Getting Leads from FSBOs
For sale by owner marketing for real estate professionals (agents and loan officers) has the potential of providing multiple leads from a single source. If an agent converts the FSBO into a listing then potential buyer leads are on the way. If a loan officer works with a FSBO they can pre-qualify buyers that want to tour the property, in addition to financing the FSBO’s next purchase.
This potential for multiple deals is one of the aspects of FSBO marketing that is so appealing. As one would expect in our day and age of technology, there are some tools and services out there to help you collect as many leads as possible from each FSBO you work with. For loan officers, FSBO3k.com comes to mind. There are other web programs out there, and most of them will help you collect buyer leads for a monthly fee.
In addition to website services, there are call capture services. This is a popular tool that many FSBO marketers use to collect leads when interested parties call for a “free recorded message” about the home. Mainly loan officers can use this tool, but agents use it also after the listing has been secured.
It would be wise for saavy loan officers and real estate agents to team up in their FSBO marketing efforts. Loan officers have a unique advantage when it comes to getting in the door with FSBOs: they’re not agents! But when the FSBO wants to list, the LO can then recommend the agent. This is a great win-win situation for both parties.
The bottom line is maximizing the yield from each FSBO, which is better done with modern technology and a good team of people working with the same goal in mind.