You've heard about the corporate-sponsored FSBO training programs.

It's typical stuff. Under the guise of being helpful, the program advises you to scare the seller to death about everything he doesn't know about selling a house. Bring in a stack of complicated contracts and disclosures "just so that he'll be prepared if an offer comes in." Include intimidating documents that he won't actually need at contract (like a deed of trust and personal property bill of sale) just to beef up your pile. Provide a "helpful" info-sheet about the dangers of letting strangers into your home.

These are just your basic FSBO scare-tactics.

Someone decides to FSBO their home because they think they can do it. They think they're smart enough to do it and they don't see the point in paying some smarty-pants real estate agent a whole bunch of dough to stick a sign in the yard and do an open house. In most markets, they can pay a few hundred bucks to get on the MLS and borrow a For Sale sign, so they're good to go.

And you know what? Maybe they are smart enough. But it doesn't matter if they are or they aren't; what matters is that they think they are. So, when you come in with your brow all furrowed with faux concern and your "helpful" material in hand, all you're really doing is insulting the seller's intelligence. You're basically saying "You're an idiot for trying to sell your house yourself! You can't possibly succeed without me because I'm SO much smarter than you are."

That's what the seller is hearing anyway. And we wonder why FSBO's can be hostile to agents!

Be straight with the guy. If you think you can actually help to sell this house, then prove it to the homeowner. Be helpful and without strings attached. Authentically care about his situation, instead of mastering the look of concern. Be genuinely willing to walk him through contracts and answer his questions. And provide informative market reports to help him price properly.

Contrary to popular belief, demonstrating your expertise by sharing your knowledge won't eliminate the seller's need for you. Being cheerfully and genuinely helpful, caring and giving is going to go a whole lot further with a suspicious FSBO than all the scare tactics in the world!

Published: October 4, 2010

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Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe Below to Enroll in the Daily Seduction Newsletter Mini-Clinic - Tips and Strategies to Generate Business and Referrals From Your Sphere of Influence! Your Full Name Your Email Address