Kevin Ward - FSBO Objection Handler: "Bring Me a Buyer"

[@theernalrealestategroupatk707]

3:44-3:58 and 4:08-4:21 is what you need to listen to in order to know what to say to FSBO and improve your chances of converting them into listings. IF YOU DONT LEAD THEM ON NO B.S THAT I have a buyer for your listing. Thank you very much for sharing that.

[@Queenorkhaleesi]

OMG! That was my question! Thanks for answering Kevin! And yes, I meant FSBO. I called literally five in a row and after they said you can help by bringing a buyer, I chocked. Thanks so much Kevin for helping real estate agents get more yes's in our business, and in our lives. Have a good day!

[@ryanburton8198]

This is without a doubt the most common objection when contacting FSBOs and even expireds. FSBOs say it EVERY time. I use this script, and try this handler, it works but its hard to get it out smoothly. I still get stumped and stopped in my tracks from this objection regularly. But the overall approach to honesty and adding value does make the most sense. Great videos.

[@MMAEXTREMEBRASIL.]

Another great vid. I am using your scripts and they work, all you need is the energy when you call. Great vibe brings great vibes and awesome results.

[@EdwardMagallonMBA]

I want to be a FSBO KING! I get nervous thinking about calling them, so it must mean that I must do it!

[@theernalrealestategroupatk707]

Edward Magallon -Are you calling FSBO's now?

[@myRealtorCarl]

This is great, and relevant 8 years later.

[@victorc.9072]

I love Kevin's script. I don't like to switch and bait prospects.

[@clevelandrealestate]

Hey Kevin, just wanted to comment on your video. I've watched your stuff for years now. Love your "no BS" approach. I fully subscribe to your methods. 342 transactions last year, so clearly it works, right?

[@Eric3Frog]

Wow! Great job! How big is your team?

[@clevelandrealestate]

@@Eric3Frog about 25 agents, many are part-time

[@Eric3Frog]

@@clevelandrealestate That's a big team! Thanks for your response.

[@myworkshows2398]

Hi there, i just started as a real estate agent and we try to get the appointment my saying that we wasn’t to preview houses even though we might not have buyers and I really don’t like it. I just don’t think it is ethical. Just wanted to ask you ” do you use the straight approach like he did in the video? And does it work more often than the BS method?””

[@clevelandrealestate]

@@myworkshows2398 this is just one opinion, but if you call FSBOs with the intent to preview because you "have a buyer" or "if you find a buyer", aren't you just reinforcing to the FSBO what they are doing is working? They don't need to list to get agents to work for them, to bring them buyers. 9 out of 10 FSBOs end up listing according to one report I read. Find other ways to bring them value, but don't make up stories you'll have to back pedal on later. I'm no @Kevin Ward, but check out the training videos on my channel, if you're interested

[@NeilCowancowannetwork]

Hey Kevin, thanks for all your awesome information it really has helped me a ton! Question for you, how would you handle this FSBO objection, "we are going to wait for a few more weeks and then if we decided to list we have an agent in mind already"? Thanks Kevin!!

[@rayw.colbertjr.3017]

Hey Kevin great Video, are you a Realtor or Investor?

[@mendyhooper7401]

FSBOs usually price their homes unrealistically high, but still hold the belief that the price is reasonable. We tell them "I can get your property sold and still net you the money you need in your pocket" to get the listing appointment. What will happen during the listing presentation after we show them the realistic price for their property which can be much lower?

[@MrJk2346]

If their price is unrealistically high, they won't sell. Eventually, they will become frustrated. The goal is to be the ONE they turn to when they are ready to sell. My fear for most FSBOs is that they will sell for substantially less than the value of their home. NAR data shows that FSBOs sell on average for 18% less than homes sold by agents. FSBO sellers need our help. Be there for them. Help them sell the home, even if you don't list it. You may lose a few, but you will gain much more. Come from contribution.

[@billyhoward2201]

You will net them more money than they can sell on their own. You are never saying I'll sell your house for the price that you're selling now or more. You're saying I'll show you the right price to sell it for the most amount of money possible. Which they don't know how to get to.

[@UltimateBargains]

After presenting the CMA to the overpriced FSBO, she said to me, "I don't care what other homes have sold for. I know what my home is worth!" Eventually, the home sold for exactly what the CMA predicted.

[@jodibryan3011]

Ty Kevin, I love your style.

[@B0risPetrenk0]

& never forget to "look for real motivation".

[@officeaddict33]

FSBOs are tough. I've never met one that was not over-priced and some are control freaks. I keep a spreadsheet of all the FSBOs within a 15 mile radius of me for mailing and also follow them and most do sign with an agency. Is there a "sweet spot" when it comes to time in contacting them? They won't list with you 2 weeks after they go FSBO. They seem to need time to sit on the market and get hit with the reality of a failed FSBO attempt. I wonder what people are seeing for how long it takes a FSBO to realize FSBO won't work. 90 days? 120 days? I always send custom FSBO postcards (on heavy card stock) right after they list their FSBO and some seem to like the low pressure approach because as we all know FSBOs get pummelled by agents seeking to list them.

[@stevenbillington6421]

Love your videos man!

[@MarcoHernandez-vm6ed]

Hello Kevin, I called a FSBO And she told me her daugther is a R.E. Agents and if she needs to listed will be with her not someone else, What should I say to her?

[@Brent34973]

they have their own script they say their the listing agent or they are a broker how would you respond to that almost 80-90% homeowners now a days say that they are realtors or they are the listing agents even though i find it hard to believe.

[@maikaimakena9424]

Such a great video 🙌🙌🙌

[@ethanhorizon]

Hi Kevin, Great Video. (i bought your book as well). I tried, but seller said "you don't have to come to my house, i can emailed/whatsapp you all my interior photos, then you bring me the buyer". How do i handle this objection?

[@clevelandrealestate]

Hi Ethan, your goal is to get the appointment, right? I think if we've learned nothing else from COVID, it's that our business can be done virtually. How about a Zoom listing appointment? Here is a video I did (unlisted so it's not normally "viewable") giving my coach a virtual listing appointment: kzbin.info/www/bejne/Z6K6ZoerntJ8gMU

[@kun_fu_taco4775]

The way the seller thinks is just like when you sell a used car by owner. You list it at a few hundred $$ extra because you know buyer's will always ask for a discount. This is why sellers ask for an outrageous amount.

[@jasonmartinez7667]

I want to be a Listing King 👑

[@MsPlevy]

How do you respond to a FSBO who says he has plenty of brokers bringing qualified buyers and that he will only list with someone who has worked the listing?

[@MsPlevy]

***** Thank you--I just used those words.

[@brewerdw]

What do when they have their house on the mls?

[@selinda2009]

Kevin, what if it is a transactional licensee and they are not being represented?

[@ralph0808z]

@@selinda2009 Too tough of a question I guess. It's been 4 years to date since it's been asked. I'll ask another one that will probably go unanswered...KW asks the FSBO," What if I can bring you a buyer, you pay the full commision, and you still make enough to satisfy your net results to make the move happen?!". That script isn't revealed in the video. Getting your buyer to over pay is the magic I guess, not converting a FSBO.

[@clevelandrealestate]

@@ralph0808z Kevin has so many views and comments, I noticed he doesn't have time to answer them all. I'm a fan, but also a team leader and primary lister, about 300 deals/year. In most cases, if it's on the MLS, you can't contact them directly unless they contact you first. That includes MLS-only "no-service" listings. I've not heard the term "transactional licensee", but it sounds like the same thing, on the MLS with no agent working for them, but it's probably the same answer. If they've listed, you can't contact them. Ralph, your script is good...it speaks to providing value. Mr & Mrs seller, if you could net what you want, would you consider hiring me? Let me show you how we do it. I have always used this approach, not lying or pitching a fake buyer, but instead showing them the value you can provide

[@richardmadsen3149]

I came up with a script for FSBO. "Hell will freeze over before I bring you a buyer." And, then I have a face which looks like I'm about to start a fight. And, then I spit on the ground. (I actually haven't done that but I think about it sometimes.)

[@richardmadsen3149]

Kevin, I like you bro. And, for that reason I'm going to give you some advice. Watch the episode Tapestry from Star Trek the next generation. It will be worth your time.

[@arseniyermolenko5788]

What to do if FSBO doesn't want to pay anything ( not even to a buyer's agent )?

[@JuancoPRoFlow]

Move on, find another lead.

[@Miami.florida.realtor]

This happened to me the other day.. ugg

[@clevelandrealestate]

You have to show them value. Do they not want to pay because they don't understand what they get in return? If you can convey your value, maybe they will list. You have to get to their core objection. Is the objection actually "I won't pay commission because I want to net as much as possible!"? If so, show them how they can net more by using you.

[@CryptoVin]

Oh, it's so hard to work with a fsbo. Oh, poor baby, can't handle hard work? How short sighted to leave thousands of dollars in commission on the table because of your stubbornness. Man, business must be great!

[@johnnysatty]

CTLawInfo you're kidding right? I'll never buy from a FSBO again, it's a fucking nightmare 99% of the time. Plenty of other homes for sale

[@vitaligent]

How about respecting their wishes to sell it themselves instead of spamming them? When I get calls like this about my FSBO, the agent gets one star on Yelp.

[@raykw5271]

thats pretty ridiculous...

[@billyhoward2201]

Why would you do that to someone who is just trying to do their job and help someone who might actually be thinking about listing their property with an agent?

[@chynadoll33015]

Im sure no ones wishes to keep their property on the markey for half a year. Its pretty crappy to one star someone thats just trying to offer the expertise the FSBO probaly needs

[@randyallday3109]

🖕🖕🖕🖕 david you little twerp