Live FSBO Cold Call: How I Set an Appointment With a Super Confident FSBO

Hey guys you're gonna watch a for sale by owner call that I made and I set an appointment with this seller there are a few things that I want you to notice when you're listening to this call this particular seller he's out of town he's not in my area and I requested a zoom meeting and he said well I don't know if I want to get it on zoom but I'd be willing to get on a phone call with you and I'm like okay sure you could you could have a listing appointment over the phone when I was selling real estate we didn't really use zoom or video conference and I had a lot of absentee owners where I actually did a listing appointment over the phone so you

Need to be versatile you need to think outside of what you think the way things need to be the other thing that I want you to notice with this particular seller is he's very confident and he said to me over and over and over again I am not interested in listing with a realtor right now and that's common I mean you could expect every for sale by owner to say that to you I went around that conversation several times and I said I understand you're not interested in listing the property with an agent clearly that's why he's selling on his own and at the same time if you saw a benefit a financial benefit if you believed you could sell it for more money

Would you be open to considering a different option and he would say no not right now and I went around this conversation several times and he said well if you want to run comps you know you can go ahead and do that and then we could talk and I said sure I'd be happy to run the comparables so we could figure out what's the highest price you could sell a property for and when we speak would you also allow me a few minutes to share with you how and why I feel so confident that I can net you the most money possible sell it for the highest price where you would end up with more than if you sold it yourself sure I'd be willing to give you the time

When you listened to this call there were so many points on the call where I could have just given up and hung up and saying this is not worth my time understand that a for sale by owner without knowing who you are and what you can do for them they're not going to tell you over the phone sure come list my house I mean could that ever happen yes and it's happened to me because I've made tens of thousands of prospecting calls but it's it's an exception and not the rule the rule is what you're gonna hear this is how how you have to handle a call to be able to set an appointment because right now this seller that you're gonna hear me talk to obviously he's not ready to list with me has no idea what I do who I am and he's set on doing

Things a certain way because he doesn't realize that it's not the best way for him to do it so keep that in mind as you're listening to this if you have any questions you can put it on the comments I'll be happy to answer I'd love to hear your your comments on this particular for sale by owner call make sure you subscribe to the channel here's the call hello hi is this steven speaker steven this is Jackie I'm a real estate agent here in the area notice you have your home for sale by owner huh yes I am yeah I decided to give you a quick call just because I work with buyers and sellers in the area I just wanted to see how things are working out for you

Well it's only been it's only been up for two weeks down there a week ago and just putting a sign out front doing nothing else I had 15 people wow come by and I had three three decent offers but not what I want okay wow so you're doing you're doing pretty good yeah steven uh the offers you received weren't exactly what you wanted were you able to counter them or see if something yes I did yeah I did and and like I said they didn't want to do that high so they said thanks I've got a couple canadians that have talked to me from canada that are coming down yes uh in the next month and they want to see it and they're very interested in it yeah their friends in fact one of their friends owns the unit next door to me oh so okay so they

They probably already know the area and know what you what you have yes they've been they come down every year in rent they just didn't come down the last year because they coveted right right uh and this year because of it but they're coming back they opened the borders and they're coming back and they know my neighbor and they come down and rent in the area but they're looking to buy now so yeah are you are you somewhere uh not you're not in the property or living in the property I live in georgia oh oh okay okay yes this is a second home like a vacation my mother used to live right down the street from me and she was in her 90s yeah and we had that so we could go down

And see her yeah and visit with her and whatever and she passed away a couple years ago so yeah we don't get down there that much right the house is sitting empty we go down once in a while yeah and so and since the canadians aren't coming I had a couple of canadian husband and wife that for three years came down in november and stayed till april and they were fantastic well I'm sure you know it's an excellent time to to be selling it I mean this is like the hottest market in us history so you couldn't have picked a better time we don't know how long it will last but it's it's been really really good steven is saving the commission the reason why you decided to do this on your own instead of using

An agent well part of it is yeah I didn't want to get into the commission and the other part is sometimes it's a pain when you get people that come in and want to do I'd rather have cash offer and uh a lot of people want to try to mortgage and then you tie it up while they're trying to get the loan and then these buyers because they they can't make offers and then these people can't get the loan for whatever my my son's a mortgage burger yeah so he deals he deals with people all the time and he always runs into issues where people do stupid things like they get pre-qualified they know they got the money and then two weeks before they want to buy a house they go out and buy six

Thousand dollars with the furniture or I I hear you the bank comes back and says yep sorry I can't give you the loan now yeah and uh yeah and so it falls through and then they got to reapply and you know just on and on so far everything I've has been cash cash offers everybody's been willing to pay cash it's just a lot of them have been low balling right well and you know that's not to say that you cannot and I understand all the issues with mortgage I mean your son is a mortgage broker I've been in real estate for 25 years I've sold thousands of properties in in broward county and in some indate county so I I understand um I understand the process the and and cash buyers are

Great except they they use the fact that they're paying cash as leverage to get a lower price generally you know they're they're not necessarily the buyers that are going to pay you the highest possible price and the comment you made about somebody like a week two weeks before they're about to be approved for a mortgage they go make a purchase I mean those things happen but it's not it's not the rule I mean those are exceptions to the rule if they're especially with your son being a mortgage broker when when you have someone a buyer that is pre-approved with a really a mortgage broker that you trust you know because sometimes you get a pre-approval from I don't know

What and it's not it's not legitimately what it's supposed to be so he does he does a full loan yeah oh I'm sure I'm sure you're yeah no doubt about it but he doesn't do like a lot of times and I had this happen when I bought my second house up here yeah the realtor who was recommended to me was great and she talked to my wife and asked her information and said oh okay you're approved for this well that didn't mean squat to the bank right because she didn't get the financials she didn't get our credits she did she just asked her how much do you make right yeah I know you know my son does it where he gets all your financials all your debt all your whatever he actually puts

It in and because he's a broker and he works for his own company right well and and he doesn't want to waste his time when you're improved with him you're a person yeah 100 stuff you're good yeah you're good to go yeah yeah no and I agree with what you're saying on the cash but right now in the in the market a lot of northerners coming down yes they're paying top dollar with cash I mean yeah yeah you could well my neighborhood yeah even georgia yes the house stays on the market two days yeah I know south florida is great later it's sold in fact I live in north north georgia northeast georgia yes outside atlanta yes and uh we just had a lady the other day that put a sign up where realtor put a sign up and within three

Hours had two offers and one guy came in with cash and bought it cash yeah I know I look I I I get it I know it's been the market in south florida has been the same there's some signs right now that it's just starting it's not going down by any means but it's not as hot as it was it's a little stabilizing a little bit but yeah you're you're right I mean they're still cash buyers and and I didn't mean to say you wouldn't be able to find a cash buyer that will pay the absolute highest price but you know they they want to use the cash as leverage so and and then you know I I don't know if you thought about this steven um the thing is and I understand

How you're thinking because obviously if you don't if you don't pay a real estate commission you know the math in your head is okay I don't I'm not against paying the commission because what they can do is sell it for the price higher to cover the commission so if I get what I want out of it yeah then I don't mind paying the commission as long as I'm getting the bottom line number that I want that you need okay okay so yeah it's so so x amount of dollars you raise it to cover the commission sell it for that I'm happy right well and I'm not going to sell it for my price and then have to take the commission out of my I understand I understand and stephen so let me ask you this I

I mean I see I know where your property is I I see it but I haven't done any kind of research so I couldn't over the phone tell you sure I can sell it for this price or that price I mean I'd be insulting your intelligence um any le any real estate agent that has experience knows there's some research involved to really figure out what's the highest price that a property can be sold for so here's what here's what I'm thinking you're you're under no obligation would you be open to setting up a 20-minute meeting on zoom we could do it on a video conference I will do some research and determine we can discuss it and determine what's the highest price that we can sell it

For in today's market and I'll also share with you what is it that I do differently that would get your home sold for actually more money than you could sell it on your own for so you know you could look at that information and then you could decide if it's an option that you might want to consider would you be open right for a 20-minute meeting I had my son my son went through and ran the comps in the development okay and because are you familiar uh I am yes okay because most of the units and there are yeah they sell for almost nothing yes mine my house uh I was built by jacobson yes and I was very involved in the building of the house it it

Was upgraded completely in fact the instead of on the outside okay on the outside yes yes I have upgraded insulation I have double pane windows yes I have knocked down upgraded granite and stainless kitchen and this is a home yeah I understand when you go to when you go do the comps what you're gonna find the highest unit was my neighbor next door who sold two years ago right and there hasn't been one a hud house or on the golf course I'm on the golf course yes and it's sold other than hints so there aren't to deal with because you can't I understand it a hundred percent okay and and when there's a property like yours that is unique in a certain area all of the features that you have and those differences are all taken

Into consideration you're right your property is not going to sell for the same price that the next door for and and that that's the case regardless of what it is or where it is you know as real estate agent as a real estate agent with my experience even though with a cash buyer you may not need you won't need an appraisal although the even a cash buyer could request an appraisal they're entitled to have it appraised but it's not necessary you know needed for for because there's no mortgage involved but that's how when an appraiser comes in to appraise a property they compare the property to other similar homes that have recently sold and if they're not enough there's not three because they need three comparables

In in usually six months they have to go a little bit outside there but they have to an appraiser can never go to the the lender and say sorry I cannot appraise they have to they have to figure it out and they take into consideration all of the things you said that your property has that are different than the comparables they say well this one stephen's home is worth more money because it has this it has that that the others don't have that's how they come up with the appraised value it's not because it's it's very rare that when you do an appraiser you're comparing oranges and oranges it's always apples because no home unless it's there it's

A cookie cutter neighborhood they're usually not exactly the same so adjustments need to be the interesting thing too there is my neighbor's house next door is my exact house okay yeah I put mine in he came and looked at mine yeah he did the exact same floor plan an exact same house a year or two later than me yes but like I said he didn't he sold it two years ago yeah and the market has changed drastically exactly and all of those things are taken into consideration if you want to run comps and find you know and do that you're welcome to do I don't really want to get on the zoom call if you want to call me back and tell me what you found and what you think that's well and and that that's fine if you prefer to do it over

The phone that's okay too here's what I what I'm proposing steven is this I I understand the math and the logic behind I'm gonna sell it myself because if I don't pay a real estate commission or at least you know portion of the commission um I'd be able to keep more money and I would like to run the comparables so we can figure out what's the most we could sell it for but I I'd also like to take a couple of minutes and it won't take more than 20 minutes of your time because obviously I respect your time I don't want to waste it and it won't be a waste of your time I'd like to take a few minutes to share with you how and why I have no doubt in my mind that if

You were to consider working with me you would end up with more than if you sell it yourself so you can take all of that information and decide what's best for yourself so we we could do a phone call I've had multiple multiple realtors call me yes yes like I said to them I've only done this for two weeks yeah I was down there for a week and got multiple and now I'm up here and I'm still getting calls from people down there yeah and I've only done it for two weeks so yeah at this point in time I'm just going to consider continuing this way right and see we're not in any position that we have to sell it the house is paid for I understand there's nothing

I have to sell it or do so if at this point um you know we're not in any hurry and if need be when we don't sell it right now it's not a problem and at this point I just want to keep it as by owner for a while and see what happens I got you okay okay I I I understand if you want to go and run comps for you you know tell me what you think that's fine okay but at this point I'm just going to keep it as by owner okay we could do the comps would you would you at least to be open to hearing why I you know the reasons why and how I'd be able to net you more money because because here's what I'm thinking stephen you so you sound like a really smart person okay and and I mean this

Obviously you know what you're doing and you're not in a hurry but regardless of the time whether whether you sell it now a month two months six months from now I would imagine that more important than how long it's going to take to sell it is um selling it for the most money possible and keeping as much money as possible that's more important than when you sell it wouldn't you agree with that yeah so yeah so I mean in the end and you again this is there's no pressure here obviously you're under no obligation but it if you if you actually felt that it could be financially beneficial for you to work with me instead of selling yourself I imagine that you would at least

Be open to that possibility not do it but at least consider it like look at it and yeah no and I understand I mean I wouldn't expect you to say sure come list my house now because I mean you don't know who I am you don't know what I do you don't even know how I'm I'm talking about yeah I'd be able to net you more but you're like I don't know how that could be possible I understand the math doesn't even make sense but if it made sense to you then you know maybe and again and again you're about the 10th realtor that's called me yeah yeah and they can do this and they can do that and they sell this many houses they've been in the businesses and yeah right at that point right now yeah I'm going to keep it by owner yeah see what

Happens okay and and like I said if you want to do the comps and talk about them yeah you can do that okay well and just did it for me before we listed it right and uh looked at everything yeah and uh you know if you want to give me your perspective over his that's fine okay he was a realtor for many years and then he went into the business with two partners and created a mortgage company right he's a broker now right so uh yeah I know I've been doing it for 15 years he's not doing this yeah I understand and I I respect that and I I I can tell you stephen if you're open to the to us looking at the comparables together and also hearing how and why like I said I'm confident that I can I can benefit you financially I would like

To meet with you because I I feel like once you once you look at that information you might have a little bit of a different perspective because even though you you've talked to a lot of agents you've had the very experienced agent that you had a conversation with I I'm confident to that what I'm going to share with you it's not anything you've heard before and as a smart person I'm sure you would look at it and then hey you decide what's best for yourself so what time would be good we could set up 20 minutes I'll give you a call back I'll have all the information and would you be open maybe around three or four o'clock today sure okay probably four o'clock would be better four o'clock is better okay

Sounds good stephen my name is Jackie is this the number good number right to reach you back at 4pm excellent okay I appreciate the opportunity I'll talk to you at 4 pm okay thank you bye-bye