Is it better to pitch to a FSBO (For Sale By Owner) at their open house or by scheduling an appointment with them? This was the discussion our team had on our open house tour last Sunday. Willing to maximize our goal and improve our efforts, we questioned: When is the right time to pitch to sellers?
He feels that at the open house you never get the optimal time to introduce yourself, especially when other brokers that are previewing the property are giving you the look of “oh yeah, I know exactly what are you doing right now…”
He feels that every time you reach the point of suggesting your services you have been interrupted yet again.
He said that he gets the impression owners show no patience to brokers who think they can do better job than them!
What he feels works best for him is scheduling a one-on-one appointment with the owner where he is able to get his or her undivided attention, as well as, the most appreciation for his time and effort.
Although all of the above are understandable points, I personally feel that there’s something very essential in visiting the owner’s open house.
As an agent, it gives you the opportunity to preview and feel the property, understand who the owner is, and learn how to connect with the owner.
I think that open houses are a good way to leave and make a lasting first impression.
Furthermore, if during this open house, we get the sense that this is not the right time, the right day, the owner appears impatient or agitated, etc. we, at the very least, know how to approach the seller when we follow up with them post-open house.
Before Sunday’s outing, as a team, we had a split decision about the importance of showing up to FSBO open houses. But after a lengthy group discussion, we all agree that attending an open house will give us the chance to create a relationship with the seller and make a great first impression.
Secondly, we have a better chance to learn the property and determine if there is a buyer with whom we are currently working that this property might satisfy their wants and needs.
And lastly, we make our mark on the owner’s territory by letting him know who are:
We are The Lion Team and we are here to serve you to the fullest.
We are not here only because we know who the right buyers for your property are, but we are here to protect your interests and ensure that you made the best decisions to maximize your profit. We are here to earn your business and grow ours with your compliment...your referral!