Pat Kennedy - Your Washington, DC Real Estate Connection


Working With FSBO's

     I just read a post from Dawn in Arizona.  Now I know that part of every prospecting seminar and most sales meetings deal with FSBOs.  And I also know that it's highly unlikely that I will ever go after another one for the rest of my career.

     About 10 years ago, I decided to move from an office sales manager job back to sales.  As I hit the streets, I was totally listless, and spent a weekend going to FSBO open houses.  I visited 6, followed up with 4 and listed 3 of those.  Then I had the worst month of my life!
     All of them acted totally put out when I called to arrange a showing.  Now, I thought that showings were a good thing.  They viewed them as home invasions.
     One couple had 2-year old ADHD twins, one of whom kicked me in the shins.  I came very close to kicking him back.
     One husband said his wife had to be hospitalized for "nervous exhaustion" because I made her keep the house too clean.  Now, this lady was a totally compulsive neat freak way before I came along.  And a month later, she left him for a woman.
     The third house was inhabited by total slobs who wouldn't clean up, and while that one didn't sell, I listed and sold their next door neighbor's house.  The neighbors, who did not start out as FSBOs, treated me like I walked on water - so I did.  They were wonderful.
     So, Dawn, go to a "By Referral Only" or Brian Buffino workshop.  They both do a fabulous job of helping you develop a business that is primarily referrals from past clients who love you and send you their friends, who will also love you.  Both of these programs focus on providing a high quality of service to people who will appreciate you!
Comment balloon 7 commentsPatricia Kennedy • June 17 2007 09:48PM


Sounds like good advice.  Glad you made it through Patricia.
Posted by Linda Sanderson (Coldwell Banker Solano Pacific) over 13 years ago
Great advice..It's strange that the FSBOs worked out like that for you...
Posted by Nattalie de la Mothe, Selling Atlanta Homes like a Boss (Maximum One Greater Atlanta Realtors) over 13 years ago

I agree totally.  I don't knock on doors either!


Sheri Sanders

Posted by Sheri Sanders, Realtor/Broker - Easley, SC Real Estate (Berkshire Hathaway C Dan Joyner Realtors) over 13 years ago
To each his own. There are many facets of this business. I am glad you found your nitche.
Posted by Herb Hamilton, Real Estate Broker ,CDPE, Downtown Portland (RE/MAX Preferred Inc. Realtors) over 13 years ago

While I think that the FSBO market can be a great source of business for some agents, I tend to agree with you. I think the fact they choose to go FSBO in the first place may often times hint at a disdain for Realtors or simply a strong desire to run the show, which can be difficult either way. Obviously there's a million possibilities here but  I prefer to work with past clients and their referrals and my center of influence. btw- Joe Stumpf, founder of By Referral Only is a good friend and past client who has used my services twice - making him an advocate! I wish you the best success and thanks for sharign yoru story!

Chris Sylvada, Encinitas CA


Posted by Christopher Sylvada (Simple Listing Solutions LLC) over 13 years ago
I am Dawn :)

Thank you for your ideas.  I am a new agent and ready to go.  I don't have a big sphere or even a lot of time so FSBO's seem to be the answer for me right now.  Hopefully I wil have better results than you did.  So far I have had excellent response from the FSBO's.  I have felt respected at each one, not always at first but always by the time the appointment was over.  I have converted one into a listing so far, and feel rather confident about a couple of others.  The best part for me is that this process seems to fit within my time constraints, aka my children.  

As far as Buffini goes- I would love to take his seminar.  I am working with my broker to have his training implemented at our office.  
Posted by Dawn Workman, Camas Real Estate Expert, MBA, 480-540-8100 (Veracity Real Estate Group, LLC) over 13 years ago

Dawn, I see you're still blogging here, so these FSBOs seem to have given you a great start.

Posted by Patricia Kennedy, Home in the Capital (RLAH Real Estate) over 6 years ago