FSBO's and baby birds

[Sherry McQuage]

Ever had an "Aha!" moment? I did recently after working with some FSBO's (For Sale By Owners). Overcoming objections and pushing for a close just don't feel right to me. Learning about what others need really gets me curious...

When I was about 8 years old, my dad, sister, and I found a baby bird that had fallen out of its nest.  We gave it some milk and put it back in the nest...we gave it what we thought would help it, and let it know we cared.

Decades later, I learned that birds don't drink milk....who knew that mama birds don't have nipples?  We thought we were helping the baby bird, giving it milk to strengthen it so the ordeal wouldn't end its life.

The first few FSBO's I contacted just didn't seem to understand that I was trying to help them; I would verbally counter their objections and tell them why their way probably would not work.

After successfully helping (listing and selling their property) quite a few FSBO's, it occurred to me to analyze what I was doing differently. Why were so many trusting me now but not before?

Here is what I realized: I learned. For weeks I had been listening to podcasts about converting FSBO's into listings. Use your ears and heart to listen for the emotion behind their words...learn the most common reasons people decide to sell a property themselves...put myself in their shoes and imagine what they are worried about or fear.

Provide a solution for their problem!  Listen to see if I can actually help them--some have sold property before and don't need assistance.  Some are in a hot market and can sell at a price they like with no trouble.  Others have gotten a buyer under contract and things went wrong...many others have been burned by a previous real estate agent and are distrustful of all agents now.

As I read about and listened to FSBO's, my understanding of their problems expanded. My earliest attempts to help/convert FSBO's into clients were like giving the baby bird milk because I thought that is what they needed.

Experience and research have allowed me to weed out the FSBO prospects that don't need my help...and to provide what those FSBO's that really do need guidance actually need: empathy, listening, expertise, and guidance.

There is no way to tell if that long ago baby bird survived.  

Ironically, though I was trying to help it...instead, it helped me.  Do some research, listen to podcasts (Bigger Pockets has some great ones), and figure out what the other person/bird actually needs.  Then, simply provide it.

Remember, FSBO's are like baby birds. They have needs. Do research and talk with them so that you give them what THEY need, not what you THINK they need.