1. Training Webinar
WORKING WITH FOR SALE BY OWNERS(FSBO), PAST CLIENTS AND
EXPIRED LISTINGS
Sahil Shah
Regional Manager
RE/MAX Mumbai Gujarat Maharashtra

2. Owners who are looking to sell the property
themselves and look to do all the hard-work to sell
the same are called properties ‘FOR SALE BY
OWNERS – FSBO’
Although an American term, more than 50% of our
market is FSBO
FOR SALE BY OWNERS (FSBO)

3. Primary sales by builder
Elderly people
Failed and unsuccessful real estate agents
Cannot afford
Bad past experiences
Expert and jack of all mindset
WHO ARE THEY?

4. Faster sale of property
Knowledge of market
Latest means and technology
Better marketing
Ability to negotiate and fetch a better price
BUYERS
THEY ARE LOOKING FOR

5. NewsPaper/Press Advertisements
Sulekha
Justdial
99acres
Magicbricks
Flex and signboards
WHERE ARE THEY?

6. Your geographic area
Your price points you want to work on
Your ability to cold call, door knock, mail
Your ability to hear a NO
BE CLEAR

7. You have a plan on whom to target
Call them yourself to schedule an appointment
Get a ‘Listing Appointment’
Get a ‘Preview Appointment’
You build rapport and are clear whether you want to
take the listing or not
You find out their real motivation
ENSURE THAT

8. Past clients and sphere of influence is a set of people
who already know you or have experienced your
service and so are more likely to recommend you
Single biggest source of transactions
Having a plan for them is most important
Staying in touch
PAST CLIENTS AND SPHERE OF INFLUENCE

9. Friends
Family and Relatives
Past Clients
Geographic Farm
Niche Farming Area
Buyers
Sellers
Agents in the same area
Agents outside your area
Professionals and referral partner
Vendors
DATABASE MANAGEMENT

10. 1 or 2 fliers
Personal Notes
Pop-Bys
Post cards
Gifting items of need/value
Calling plan – 2 calls a year
Remember birthdays
Email a monthly market update
Comparative market analysis / free appraisal
Client meeting
Wish Thank You
STAYING IN TOUCH –
24 contacts a year

11. Facebook Page
Slideshare
Website
LinkedIn
Youtube
Twitter / Flickr
ONLINE METHODS

12. Listings which have been in the market for long but
are not selling due to various issues are known as
expired listings.
EXPIRED LISTINGS

13. Old newspaper
Classified advertisements
Ready possession flats of builders
Old listings on portals
WHERE ARE THEY?

14. Overpriced
Lack of service by the agent
Lack of marketing plan
Wrong advisors
Wrong expectations
REASONS

15. Your geographic area
Your price points you want to work on
Your ability to cold call, door knock, mail
Your ability to hear a NO
BE CLEAR

16. Feel free to write your suggestions, queries on
helpdesk.mgm@remax.in
THANK YOU