Building Relationships 101: Provide At Least 50% of the Value
by Chett Coombs, on June 5, 2017
Think beyond just turning FSBO listings into clients. First start with this question: Why does this FSBO owner think they can be successful selling their own home?
The answer may surprise you. It’s different for every FSBO, and important you take the time to understand, rather than lumping all FSBO opportunities in the same category.
As a FSBO lead accepts your professional help, they had to make a change. It takes humility to admit you need help. Show them, little by little, as you offer sincere help and guidance, that they’ve made the right choice.
Providing Value = Showing You Care
FSBO listings can be a well of sales and referrals when meaningful communication leads to a genuine relationship. Building that relationship may mean offering advice or tips for free without expectation of anything in return. This can seem counterintuitive, but think of it in terms of a relationship investment.
Providing value to your FSBO contacts shows you care about their perspective—and you may be rewarded with their listing and referrals.
Meet Them More than Halfway
In his book #AskGaryVee, entrepreneur Gary Vaynerchuk explains his personal commandment to provide 51% of the value in a working relationship. When you give more than you get, there’s not much to lose for the FSBO homeowner.
Meet your FSBO contacts more than halfway. Do this before they become your clients, and it will certainly pay off as you earn their trust and become their agent. Become a friend to your FSBO contacts and you will feel rewarded, fulfilled, and oftentimes, compensated in the long run.
Demonstrate Your Value
Show your worth by:
- Providing valuable tips to help them sell their home
- Offering links and resources to help them sell, even without an agent
- Being professional in your communication
- Respond in a timely manner
- Sending testimonials from other FSBO owners who eventually listed with you
As an agent, you need to be able to show, not just tell, your value to FSBO leads. When an FSBO owner tries to sell their own home, they think they are saving the 6% commission.
If you can show the homeowner you provide value that will be better off for their bottom line,the homeowner will see that they are getting the better end of the deal by listing with you.
Landvoice offers subscription services to get you over the hump from prospecting meaningful FSBO listings to doing business entirely from happy client referrals. Bundle subscriptions and save—not only time, but money. Landvoice is the one provider you need that offers services that send FSBO and expired leads directly to your inbox, and Call Capture, which gives you unique, unlimited phone extensions that capture potential buyers’ information and sends the contact directly to you via text message. Choose Landvoice and you’ll save valuable time that you can dedicate to taking your business to the next level.