fsbo hound dog

FSBO Hounddog

“LooK Mr. Chin, 9 out of 10 fsbo’s eventually list. So sooner or later it will happen.”

Mr. chin was not having it. I’m pretty sure I had lost him, this is the part of the process I call practice, where I just repeat the lines I had memorized or tried new ones that I had not quite honed in and just repeated them verbatim in hopes of

A. converting him at the last moment, or

B. just practicing for the next one.

That was the life of a Fsbo hounddog. Sent on a mission by God, or Broker, to try to convert FSBO’s and break their sprit

FSBO’s were these renegade homeowners who due to their stupidity and spirit of independence wanted to save the commission and try on their own. I was an expert at breaking that sprit.

“ We want to saaaaaave the commission” that’s how they said it,. Or how we heard it. Saaaaave pronounced saaaaeeeeevvvv. I wanted to saaaaeevvv their souls. And make money.

Like any good pastor, my intention was twofold, help these poor bastards and also make a profit.

For me fsbo meant, Fastest Source of Business Opportunity. And I was good. I could walk out one morning and come back with 3 listings a day. Saving was easy and fun.

It starts with rapport and liking. That’s all good selling. They must like you for some reason. So I smiled , I laughed, I sympathized, soon they looked me like a son. You trust your own son right?

Unlike a son I didn’t care. I was the evil son waiting for them to die so I could get my inheritance, in this case their equity. 6% or whatever I could get.

“So. Mr. Chine, actually can I call you Steve, or can I call you dad”

Laughter also important. Helps relieve tension. We’d both laugh, slap each other on the knee and as he laughed I pulled out paper from my briefcase. Without missing beat I said take a look at this.

I now had their eyes on the contract. The contract they violently opposed signing a few minutes ago. But hey we’re family now. Maybe I should staple a photo of me as a child.

I quickly went thru the details. The trick is to assume the sale. I don’t hear the objections. Just keep ramming it home . yes, yes , yes, sign , sign , sign.

No I never said sign. That was the first rule. It was better to say nothing, just leave the pen their or better yet give it to them. When I figured that trick “ hold my pen for a moment” Boom your chances just shot up 80%.

It’s a small window, you fight to get it open and once it’s there, you know you got them. Like a boxer you’re jabbing and jabbing away at their reality of saving the commission.

Jab. Buyers are time wasters

Jab, you need a help your tired.

Jab, do you really want strangers coming to your house.

They give that dazed look at the contract. On the ropes. But the last jab is silence. The void, and just succumb under their own weight. And collapse. Signed

Another one bites the dust.

It’s not over, you need to keep the charm as you put all the paper work away. Deal with buyer’s remorse.

Another soul saved today. Another listing in the bank.

I did this for 5 years. Making big bucks. Saving, stealing, cajoling. Then the market started crashing. And equity stated disappearing

Now it wasn’t a matter of saving commission. It’s a matter of not being able to sell. With little or no Equity, these homeowners needed something new. A new model of selling that would allow them to do it themselves and be able to get out of a bad mortgage.

And that was the beginning of Freeltor