and uh and then I will here we go we are recording and then I'll pass it on to Emily so we're excited to have Emily back again for FBO Fortune gosh she is so good at teaching this and so we uh we are just excited to have you here Emily so thank you for being here and um let's kind of dive in heck yeah thank you guys for being here um I'm super excited we do this back in March and I had so much fun with it um I think a lot of people got a lot of value and so I am just thrilled to be here again to get to do this and um welcome so I wanted to um just start off by thanking you again for being here um for making this investment um in your business and yourself and I trust that if you are to take what we learned today and you're able to implement it into your business then you are uh going to see results so a little bit of background on me when I first got my real estate license in August of 2018 I I did not know where to start um I had just graduated college in May of 2018 I got married in June of 2018 I moved to Nashville in July of 2018 and then I got my real estate license in August of 2018 so life was changing very very quickly for me at that time um I did not know anybody in Nashville and so I remember walking into a class that was being taught at our Market Center in ignite um by a mentor um a now Mentor in friend of mine his name was Joe Sheeran and he was teaching about for sale by owners and guys remember I did not know a single soul in Nashville and so when he started talking about for sale by owners I was like oh my gosh this is it this is what I'm going to do right and so I started calling for sale by owners I just picked up the phone and started calling them and trust me it was not pretty I did not know where to start I definitely did not have any scripts memorized at that time and I just took out and one thing led to the next and I listed my first for sale by owner home uh fast forward that year my very first year in real estate I sold 36 homes 30 of which were for sale by owners and then my second year of real estate um I sold over a 100 homes 104 homes and 50 of those were for sale by owners and so I feel really really grateful to found a niche in an industry that can be really really challenging and I'm here to share a lot of what I've learned so hopefully you can change the trajectory of your business and your life the success that I have had with first Yale by owners has opened doors in my life that I honestly never really imagined were possible um my husband and I bought our first home in April of 2020 and we now own eight investment properties we just returned home and we were traveling in our RV for about eight months um we have a six-month-old baby girl her name is Revel Rose um guys we have the financial freedom and the space to choose what we want to do and how we want to do it we're able to give back and build a legacy for our family and for future generations and I really believe that you can too and so my Hope For You in taking this class is that you're able to implement the tools that you learn today and use them to achieve your goals around first sale by owners now whether that means you want to add a first sale by owner to your pipeline every single month um every single quarter or make it your main source of business like I had there's really no wrong answer here and you get to choose right um at the end of this class you're going to have the opportunity to sign up for my master course which is a 3-we course 2hour uh sessions each week and uh there is a ton of value in that but guys there is so much value just in this free 60-minute class I had folks who have told me that they have listed for sale by owner homes just as a result of taking this class so I'm super excited to get to share with you um I want to make sure that we are always always always adhering to the tcpa ACT the Do Not Call list if you have specific questions around the Do Not Call list then you need to reach out to your broker all right so let's why pursue for sale by owners um number one it takes very little money right it is absolutely free to call for sale by owners you literally just have to go on Zillow you can find them on Facebook Marketplace on Craigslist on for shellby owner.com you're not having to spend money on ads you're not having to spend money um for for Zillow leads it is free to call for sale by owners number number two it takes very very little time right I make all of my fsbo calls between 8 and 8:30 every single morning and then I do all my fsbo followup between 8:30 and 9:00 every single morning so about an hour a day I'm spending calling for sale by owners and I've had some people ask me in the past what if I can't get on at 8 I've got another commitment it's not so much about what time that you call I like to call at 8 first thing in the morning but if your schedule doesn't allow you to it's more about the consistency in calling another tip that I would have for you a set up an alert on Zillow with a separate email address you can do a saved search on Zillow that way every single time a new for sale by owner hits the market you can be the very first person to call them so if I do have availability in my schedule later on the day in the afternoon or the evening I'm going to go on Zillow I'm going to see what new for Shale by owners have hit the market where I get that alert again sent to my email address guys 99% of the time I am the very first real estate agent to reach out to these for sale by owners and I cannot tell you how many of them have listed their homes with me simply because I was the very first person to call all right so it takes very little time they're easy to find again they are on Zillow um Craigslist uh Facebook Marketplace for salebyowner.com but the main source that I get my first sale by owners from is from uh Zillow and then they're motivated quick sale most of the time these first sale by owners are relatively motivated right they're raising their hand and they're saying I want to sell my house they just don't see the value in hiring a realtor they want to say save money on the commission whatever it may be and so it's up to us to um show them the value in hiring a realtor but again they are typically you know motivated people raising their hand saying I want to sell my house so when I sat down and I considered all of their tools and and really the reasons why success in um calling for sale by owners and and listing for sale by owner homes the first thing that came to mind for me was the mindset that I have developed over the last several years since I got my real estate license and guys that is the mindset that I am Unstoppable I once heard a coach um and a mentor in my life say something that really stuck with me and that is if you want to learn from a successful person don't ask them what they do ask them how they think so much of My Success comes from my mindset and so when I go on an appointment with a first y bu owner or really anyone for that M matter I have a mindset walking into that appointment that I am the best real in Middle Tennessee and if someone chooses not to work with me they're missing out on the Superior Service that I can offer them right so let's talk about some facts around first sale by owners um that I think will help to inspire you um and so number one is that in my experience 80% of first sale by owners list their homes with a real estate agent within the first three weeks of being on the market right that is a ridiculously high percentage and so a lot of times uh with me specifically when I call for sale by owners I will set an appointment with them on that very first phone call and then I will list that home very very quickly afterwards and so I have a lot of people who ask me how long should I wait to call the first scale by owner you know I saw that they listed a couple days ago how long should I wait call them immediately do not wait to call them 80% of them will list their home within the first three weeks on the market again some type of alert on Zillow um and that way you can be the very first person to be notified um of that first Shale by owner who's hit the market so I trust that because you have invested your time into taking this class you want to list fsbo homes the reality is they are going to list their home with a real estate agent 80% of them it's either going to be you or it's going to be someone else so do not wait to call them number two according to the National Association of Realtors um the for sale by owner homes will sell for 15% less the median sales price for for by owner homes is 15% less than those that are listed by a professional real estate agent that means that you can charge them your commission whatever it is you charge five six 7% and still save them at least 9% by listing their home with you right and so I did not make that statistic up that is according to the National Association of Realtors number three for sale by owners attract less than 10% of buyers in the marketplace when was the last time that you had a buyer who told you they had a you know they wanted a three-bedroom two bath home and you said great I'm going to go on Zillow I'm going to go straight to all the first sale by owner listings I'm G to find you what you're looking for right probably not okay now of course we want to find our homes our buyers the homes that they're looking for regardless if that's for sale by owner off Market or on the MLS but most of the time we find what we're looking for on or what our buyers are looking for on the MLS right so less than 10% of buyers in the marketplace um are are for sale by owner homes number four they are the absolute fastest way to make a sale in this industry probably along with expired I once called a for sale by owner on a Monday morning I set the appointment for that afternoon um I listed the home that night I had photos scheduled the next morning uh we listed the home the next afternoon guys believe it or not we had a cash uh buyer who wrote a sight on scene offer and we closed two weeks later and I got a commission I mean how amazing is that right so if you're someone wants to add business to your pipeline sooner rather than later then first go by owners are a great option for you let's talk about some of the uh problems that for saleby owners face and I think this will really help boost our mindset around the value that we can provide to for sale by owner so I want you to drop it in the chat the problems that for sale by owners face what you got guys lack of time marketing screening exposure lack lack managing showings marketing there's so many problems coming and I can't even keep track uh so lack of information pricing investors lowballing them guys there are a lot of problems that first s by owners face right so I wrote down lack of exposure in marketing uh dealing with B with bargain hunters unqualified buyers uh you know how do they really know who's qualified and who's not negotiating skills I have seen a really really high number of First sale by owners except or accept home sale contingencies without a right of first refusal because they had no idea what that even is right um I also wrote down um legal liability security concerns this is not their full-time job right how are they supposed to showings um know coordinate with the different uh Title Company the lender the inspector the appraiser um how about just being involved uninvolved emotionally right or or too involved emotionally excuse me um I have been a part of a lot of transactions where if I would not have been there to kind of keep things at Bay then things might have um Fallen apart right so there are so many things um that problems that first sale by owners face that we can help them with okay so it's just about catering our presentation and our scripting toward solving these problems so I want to tell a quick story with you all um about the very first for sale by owner that I ever listed uh his name was Duncan and guys this was my very first week as a real estate agent um I did not have business cards at this point I did not have signs um certainly didn't have any scripts memorized and I just started picking up the phone and calling and so I found this uh for sale by owner Mr Phillips and uh he was um had his home listed it was actually nearby the apartment comp I was living in at the time and uh I called him again I had nothing memorized at this point and I just say hey Mr Phillips this is Emily pekam um calling about your home for sale do you need any help selling it and he said nope and I said okay I'll call you tomorrow and see if you need any help then so the next day I call him again hey Mr Phillips it's Emily pekam again do you need any help selling your home nope all right I'll call you back tomorrow so guys this went on and on and it became like the running joke between us and so finally I ended up offering to host an open house house uh for Mr Phillips and I called him afterwards um he he agreed to let me host that open house and I shared the results with him they were not great um we had a lot of Lucky L and uh nosy neighbors but no one serious and so he said okay I'm ready to go ahead and meet with you and so guys I'm freaking out like at this point again I don't have a listing presentation memorize I mean I probably spent five or six hours putting together some PowerPoint and it was nothing special I promise you that and so he agreed to list this s with me so I'm I'm going to sign the listing agreement and my hand is literally shaking because I am so scared I have no idea what the heck I'm doing I get in the car I drive back to my office and I'm like okay guys you got to help me now I how do I sell this thing right like what do I do from here and so the point of this story is that I didn't have some amazing script didn't have a great listing presentation I literally just picked up the phone and called this man every single day and built rapport with him and he listed his house with me okay so I took action and I think sometimes the difference between someone that's going to have success in anything and specifically with for sale by owners is literally just taking action and so let's talk about some tips for calling uh for sale by owners and and like we've seen tip number one is really just pick up the phone and call right I promise you that the more and more that you just take action and be consistent in picking up the phone and calling these for sale by owners the more confidence you are going to have tip number two is get used to being told no all right look do you really think that a first sale by owner listed their home on Zillow so that they could hear from gosh 50 real estate agents A Day calling them right probably not okay so when they are not so friendly with you occasionally they might use a curse word just understand where they're coming from and that they didn't list their home for Shell by owner to hear from us real estate agents so get used to being told no most of them I find are very very nice all right number three is to invest great dial um I personally use redex and y'all are welcome to email me U my email address is Emily atthe group.com I do have a small discount if you guys do want to sign up for redex um using a great dialer is going to get you through contracts quicker and ultimately allow you to have more great conversations and ultimately more listings all right now if you are not ready to invest in a dialer that is okay too I recommend that you have some type of tracking sheet whether that be just simply an Excel sheet um or in your CRM that's going to say you know when you last call them when you need to call them again notes um and basically your your plan of action and we're going to talk a little bit about follow-up um here in a minute um but again you can also set up some type of alert um on Zillow notifying you of of fsbo leads that come in number four be enthusiastic all right I recommend that you make every single phone call standing up in front mirr smiling all right um guys I once called a gentleman his name was Mr Lane and this was not a first sale bu owner that I was Circle prospecting and gosh maybe one out of every 10 first sale by owners that I called picked up the phone all right so uh you know I got I got hung up on I mean people aren't always super nice when you cold call them uh and so I get that cold calling is not always fun however if you are going to do it you need to stand out by having enthusiasm for your job and so when I called Mr Lane I said hey Mr Lane it's Emily peckam I was calling about uh your home listed on 123 Main Street and uh or excuse me he did not have his home list at the time I was calling about your home I had seen that I basically had seen that a home had sold nearby and so I was Circle prospecting and uh Mr Lane turns out he had a home to sell and so he hired me about three weeks later and he called me one day and he said Emily I wanted you to know why I hired you when you cold call me and gosh get cold calls all the time you stood out you were enthusiastic and I could tell that you were passionate about what you did that's what set you apart and that's why I hired you right so again if you want to make code calls you know Circle prospecting calling for sale by owners whatever it may be Stand Out by having enthusiasm for your job all right uh last but not least is to dress for success and so imagine that it's 8:00 in the morning uh you wake up you roll out of bed at like let's say 7:40 you're going to start calling the for sale by owners at 8 you've got crusties in your eyes you haven't had any coffee you're you're in your sweatpants still your pajamas and you're like all right I gotta today's the day I'm GNA start calling these fsbos all right now the reverse you wake up a little bit earlier you spend some time in gratitude and affirmation you've washed your face youve brushed your teeth you've had a cup of coffee maybe a bite to eat and you're standing up you're in front of a mirror you're professionally Dr ready to go out the door an appointment because we never know when we're going to get a yes and need to be ready for an appointment and you start calling for sale by owners which do you think you're going to have better success with right the latter okay so be dressed ready to go now again I get it I have a six-month old daughter sometimes I don't sleep well because she's not sleeping well and so I know that life happens but I would encourage you if you can show up ready to go all right so um let's talk a little bit about memorizing your scripts guys memorizing your scripts is the most critical thing that you can do to have success with for sale by owners um when I first got my real estate license I would practice somewhere between an hour and a half and two hours every single day I'd practice half that time with a script partner um so I could hear different objections and then I would practice for half that time I would walk on the treadmill at lunch and I would spend that time memorizing scripts okay people ask me sometimes like how do I get the confidence to call and again you do have to pick up the phone and be consistent that's going to give you confidence but also memorizing your script is going to give you confidence right how can we be confident if we don't have the tools in our toolbx okay so if it sounds a little bit overwhelming it probably should right it's not necessarily an easy task but if you can PR practice memorizing scripts and objection handlers for one hour every single day I promise it is going to make a difference in the way that you show up all right so talking about Scripts Let's uh talk about the for sale by owner call script that I use um to call fsbos I'm going to put it up um on the screen for you all to share uh for to see and then Vicki and I are going to be uh roleplaying this she's my uh my lucky fizbo today so guys remember we're standing up we're enthusiastic we're professionally dressed we're smiling and uh we start calling for sale by owners now I am going to this is the script that I use um in the Master course one thing that we will do is you'll get to watch live videos of successful appointments that I have set with for sale by owners you'll get to watch me covering objection handlers you'll also see videos that are unsuccessful right um I'll give you all those different examples and uh let's go ahead and dive in though Vicki are you ready for me yes I am okay ring ring ring this is Emily pekham with Keller Williams I'm another real estate agent calling you oh my gosh hello hey how's it going am 10 how are you I'm great am I lucky number 10 just about oh gosh you know I always joke with people when you put your home on Zillow for sale by owner all the realtor start call you isn't that the truth I know it is a a beautiful home I love the front porch that's where I would be spending all my time you um we are actually moving to Florida ah Florida what's taking you there there uh we have family there and we want to be closer to them okay do you all already have a home picked out in Florida to be closer to your family uh not yet no we w we want to uh make sure we have everything in line on this end first okay so you're wanting to get this home sold first in order to get to Florida to be closer to your family exactly absolutely well Vicki um let me ask you this if for some reason the home did not sell by owner how long would you wait before you might interview an agent I mean I want to give it some time honestly so about a month or so I'm thinking okay so you'll wait about a month or so yeah I mean I uh I would really like to see what I can do myself first hey I totally understand let me ask you this Vicki if there was uh or let me ask you most for sale by owners that I talked to they want to save money on the commission is that the main reason that you had listed for sale by owner yeah I mean the more money that I can uh make on this sale the more I can put into the house down in Florida hey I all about saving money too so I completely understand uh let me ask you this Vicki if there was a way that I could show you that I could sell the property for you and net you more money than you could selling the home by owner even after my commission is paid is that something that you'd be interested and just looking at um gosh I mean I want to give it a little bit of time but it does sound it does sound nice if you're possibly able to do that um absolutely I've got availability at 4:30 or 6:00 tonight which is better for you oh let's do 4:30 that sounds good 4:30 okay guys Vick you could have even been harder on me to be honest with you we'll talk about obje here in a minute um but notice that I didn't just now you've got the framework for the script and the the key elements are am I lucky number 10 that helps to break the ice with them um I also you know ask how long they would wait before you know before Vicki would interview an agent and then obviously ask your if there was a way that I could show you that I could sell the property for you and net you more money than you could selling the home by owner even after my commission is paid is that something that you'd be interested in just looking at that's probably the most important line in that script but what you'll notice is that I'm not jumping in to ask that question immediately if Vicki wants to tell me all about her move to Florida I really want to engage her as much as I possibly can right so that's the script um and uh yeah it's it's Rel simp right so even though we have a pretty awesome script memorized if I say so myself usually we're going to have a couple objections when we're talking to for sale by owners so we're going to cover a couple of those objections here in a minute we've got time for about two of a main eight and then the remainder will be covered in the master course but I want to talk a little bit about objections um first things first objection is a good thing yeah you heard me right an objection is a good thing okay basically an objection is an unanswered question so somewhere along in your conversation uh with a for sale by maybe you have not addressed something and that leaves a question in the prospect's mind have you guys ever been on an appointment where the for sale by owner or really anyone that you were meeting with any listing appointment they didn't ask any questions or they didn't express any objections from personal experience that's usually not a good thing right generally it means they're just not interested even if they might be you know a little abrasive at least it means that he or she is emotionally interested or involved so an objection again it means the prospect needs more in information right and expressing concerns or asking questions is how they gather that information when they say I need to think it over what they're really saying is I'm not yet convinced and I need more information to be certain of a decision or if they say I need to talk it over with my friend or my family member or really any other third party for that matter what they're really saying is I need approval and Assurance okay there's a difference though between a condition and an objection an objection is nothing more than an unanswered question right now a condition on the other hand is a barrier that prevents a prospect from selling so maybe they don't have any equity in the home or you know maybe they'd have to bring money to the closing table where they say I cannot make a decision without my spouse these are are conditions that you cannot remedy even with the most brilliant of listing presentation or objection handlers so one thing that we'll cover in the master course is the framework for handling any objection because occasionally you will get an objection that you've just never heard before so we'll talk about how to handle those but for the most part we're going to get the same objections all the time right so here's here they are number one is bring me a buyer uh number two is I have a friend in the business number three is I don't need an agent I can sell it myself um I've sold for sale by owner before I'll just list flat fee MLS I already have an agent that I would work with I don't see how you could do that one that I forgot to put up here that we will cover um later on the master course as well is um I'm not paying a buyer's agent commission and that is not necessarily new to you know the n stuff that's going on right now that's one that I've gotten every once in a while throughout my time calling for sale by owners so we'll address that one as well but the first one uh bring me a buyer who's heard this one before and a lot of times they'll say bring me a buyer and I'll pay you you know x% commission Mr for sale by owner thanks for for saying that um what I hear you saying is that you're wanting to save the additional 3% that would cost for you to hire me right and if you are as confident as I am that by hiring me you would actually more than make up for that difference in commission and put more money in your pocket you'd probably go ahead and hire me would wouldn't you I've got availability at 4:30 or 6:00 which is better for you and then I have a friend in the business who's heard this one I we've probably all heard this one right and so great Mr forel by owner can we agree that the sale of your home is a business decision in fact it's one of the most important business decisions that you will ever make with a decision that big most people that I talk to will interview at least two or three agents so that you can be absolutely sure that you have the best person representing me why don't or representing you excuse me why don't we sit down for just 20 minutes and I'll show you why so many people hire me I've got availability at 4:30 or 6 o'clock which is better for you all right so that's two that's honestly the main two that I get personally um and then we'll cover the rest um later on all right so let's talk a little bit about followup so guys followup is the name of the game um I sat down at the end of 2020 and I reviewed my number and I had a lot of ahas around followup um so in 2020 I sold 103 homes and that year uh 49 of those 103 were for sale by owner listings 37 of those 49 said yes to an appointment with me on our very first phone call and then of those 37 25 agreed to list with me on the initial appointment 12 of the 49 did not agree to list with me on the very first phone call and they required more followup and then of those 12 five eventually agreed to list with me so guys so much of my uh success has come from consistent follow-up that year if I would have just stopped ping up Al together I would have only sold 25 for Shale by owner listings instead of it says 49 it's actually closer to 50 my average commission that year was $9,000 that is $225,000 in GCI that I would have missed out on that is a lot of money right and so follow follow up with for sale by owners is super important so I'm going to give you some ideas that you can use um to implement into your business for follow up with for sale by owners and you could use this for any seller or buyer for that matter as well all right so first things first regardless of if I set an appointment with a for sale by owner on that initial call or not I'm always going to send them a text with my contact card so my contact card is just you know in my phone my contact card it's got um all of my information my email em address my website my social handles um I send that text to them immediately after we hang out the phone and then I also send them a nice to meet you video and I will play that um for you all here in a second second my level of followup is really going to be dependent on how motivated that first sale bu owner is right so I'm going to determine Motivation by asking really good questions and I'm going to give you all kinds of questions the master course that you can um ask for sale by owners to both build rapport with them and to determine their motivation but if they're highly motivated I'm going to follow with them every single day now here's an example of someone who's highly motivated they're moving to South Carolina they've already got a home picked out there it's contingent on this home selling and they're starting their job there in two months that's someone who's probably pretty motivated right so again I'm going to spend most of my time focusing on those that are motivated now just because someone tells me that they're not motivated doesn't necessarily mean that they're not motivated that might just be a tactic to get get me off the phone right so I mean think about it if if for Shale by owner takes the time to get their home listed on Zillow to take all these pictures and upload them to Zillow they're probably at least a little bit motivated right now however on the flip side if they have listed their home for $200,000 over asking price and they are not willing to come down on their price at all they're probably not super motivated okay so again it takes um practice and awareness to really gauge someone's motivation but let's look at a quick example of a follow-up plan for someone who is motivated all right so first things first again I'm going to send them a uh text with my contact card and then I'm also going to send them immediately after I hang up the phone a nice to meet you video and so you'll see this in a second uh you can either uh film a custom nice to meet you video for every single for sale by owner that you speak with um or if you want to um you can have one that is more generic so if if I were film filming one specifically for Vicki that I might say hey Vicki it's Emily pekham I enjoyed speaking with you um I'm super jealous that you're moving to Florida that sounds like a wonderful place um and thank you so much for taking my call I enjoyed um uh just having a quick chat with you I'm going to continue to follow up with you and I hope you have a wonderful day all right so that would be something that was more unique to to Vicki specifically and probably if you guys have time to do that would um set you apart from your competition all right but here's a more generic one if you wanted to just film one um and you can either upload it to YouTube and send them a YouTube link or you could have a folder in your phone that was specific follow-up videos that you send the for Shale by owners hey this is Emily Packham with Keller Williams I just wanted to thank you so much for taking the time uh to speak with me today over the phone it was so nice to meet you and Below you will find my contact card um go ahead and save me to your contacts I look forward to connecting with you in the future all right so there's that one and then I'll also send them another video getting tired of the calls and this is something I might say to the first Shale bu owner over the phone as well um it can be said over the phone to lighten the mood Al also can be um texted to them as a video hey it's Emily pekam again um as I mentioned earlier you're probably going to get a ton of phone calls from real estate agents so if you need a script to get them off the phone you can just tell them that when you list your home it'll be with Emily pekham of killer Williams Roy have a wonderful day so there's another one um and then I also sent them testimonial videos from uh past clients that I uh have worked with and so let's see here I'm just going to refresh this real quick hi my name's Debbie Burnes and I just want to tell you that my husband and I just recently sold and then purchased a new home and we used Emily pekham with killer reality she has been just so easy to work with informative uh does the leg work that she needs to do and is with you through the whole process from beginning to end and we couldn't be happier we've worked with other realators before but this was the easiest stressfree experience that we've had and made a good friend in the process so if you're thinking of buying or selling please use Emily we are so happy that we did thank you m all right so notice that I did not send a camera crew out to uh Miss Barn's house uh this was something that she just you know did in 30 seconds on her iPhone does not have to be very special was a little blurry doesn't matter all right so you could reach out to all your past clients and ask them to film you know if 30 second video of what their experience was in working with you some people ask me well I haven't sold a home yet what do I do well reach out to a former employer of yours and ask them to just film a quick 30- second video of their experience in their in their working relationship with you right um so you could do one of those two things um you could you could just continue this follow-up plan by you know using as many testimonial videos as you possibly you know could get from your past clients now one thing that we'll do in the master course I'm going to give you um two different follow-up plans that are about 45 days each um so there will be no guessing I mean it will just be a A system that you can follow and uh videos and and all kinds of things that you can send to for sale by owners I'll also give you 30 or so ideas um for following up with for sale by owners but these are some of the main ones that I like and I use every single day um now again if they are motivated you want to make sure that you're calling them or texting them at least every day um for the first week or two on the market and then maybe every um five to seven days after that okay so we want to call them a lot now we're sending text messages we're also calling people ask me what do I say when I call them right so what you say is not as important as the fact that you are actually still following up with them and calling them I think the statistic is that um after about 3 weeks 90% of Realtors are no long longer following up with for sale by owners so if you can just follow up with them for longer than 3 weeks then you're doing better than most real estate agents out there it is about staying top of mine I always get asked what do I what do I say when I call them right don't complicate it this might might sound wild but after that initial phone call with the first sale by owner what we say is not as important as uh is not the most important thing and I'm not saying that it doesn't matter at all but it's not the most important thing so normally when I call a first sale by owner and I'm following up with them let's say they listed their home on a Monday it's Wednesday I'm calling and I'm saying hey it's Emily pekham um I'm sure that you have gotten a lot of phone calls in between now and the last time that we spoke so you probably don't even remember me um but uh I'm G to Guess that you have heard from gosh at least 30 or 40 real estate agents at this point am I right so you're trying to build a rapport with them again lighten the mood and then um just say hey you know I know that it's been a couple days since you listed what's your experience been so far selling your home for sale by owner how are things going is there anything that can help you with and then of course we're always trying to close for the appointment as well so Mr for saleby owner I would love to sit down with you and show you why so many people choose me do you have availability at or which is better I've got availability at 4:30 or 6 which is better for you notice that I don't what I don't say is is 4:30 does 4:30 or six o'clock work for you you're not giving them a yes no you're giving them an either or all right um so again I'm not using some magic script I'm just asking how things are going I'm asking how their activity has been um and then seeing if they have any uh thing that they need help with or any additional questions for me or you know maybe if Vicki had told me that she was moving to Florida you know I might say hey have you seen any homes in Florida recently that have caught your eye or you know what it's super cold here in Nashville I am getting very very jealous of the fact that you are moving to Florida right so it's about building rapport with them and just getting further and further along in that conversation all right so that is pretty much all um that we have time for today um I'm going to tell you a little bit about the master course and then I want to open it up I think we'll have at least um 10 or 15 minutes hopefully for questions um here at the end um but if you got a lot of value from what we've covered today and you want to take it a step further in fact if you want to take it several step forwards then you need to sign up for the master course um this is going to be three sessions it starts on June 19th uh we have another session on June 26th and then on July 8th um these will be two hour classes in session one we're going to talk all about mindset and gratitude and affirmations how to boost your mindset how to get the inspiration to call for saleby owners we'll talk about more problems that first sale by owners face we'll talk about why first sale by owners list their homes for sale by owners so we can cater their presentation to their specific objection uh we'll talk about memorizing scripts and building Rapport I'll give you questions to um build rapport if they Shell by owners and to determine their motivation we'll really unpack that fsbo call script and we'll say we'll give you the reasons why we're saying what we're saying we'll talk about the difference between a preview and an appointment um we'll watch several successful appointments that I've set you get guys will get to watch uh live videos of me calling for sale by owners and handling different objections I'll give you all the different objection handlers that you could ever need in session two we'll talk all about followup so session two we'll talk about the importance of followup we will answer make sure that we're abundantly clear on the answer to the question how often do I follow up and what do I say we'll talk about determining a seller's motivation I'll give you spefic specific follow-up plans that you can Implement into your business so you will not have to do any guessing around followup I'll give you it says 23 but it's actually closer to 30 follow-up ideas then we'll also talk about the importance of pre-qualification and the pre-qual script in session two I don't have this written up here but we will also watch uh three interviews of former clients of mine that were for sale by owners and listed their houses with me um I'll ask some questions like what wasn't about me that stood out to you in comparison to the other real estate agents who were calling you I'll ask them what their impression of was the other was of the other real estate agents who were calling I'll also ask them what they liked and disliked about their time on the market as a first- sale by owner before they listed with me and then in session three we will talk about what is a pre-listing presentation what is include when are the benefits and how do we deliver it uh the appointment I will give you um my listing presentation script um so you'll have that and you'll also um we'll talk about how to prepare for it and what to bring on it and then I'll give you all the different objection handlers that you could ever need during the listing presentation right so we'll cover all of that and then we'll also cover follow-up post appointment guys uh someone told me that this was the most materials and downloads that they have ever gotten in any real estate training ever so you will have so so many downloads um all the scripts that you could ever need follow-up plans there is so much out there um the cost uh of the class is uh $500 however if you are a member of Inspire um there's a discount for you the course would be $400 there's also an early bird special um if you sign up between now and June 7th the cost of the class is U $425 and if you have taken again or taken it once and want to take it again it would be $150 for you here's what some of the past client or past uh folks who have taken it are saying and here is the QR code to sign up um you can also go to fsbo fortune.com and sign up there um guys I hope that you got a ton of value out of today um and I hope to see you there we're going to watch two videos um from folks who have taken the class back in March and then I'm going to open it up for questions and it looks like we're going to have at least 15 minutes um to answer some questions so we'll just watch two uh 30 or 45 second videos and then we'll dive into questions Emily pekham is a genius person she is absolutely the Emily peckham's fizbo course is hands down probably the best best real estate related class that I have taken the whole time that I've gotten my license and that's the honest of guy truth um she doesn't pull back she doesn't hold anything back from beginning to end templates text messages um the presentation everything that she does she provides it the scripts everything you are so prepared and confident all you have to do is go implement it if you're willing to put the work in um you can build a business just off of this course I'm so grateful that I took it um and I'm already seeing the benefits so I definitely recommend take the class yes there is in talking about fsbos I learned so much from her class it's incredibly well organized she gives you everything you could possibly need to create fsbos as part of your business and she's just genuinely a wonderful person I've reached out to her personally with questions on a couple of occasions and she's always gotten back to me must must must add take that class all right so we have about 15 minutes for questions I'll leave the um QR code on up on the screen um one thing that I did want to share with you is that I looked it up the median sales price in the United States $420,000 right now that would be roughly a $122,000 commission if you take this class and you are able to uh convert one for sh by owner listing as a result of taking this class you would 30X your investment so I have spent so much time putting this together and I I hope that um you all will see the value in in taking it but let's go ahead and um get some uh questions answered I see Sonia's got her hand raised hi yes so I'm um Inspire member and I want to sign up Joy I bet I don't see a code I just joined in recently is okay we will make sure that you get a inspired members should get a code sent to their email there should have been Emily let me just pop in for a second there were two emails that were sent out at 100m Eastern um so check your inboxes for um one for inspire members and one for returning attendees with your promo codes those are you know specific to you so um you know let us know to at james' Team either me or uh naen on this call or and we can help you so if you don't see them in there um but they should be in your inbox so um and we are excited to have everyone back so I will turn it back over to you Emily awesome thank you Vicki Tiffany hi Emily and thank you again for the info this has been an amazing call I did the first one the last time and this call really just gave me the confidence um to just move forward with fbl and being able to feel confident so my first listing actually ended up being a fys that I converted because of your class so thank you again can't tell you thank you enough for that um just a really quick question though do you send a consent form for your clients um when they're going to do the video like do you make them sign anything or anything like that when they film like a testimonial video yes ma'am no I don't okay I asked them permission if I if it's okay if I uh you know I have usually sent them other you know testimonials and then that same so then I'll ask them hey you know you remember when I sent you all those testimonial videos is it okay if you sent me one that I can send out to other folks you know who are listed for shellby owner and I get I do get their permission yeah okay thank you so much may you're welcome may I ask a question as well yeah I'm gonna go uh I can hear you yeah go ahead I was driving I'm sorry um Do We join a group uh what was that group on Facebook they Inspire what was it again um so so James uh Inspire group is um we can send you the link for that um he's got a a mastermind group that he does it's a private Mastermind group you can go to James dha.com to get more information for it all are welcome I'll put it in the chat as well so um but we uh it's James's private group perfect nichas sounds good yeah love Emily love the the conversation I think it's definitely worth looking at um my question though is I I live out on a peninsula and I was just curious from your own experience how far out do you Prospect your fsbos how far would distance-wise or travel time wise good question uh I used to go a little bit further than I did before I have a six-month old baby now so I I just feel like I don't want to drive an hour and a half like I used to be willing to do so I used to go about an hour and a half now it's closer to about 50 minutes um from Nashville is is the radius that I'll cover now occasionally if there's one that like you know what uh I will list the home I'm not sure I want to drive out there unless I get the listing uh I will encourage them to meet via zoom and I have listed probably two or three in the last three months where I have just met with them over Zoom now I would encourage you especially as you're new into calling for sale by owners to really push for in-person appointments um but occasionally you could use zoom as an option at the time just didn't work out you know for you to be able to get there so that's an option too very good thank you Zant hi everyone um I'm Z's assistant she couldn't make it because she's unwell um but I just we just wanted to know because we've taken the previous physical class and so she just wanted to know if this one will be the same information or if we'll have anything new in there that we should you know probably take a look at oh she's taking the previous uh the last offering back in March yes a lot of the material will be the same um we will do some interviews with past clients that is all uh new material we'll also have a little bit more conversations around inspiration to get you into implementation into calling uh for sale by owners because some folks who have taken it are saying I'm just having a hard time implementing so we'll talk about that and then we will also cover um some materials around the objection U I'm not paying a buyer agent commission we'll make sure that we cover that as well okay so there is going to be some new content in there there will be some new content yes thank you very much yep you're welcome Patricia hi I hope you can hear me Emily can you hear me yes ma'am okay thank you um for sharing your information today with us my question is if I decide to sign up and I'm not available on June second of June 26 I'm sorry the second class will the will the sessions be recorded yes they will all be recorded you'll have lifetime access to all the recordings um as well as all the class materials thank you for asking that I forgot to mention that Andrea um thank you in the slide where you cited data talking about the median sales price is 15% less with fsbos that slide and you're citing it from Nar Zillow Etc can you provide links to the reports that showcase this data so then I can know where to Resource it and share that with my prospective sellers if you send me an email address or an email excuse me at Emily theom group.com we can send that to you thank you so much you're welcome Eric hey how are you doing today good how are you good listen I got a quick question um you're talking about the contacts on the fsbos do you also put them on Smart plans campaigns and if you do how long do you keep them on something like that so that is up to you I personally I have in the past I've done it both ways I've either done it just manually um or on Smart plans um the reason I don't do it on smart plan right now is because if it's connected to twio sometimes the text messages come in weird and it doesn't look like it's coming from me um I save every for sale by owner in my contact as their name and their address and that way when they call me I can pick up the phone and I say hey Angela thank you so much for reaching out how can I help you and they know that I've got them saved you know in my phone um and I I don't want any of the text messages to kind of come in you know funky looking if I'm sending them a video um so for that reason I don't um but uh you know that does make it a little bit more cumbersome so it's up to you on how you want to implement it some people do use Smart plans or you know their different crms okay do now when you do this to me as well do you also get the uh the buide lead on that from them being fos a lot of times or is that times I do work with them on the buy side unless they're you know of course moving out of state and then I'll I'll be able to refer them a lot of times okay thank you yep all right anybody else let's see Andrea hi um thank you for doing this by the way I um you're welcome in 20 I think it's 2022 um or 2021 I'm not 100% sure but I focused just on for salei owners there were a lot of them and I was somewhat successful with them um but but then the next year they um so every Lis thing I got that year was for sale by owner but the next year there was there were much fewer and even now they even less so I stopped working on them because were a lot less of them and um theyve staying on for a long time like you know 100 days 200 days 3 200 I mean these people is like a it became a career move you know it's like like they're enjoying it that their motivation must be you know really really low um they don't have to maybe they're just testing the water I'm not sure so it's very few of them for a big area and with a lot of Agents here and they're staying online and what I found that you know when I would talk to the people that were doing this um working with for sale by owners I found out other areas of the country people are different like you know you they able to have these conversations but I'm in New Jersey and you know PR state area I mean they're really aggressive you know you you call them uh and they were like you know they try to get you off the phone they're abrupt some of them are rude you know um so so the two questions I have is will you address um how to handle people like that this this neck of the woods and also um the ones that are just hanging around forever uh you know it's very it's a limited amount and and they they just seem to have a lot of stamina I don't know to someone like that we will talk about both those things like one thing that we'll do is talk a lot about building Rapport and mirror and matching and and how do we relate to the different people that we're talking to um because I've got clients on both ends of of the spectrum and and you one of the interviews did with is is with a um a man who I think he might have been from New York originally a for saleby owner a client of mine that agreed to let me interview him a couple weeks ago and this was one of the just kind of rough around the edges guys and when I first called him he was not very nice and uh so we had I didn't was was able to win him over but I do work with people like that all different personalities so we'll definitely cover that um and then I think right now you know it's it's changed for me over the years too um when I first got into the market or to the business in 2018 it was kind of more similar to how it is now um where it's taking a little bit more followup whereas 2021 and 2022 a lot of times you know I would set an appointment with them that morning I'd go on appointment that afternoon they list the home with me immediately and for that was partially because of the market um I am not adding my commission on top of the sales price in order to net them more money and we'll make sure that we are abundantly clear um on how we are netting them more money in the listing presentation but what I'm not saying is okay you've got your home listed at 300 I'll list it for 310 and and we'll pay my commission that way um whereas but in 2020 and 2021 that would occasionally happen I mean they would have their home listed at 300 and I would look at comparables and I'd say look I really believe I can get you 315 and sometimes I'd list it for 315 and we get 325 right so um for that reason things look a little bit different than they do now now I'm seeing that a little bit more followup is necessary um but I have been I was on RV trip last year so I wasn't calling as much and then I uh came back and I have a six-month old daughter so I've I've been back into calling for sale by owners now for about three months and I have listed um 10 in the last three months and so um I've got you know most of those are coming from a few weeks of followup and in order to set an appointment with them about 50% of them are followup and then 50% of them I'm listening on that first or second phone call great thank you you're welcome Gloria there you go I had to unmute myself I just wanted to reiterate things that you were saying there is so much opportunity I'm in the business oh almost 30 years next year um and I built my business on for sale by owners I was a you know Mom with three kids at home so I cold called I did fsbos I did open houses and I was and still am the fsbo queen so I love it I'm really looking forward to some of the things that that you know you're saying and maybe I can even jump in on some of the old school ways that still work yeah you know I used to show up kit and the the I could throw out the tip is start immediately the day they go on the market because it will take them depending on the market you're in weeks before they'll finally go okay I need a realtor to do this but if you're solidifying that relationship from the day they put the sign in the ground they will call you to come in when they're ready that's all I right about that yeah I have so many people that I talk to um that I mean I will call them 11 minutes after like let's say they listed at 1:00 I'll I'll get I'll call at 105 or 110 and they're like wow you're really on top of it if I do list my home I'll be listing with you and they do because I continue to follow them absolutely thanks sharing Mariah hi Emily um I'm a new owner complete opposite of of Gloria I've um a sorry new agent so I've been in the industry less than a year and I was doing for sale by owners and I called um this one man and I was able to get an appointment um but I wanted to see what your what Your strategy is do you have someone go with you because that experience was actually a very uncomfortable weird uh interaction and I didn't realize I thought that was part of the business until I talked to my um some of the people in my office and they're like absolutely not that's not how that's supposed to go so I didn't know especially with you as a mo as a as a new mother like what your safety tips were when having that first initial appointment or how do you go about that I would look them up on foror um it's a site that you can use just to make sure that you know there's no criminal record or anything like that I don't uh usually take anyone with me occasionally if um I just have you know a certain feeling that you know I don't feel super safe about it then I will post in my Market Center group and I'll say hey does anyone want to come Shadow me and I will explain it to the first sale by owner hey you know I do a lot of teaching and coaching and I'd love to bring an agent with me um so that they can learn as well is that okay with you um so I've done that a few times um but I would recommend getting the forwarn app to some Market centers or brokerages will um offer that to their agent so you have to check with your broker okay thank you I think he was fine he was just a little weird and yeah just invasive yeah well if you get that you have that feeling then then trust your gut because I have had some close calls for sure Amber we got time for Amber and blenda and then uh for anyone else that has a question that is not that has not been answered then you can email me at Emily theee group.com hi Emily thank you uh three quick really quick questions how do you send the video do you do through YouTube so I have YouTube links but recently I've just been sending I have folder in my iPhone that's like all my for Shale by owner videos and I'll just send it directly and I just like the way that it pops up on their screen that way like versus them having to click a link I just feel like the chances of them opening it are a little bit higher um so I send it directly for that reason okay and then uh you manually do all of your texting and manually emails too manually y uh I am and like I said earlier that's because um I if I you know send video links through twio for example I want it to them to feel like it's actually me sending it and sometimes they can tell that it's from like an automated system or service when it comes to which is like what we have through command but that would be up to you I mean if that's going to prevent you from actually doing it if you have to do it manually then I would set it up in your CRM um but I promise you that my followup literally takes me like 15 to 20 30 minutes tops um every single day with for sale by owners okay and then the date for the July class again is um so it's uh 619 6 26 and then 78 those are the dates and everything will be recorded all right we got time for one more and then like anybody who did not get their questions answered feel free to email me um blenda what you got hey Emily thank you so much for this class I love the structure and all the information that you put into it um I'm relatively new to fsbos actually who am I kidding I'm brand new to fsbos I've set one appointment with the fsbo um about two weeks ago didn't get the listing um but I live in an area where there are not a whole lot of fos so my question is do you have a threshold that you recommend um like how can I assess if this is going to be a good strategy for me in terms of how many fsos are in my area I just looked it up and I I think I see like 13 13 okay how many new ones have you tracked it long enough to see how many new ones um are popping up every day no I literally just went to look for it when you said check it out on Zillow okay I would say if there is you know one popping up every day or every other day um then I would say that's absolutely still worth it I mean some days I'll get zero that pop up on the market here and then other days they'll be you know three or four um but I mean if you are one of the only agents calling them then you could be the one listing all 13 so I would say again if if you listed one for sale by owner by taking this class and you would 30X your investment um I would it depend on what your you know your average sales price is in that area so I would say it's it's still worth taking for sure okay and also one thing that I'll not is that this is valuable information if you just want to be a listing agent like if you can list for sale by owners you can you're going to be very very confident on every single listing appointment um that you ever go on and even with uh with Buyers too this is going to give you confidence follow-up tools listing presentation I mean it's applicable to all aspects of your business I love it thank you yep you're welcome thank you so much thank you all so much for being here Shelly um send me a message on Facebook or email me um or text me and um I look forward hopefully to seeing all of you on June 19th I'm going to Montana next week um do some fly fishing and then I'll be back uh ready to talk all things for sale by owner see you guys soon excellent bye everyone we'll be sending out this recording later today so thank you so much bye- bye bye