How Robert Russell Gets FSBO Listings Without Even Meeting the Prospects Face to Face

Agent Wealth Network Live

FSBOs often scare agents away because they’re typically difficult to convert. How can we transform these leads into a lucrative source of income? Are FSBO’s always interested in keeping the commission? Is it possible to get a listing over the phone? In this episode Robert Russell, named one of the best agents in Dallas, talks about how he gets listings over the phone and creates a steady stream of FSBO leads.

The person who asks the most questions is going to be the winner of the conversation. -Robert Russell

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3 Things We Learned From This Episode

Control the direction of the conversation

The best way to control the direction of the conversation is to ask questions. This way, you get to know them a bit and point them in the direction you want while they feel in control because they do most of the talking.

You can do everything over the phone

Many agents have the misconception that we can’t win any listings unless we meet the sellers face-to-face. When the seller asks to meet us, we can simply ask them if they have any questions. If they do, answer those questions. This alleviates the homeowner's feeling that an in-person meeting is needed.

Not everyone wants to avoid the commission

Not every FSBO wants to avoid commissions, but most of them have a certain personality type that involves taking things into their own hands. The type A personality is the most prevalent among them, and we need to know how to communicate with this type of person if we're going to get the listings.

Most FSBOs have a Type A personality. This means they hate being told what to do or told that what they are doing might harm their chances of selling the home. You have to be subtle and make them feel like they are in control of the conversation. You can do so by asking them questions that lead them think about how much they know and how their effective their marketing efforts actually are. For example, you can ask them if they have ever sold a house before, or how many people came over to see the house. If few people came over, let them know why you think that happened. This gets the conversation rolling, and allows you to outline the value you can bring.

Guest Bio-

Robert J Russell is the founder of Robert J Russell Companies, a mortgage and real estate company, and the co-founder of a travel agency.

His speciality is converting for sale by owner leads, and over the years he has received numerous awards, including "Best Real Estate Agents" & "Top Residential Producers in Dallas”, and he was also a Finalist for the 2015 Broker of the Year Award.

In the present, he teaches real estate agents how to avoid running out of FSBO leads leads and convert them to achieve the same degree of success he has.

You can contact Robert at [e-mail]