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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Oct 9, 2017

When it comes to FSBOs, most agents are told to go for the listing even though they might end up in conflict with the seller. Why does this approach guarantee that you’ll lose the listing?

What is the right way to approach a seller so you can get the listing ultimately? Why is agreement your way to securing the listing? On this episode, we are joined by top producing agent and coach Brandon Mulrenin who shares his revolutionary strategy for FSBOs.

Three Things We Learned

Be 100% Agreeable with the Agent

The biggest mistake most agents make when it comes to communicating with FSBOs is they try to convince the sellers that selling on their own is a mistake, which immediately creates conflict. Instead, it is much smarter to agree with them, provide them with the resources to make the process easier and then when they need more help, they will lean on you further.

They’re not a lead, they are a human being

We alienate sellers and get in the way of building a relationship with people when we dehumanize them and think of them as leads and a means to an end. All you need to do is shift your thinking and approach and remember that these are people with families, and needs and you need to build a relationship with them.

In content marketing give everything away, then you’ll attract the people that want to do business with you

Most people think it’s a smart strategy to hold onto their most valuable content so they can get people to pay for it. The right way to go about this is giving away what’s really valuable because it shows a spirit of contribution. That’s how people connect with you.

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Until you understand the importance of contribution, you’ll have a hard time reaching your goals. Sellers need an advocate and a support system, not someone who just sees them as a lead and way to make money. It’s all about showing people that you put their needs and their success before your own. The strategy with FSBOs is being agreeable on the phone so that you’re able to meet them face to face, so that you can build a relationship with them.

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