FSBO Fortune with Emily Peckham (June Session)

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When we know of a great thing – we want to share it. And a couple months ago, our minds were blown by the system Nashville-area agent, Emily Peckham, shared around communicating with For Sale By Owners. As it turns out, many of your minds were similarly blown. In that vein, when you asked for Emily to come back and teach again, we listened. After all, in her first four years in the business, she sold over 140 FSBO homes. She knows this segment of the market. And lucky for us, she came back to the Pivot: Shift Ahead community to take us through the basics of how to reach out and make a connection with FSBOs in our own areas.

We know, reaching out to owners that seem to be set on selling their homes themselves can be intimidating. But what these homeowners often don’t realize is how much money and exposure to potential buyers they are leaving on the table when they try to sell their homes themselves. All too often, they waste valuable time and money when they “go it alone.” Sure, they get people who want to come to see their home – but are these buyers qualified to purchase it or even looking in the right price ranges? As Emily shared, when we reach out to FSBOs (while following all the TCPA and Do Not Call laws) we can help current FSBOs avoid the same pitfalls that others have faced before them and educate them about how we can help them get to the closing table safely, legally, and with the best sale price possible.

It’s true that like any potential seller, you’ll be facing objections you’ll need to overcome to win over their trust. But their objections are strikingly similar. And Emily reviewed tactics for overcoming two common objections: “bring me a buyer” and “I have a friend in the business.”

And perhaps most key in the teachings she shared in this FSBO session was the importance of follow-up. Emily endears herself to potential clients by being genuine, easy to talk to, straightforward, and consistently in touch. She mitigates the hesitation of being one of the many realtors a FSBO may hear from each day by making light of the situation. In recognizing what the potential client is likely experiencing on the other side of the door (yes, a multitude of realtor reach outs, pushy salespeople, and bargain hunting buyers) she becomes a person that the homeowner not only likes, but trusts too. And when a person knows, likes, and trusts you, business relationships are formed.

If you’re like us and want to deepen your knowledge about how to attract and handle FSBOs in your business, you’re in luck. Emily Peckham will be back to cover the topic in-depth starting mid-June (recorded for you to watch and rewatch!) and downloadable resources, including everything that you could possibly want to work with this segment of the market at a high level. Visit FSBOfortune.com to learn more and sign up!

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