Jim Remley shares his top tips to double your inventory.

1. FSBO Farming
Top Tips to
Double Your Inventory
FSBOListingGuru.com
Jim Remley

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5. Fire-up Your
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Debra Trappen
March 25th, 2015

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7. FSBO Farming
Top Tips to
Double Your Inventory
FSBOListingGuru.com
Jim Remley

8. Brought to you by:

9. Deb Helleren
&
Mel McMurrin

10. Jim Remley
⦿ At 19 listed over 150 properties in a 12 month period -
listed as top1% of REALTORS nationwide.
⦿ Principal Broker/Sales Manager at John L Scott Medford
⦿ Author of 3 books -
o “Make Millions Selling Real Estate”,
o “Real Estate Presentations That Make Millions”
o “Sell Your Home in Any Market.”
⦿ Writes weekly for Realty Times and Broker Agent News.
⦿ Accredited Luxury Home Specialist Designation.
FSBOListingGuru.com

11. FSBOListingGuru.com
Jim Remley
FSBO Farming
Top Tips to
Double Your Inventory

12. Failure
Anticipation
Prospecting
Slowdown
Low Listing
Inventory
No
ClosingsExit
Real Estate
Downward Spiral

13. For Sale By Owners
Are normal people…..

14. For Sale By Owners
Except for this guy...
I would
avoid this
guy…

15. Agent Assisted Sales High

16. So ... Why Do They Do It?
Most Important Reasons to go FSBO:
• Did not want to pay commission fee: 49%
• Sold it to a relative / friend / neighbor: 26%
• Buyers contacted seller directly: 11%
• Agent was unable to sell home: 7%
• Did not want to deal with an agent: 4%
• Seller has real estate license: 3%
• Could not find agent to handle transaction: <1%

17. Why Does a FSBO Need You?
Give me
five
good
reasons
I need
you?

18. 8 Reasons FSBO’s Need You!
1. You can sell their house for more money.
2. You understand how to complete the many contracts,
forms and disclosure statements.
3. You do this full-time.
4. You have the market knowledge to price the home
competitively.
5. You can be objective, handle criticism of the house, and
focus on how well the homes suits a buyer.
6. You can assess buyers’ ability to afford the property and
help them locate the best places to obtain financing.
7. You know how to negotiate and overcome objections.
8. You can get the transaction closed.

20. Most Difficult Tasks for FSBO’s
How can you use this information in the field?

21. The Key to Winning:
Relationship Building!
• More than 8 out of
10 FSBO’s will end
up listing their
home with a
REALTOR.
• Will it be You?

22. Two minute break

23. FSBO Power Package - Only $39

24. Fire-up Your
Personal Brand
SecretsWebinars.com
Debra Trappen
March 25th, 2015

25. CALL US:
Agents: (888) 510-8795 Brokers: (866) 697-3308

26. with
Hillary Hirtler
Homes.com
8 Minute Presentation
Following Jim Remley
Introducing
Local Connect

27. Back to Jim

28. Where do you find them?
• Driving Neighborhoods
• Newspaper
Advertisements
• Craigslist / On-line ads
• FSBO Websites
• Referrals
• Advertise for them

29. Where do you find them?
• Driving Neighborhoods
• Newspaper Advertisements
• Craigslist / On-line ads
• FSBO Websites
• Referrals
• Advertise for them

30. Where do you find them?
• Driving Neighborhoods
• Newspaper Advertisements
• Craigslist / On-line ads
• FSBO Websites
• Referrals
• Advertise for them

31. Where do you find them?• Driving Neighborhoods
• Newspaper Advertisements
• Craigslist / On-line ads
• FSBO Websites
• Referrals
• Advertise for them

32. What about a Letter?

33. Cooperating Agent Approach
Hello my name is <Agent Name> I’m with John
L Scott Medford - I noticed your <ad/sign>. First
I want to tell you that I’m not calling to ask for a
listing, and I respect your decision to sell on
your own. But I do have a quick question.
If I had a buyer that would fit your home would
there be a possibility that I could show the
property?

34. Relocation Approach
Hello my name is <Agent Name> I’m with John L Scott – Medford I noticed
your <ad/sign>. First I want to tell you that I’m not calling to ask for a
listing, and I respect your decision to sell on your own. But I do have a
quick question: When you sell your home will you be staying local or
moving out of the area?
<Local> I have access to hundreds of homes through our MLS system.
Would you like a list of some homes that may fit your needs?
<Out of the area> My Company has a national Referral and Relocation
program to help folks like you relocate to other areas of the country.
Would you like some free relocation information on where you’re moving?

35. Helping Hand Approach
Hello my name is <Agent Name> I’m with <Company Name>. I
noticed your <ad/sign>. First I want to tell you that I’m not
calling to ask for a listing, and I respect your decision to sell on
your own. But I do have a quick question:
My company has put together a free For Sale by Owner kit for
people selling on their own. It’s a free service that we offer to
every private seller in the community. It includes <provide list>.
Have you received your free kit yet?

37. For Sale by Owner Kit Ideas:
Company brochures
List of appraisers
List of lenders
List of contractors
Buyer financing sheets
Tips on showing the home
Complimentary sign
Complimentary photo flyers
Property condition checklist
Copies of possible advertising

38. Appointment Setting-
Early Minor Objections
• The Three Step Method
– Listen/Empathize – I understand…
– Side Step – At this point…
– Close – Is today good… …
• I don’t want to pay a commission–
– I can certainly understand, at this point I’m not asking
you to pay anything, all I would like to do is to come by
the home and preview the property. When would be a
good time to stop by?

39. What Now? At the Home
• Be Polite & Friendly
• Ask Questions – Why, When, Where
• Take Notes/ Take Pictures
• Offer Items of Value: CMA,
Financing Information, Flyers,
FSBO Kit…
Let me ask you a question if you aren’t successful
selling on your own do you think at any point
you might work with a REALTOR?

40. 10 Free Things FSBOs Want
1. How to get your home ready for sale form
2. How to conduct an open house.
3. A lead-paint disclosure brochure and disclosure pamphlets.
4. A list of required property disclosure forms.
5. Suggested inspections often required by buyers/lenders.
6. A sellers net sheet
7. Suggestions on ways to market their home.
8. A brief overview of mortgage financing.
9. A sheet explaining how to qualify buyers.
10.A copy of the HUD 1 Settlement Statement.

41. FSBO Power Package - Only $39
• Top Producer For Sale By Owner Scripts
• For Sale By Owner Letters
• For Sale by Owner Objection Handlers
• Social Media Marketing
• The Income Pipeline
• The Psychology of the For Sale By Owner
• Ten Master Level Questions
• The Secret “Backdoor” to For Sale By Owners
• Knee Jerk Objection Handling
• For Sale By Owner Listing Letters – Six Pack
• 60 Day Drip Email/Letter Campaign
• Ten Objection Handling Techniques
• 25 Point Internet Marketing Plan
• 30 Minute Call Back Guarantee
• Seller Communication Checklist
• Homeowner Homework
• Seller Pledge – Easy Exit Listing

42. Question & Answer
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43. with
Hillary Hirtler
Homes.com
Introducing Local Connect!!

44. Introducing Local Connect!!What is Local Connect?
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50. Introducing Local Connect!!Where do you want to be found?
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51. Fire-up Your
Personal Brand
SecretsWebinars.com
Debra Trappen
March 25th, 2015

52. CALL US:
Agents: (888) 510-8795 Brokers: (866) 697-3308