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THE FSBO DOESN’T WANT TO HIRE YOU, THEY DON’T WANT TO MEET WITH YOU, AND THEY DON’T WANT TO HEAR YOUR SPIEL ABOUT HOW CONNECTING SELLERS WITH BUYERS IS WHAT YOU DO FOR A LIVING AND CAN DO IT FOR THEM. THEY JUST WANT TO TALK IF YOU CAN BRING A BUYER WITH YOU ON DAY ONE. THIS IS A TOUGH OBJECTION. TOUGH BECAUSE YOU HAVE TO EDUCATE THEM A BIT ON HOW THE PROCESS WORKS, AS WELL AS UNDERSTAND THEIR CURRENT PLAN, WITHOUT MAKING THEM WRONG OR MAKING THEM FEEL DUMB.
The key here again is to ask the right questions. Get to the heart of their plan by asking them things like “what is your back up plan if no agent can bring you a buyer on day one before even viewing the property?” Or, “Are you looking to have an agent bring you a buyer before they view your home and have a chance to market it?” You can also level with them. Say something like, “It sounds like you have been talking to a lot of agents and telling them all the same thing—has it worked yet?” When they say “no”, now you have a conversation starter and can say, “oh, well why do you think that is?”
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