Farming Expired Listings

In areas where there are additional FSBO properties, make notes on the report to include the details that you’ve discovered about these properties.  If you need other details that you may have not been able to find out from your brief visual inspection, feel free to call competing FSBO’s.  Simply identify yourself as a real estate agent and inform the homeowner that you deal with a lot of buyers and that you may have some that are interested in homes in their area.  Make sure that you ask if they are willing to pay a Buyer’s Agent and if so, find out what percentage commission they are willing to pay.  This will help you later during your Listing Presentation.

While the comparative analysis is certainly a critical element of your listing presentation, it is not the only tool that you will need when meeting your client.  You will also need a ‘Listing Kit Folder’.  Most times your Broker will have these folders prepared in advance.  They will include the listing contract, property disclosure statement, lead paint disclosure, commission structure as well as various other documents that might outline the myriad of services that your Broker offers.  They should also include a Sellers Expense sheet on which you can outline an approximation of the expenses that your seller will be responsible for.  It is vital that your Seller know in advance an idea of the expenses they will be responsible for at the property closing.

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