us which I thought was cool yeah and also touching on that you know when you actually turn away a listing because you're not at least we don't we never take over prisoners things they'll see oh you know what these agents they're not in it just to make money they actually care and want to help me which is why I wish out to him until you know what we can't help you because what you want is not realistic and you're better off just keeping your property and that's something that they're not used to hearing when there's a yeah that's a basic concept of NLP basically you know if you're calling an expired for example just to throw a different example and you know you say something to interrupt them or throw them off because they're used to hearing a certain thing from somebody you say something to interrupt their pattern I will it's short circuits the brain and like whoa and suddenly they're interested or they're at least a lot more likely to talk to you right and it's something that will stick out in their minds so if 20 agents called said the same thing got hung up on then you hit him with a pattern interrupt they're gonna at least hear you out or you will stand out in their mind and that's the whole point of that and that's basically the example what she what we did wasn't necessarily all together a pattern interrupt but just that phrase and itself was a pattern interrupt in the moment yeah because they're so used to hearing agents hum oh yeah you should tell us also and then here I'm saying you know what you should keep it why do you want to sell it and then so that kind of sticks in their mind so then that's why he remember me not just for that but also for prep for providing him with that important information about the cops now I want to go over some phrases that usually have been throwing off just those when I've been speaking to them recently and you know usually they tell me you know what right now we're not thinking about hiring an agent because we really want to save the Commission and you know it's all about the bottom line for us and Lloyd uh sounds to me like you guys want to net the most money correct yes so if we could help you get it sold and still net you the money you need in your pocket maybe even more is that something it'll be good for you well how can you do that that's a great question and the 40 families we helped last year asked us the same question and we actually got them the result by getting as much or more money in their pocket than they thought do you think we can do the same for you okay pause a little bit different from what I normally say it however I know a lot of people might hear that and they're like what do I say right and and there's so much you can say like watch hit me with that objection again we want to say the converse we want to say that I got it so Loida is the most important thing to selling it on your own or netting the most money okay so if we could help you and still net you the same amount or more would you consider interviewing us now I mean the number is if you can actually help me net more but how can you do that Commission that's a great question when we get together we're gonna go over that I'm available today at 5 or a smaller six better for you okay okay again you don't want to handle all the objections upfront you want to handle just enough to get the appointment right now the video is going on 10 minutes now I see we don't to make it too long but what you want to do is say you know it's a great question always affirm what they say and then move on and instead of the meeting say you know what that's that's not everything or they could say you know what we're gonna do it on our own got it now Loida I understand you want to save the Commission I get it you know right now you're only exposing your home to a fraction of the buyers that are out in the market are you aware of how many agents there are here in Southern California over a hundred thousand did you know that right you said you have about 30-40 brokers calling you every day yeah so would you like to expose your home just to the 30 or 40 brokers calling you every day or would you rather expose it to all the $100,000 $100,000 tomorrow 6 I'll share with you how we can help you expose it to those buyers that's only one thing but we can help you do much more and if we can help you expose it to all those buyers 100,000 agents with buyers you think that's gonna help you net more money or less money more money right not good again just another example I might say it a little bit differently but you see home how I'm reframing the conversation she wants no Commission I said you want no Commission or higher net and of course is gonna say higher net and then I take it from there all you need to do is agree with them then offer a solution agree with them offer a solution agree with them take them over here it's all about a step process just step by step process think of an assembly line right it's very simple you just have to keep talking know what you're talking about be confident when I pick up the phone and I speak to a visible I know they need me so why would my speech not come off confident or why would I not really want to help them right because if I if I help her this issues of Fizbo and she makes more money guess what I make money I make money she makes more money everybody's happy I get a sale she sells her home faster with less hassle and risk and she puts more money in her pocket what's wrong with that because I get a lot of comments here by people watching on YouTube well you guys are sleazy you're just calling to get a listing no I don't get listings I've sold every single this thing I've taken I'm calling to sell the house and guess what when I sell the house they sell it quicker and they put more money in their pocket I just happen to get money in the process for delivering a result and I don't get paid until it closes so when it closes I will have earned my commission at that point am I right or am i right yeah yeah so hopefully this video has helped you guys and has answered a few questions that you guys have had when it comes to business if you have any other questions go ahead and put them in the comment section below don't forget to Like comment share and subscribe and we'll see you guys on the next one

Channel: Loida Velasquez

Views: 28,394

Rating: 4.8296623 out of 5

Keywords: real estate, realtor, real estate tips for agents, bryan casella, kevin ward, mike ferry, tips for new real estate agents, For sale by owner, fsbo, listing presentation, listing appointment, lead generation, prospecting, cold calling, door knocking

Id: 9hxsYRHvB1k

Length: 12min 28sec (748 seconds)

Published: Wed Jan 27 2016