How to Win the Business of FSBO (For Sale By Owner) | Gia Silva | Summit 2017 Keynote

TL;DR

Gia Silva shares strategies to succeed with For Sale By Owners.

Transcript

so you guys I'm going to share with you today the one secret the two resources and the three tactics to really win the business of for sale by owners you ready my name is gia Silva I am the owner Broker of NT Realty in Long Beach California and I'm so proud to share that in the last 12 months I've generated one hundred and fifty six thousand dollar... Read More

Key Insights

• Gia Silva generated $156,000 in a year solely from For Sale By Owners (FSBO), demonstrating the potential profitability of this market segment.
• The key to succeeding with FSBO clients is to be genuinely interested in people, as they are often unique and interesting individuals.
• Internalizing a script and making it personal is crucial for effectively communicating with FSBO clients and winning their business.
• Building rapport is essential; find common ground by observing their interests and personal details, which helps in establishing trust and connection.
• A positive attitude, or 'here comes the greatness' mindset, is vital when facing rejection or challenges from FSBO clients.
• Utilize free resources like Zillow, Craigslist, and Fizber to find FSBO opportunities, making it a cost-effective lead generation strategy.
• Success stories and testimonials from satisfied FSBO clients can significantly enhance credibility and attract more business.
• Persistence and creativity, such as following up with personal gestures, can differentiate an agent from others and help secure FSBO listings.

Questions & Answers

Q: What is the secret to winning the business of FSBO clients?

The secret to winning the business of FSBO clients, as shared by Gia Silva, is to be genuinely interested in people. FSBO clients are often unique individuals with interesting stories, and showing a sincere interest in them can help build trust and rapport, leading to successful business relationships.

Q: How did Gia Silva initially approach FSBO clients?

Initially, Gia Silva was hesitant to approach FSBO clients due to negative perceptions about them being difficult. However, after joining a coaching program and receiving guidance, she gained the confidence to call FSBOs, leading to her first successful listing on her initial attempt, which encouraged her to continue pursuing this market.

Q: What role does having a script play in working with FSBO clients?

Having a script is crucial when working with FSBO clients, as it provides a structured approach to communication. Gia Silva emphasizes the importance of internalizing the script and making it personal, allowing agents to effectively convey their message and establish a connection with the clients, thereby increasing the likelihood of securing their business.

Q: What is the significance of building rapport with FSBO clients?

Building rapport with FSBO clients is significant because it helps establish trust and a personal connection. By finding common ground, such as shared interests or personal details observed during interactions, agents can create a more comfortable and trusting relationship, which is essential for winning the business of FSBO clients.

Q: How does Gia Silva handle rejection from FSBO clients?

Gia Silva handles rejection from FSBO clients with a positive attitude, which she calls the 'here comes the greatness' mindset. Instead of being discouraged, she uses creative approaches, such as personal gestures, to differentiate herself and demonstrate her commitment, ultimately turning initial rejections into successful business relationships.

Q: What resources does Gia Silva use to find FSBO opportunities?

Gia Silva uses free resources like Zillow, Craigslist, and Fizber to find FSBO opportunities. These platforms provide a cost-effective way to identify potential clients, allowing agents to focus their efforts on reaching out to FSBOs and offering their services without incurring significant expenses.

Q: Why are success stories and testimonials important in FSBO business?

Success stories and testimonials are important in FSBO business because they serve as powerful endorsements of an agent's capabilities. Positive feedback from satisfied clients enhances an agent's credibility and reputation, making it easier to attract new FSBO clients who are looking for proven expertise and successful outcomes.

Q: What mindset does Gia Silva recommend for agents working with FSBO clients?

Gia Silva recommends adopting a mindset of positivity and persistence, encapsulated in her phrase 'here comes the greatness.' This attitude helps agents overcome challenges and rejections by maintaining enthusiasm and creativity in their approach, ultimately leading to more successful interactions and business with FSBO clients.

Summary & Key Takeaways

• Gia Silva explains how she achieved significant financial success by focusing on For Sale By Owner (FSBO) clients, sharing her secret, resources, and tactics to win their business.

• The key components of her strategy include being genuinely interested in people, internalizing scripts, building rapport, and maintaining a positive attitude despite challenges.

• She emphasizes the use of free resources to find FSBO opportunities and highlights the importance of leveraging success stories to build credibility and attract more clients.