Need ideas on what to market to homeowners selling their home

6 replies
I am wondering if anyone has any ideas on what I can market to the fsbo (for sale by owner) market?

I am targeting homeowners trying to sell their home without an agent. Not many are buying my product but I would like to remarket other offers... since I already have all their info and am sending out a newsletter (building my list).

Any ideas?
#home #homeowners #ideas #market #selling
  • Profile picture of the author Stunata
    I have never had good luck selling to FISBOs. I sell to Realtors. They are repeat customers.

    The FISBO people are there once... and gone. Targeting a FISBO through a sniper site might work. You really need to get them before they place the ads in the paper or on Craigslist. (unless you can convince them that they need your product to sell their home)

    You can market different product packages to Realtors though and build a relationship. I do it locally face to face. You offer them promotional packages for properties, videos, online websites, backlinks. Setting up blogs for them. I don't do flyers, but you might sell them a system to make their own flyers. If they like your skills and products they keep coming back. I usually make sales to 100-150 agents per month. Usually $35-$400 per month depending on what they bite at. Average sale is a round $150. Just a warning, it will take you years to build up a list this large. I have an email list and I make around 400 phone calls per month.
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  • Profile picture of the author pwk2000
    I have a small telemarketing company and have been calling to sell listing packages (videos, listings on multiple websites, extra se visibility) in the $400 range.
    People are interested, but just don't want to pay (I guess that's why they are not dealing with an agent in the first place). We make 200-300 calls a day. I was also thinking about adding a package to make them a showcase website for their property... but not sure that will be enough! My next step is to play around with the pricing of the product.

    I have been speaking with a Broker to see what type of products we can sell to local realtors. He is not much help as he basically does very little his clients.
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    • Profile picture of the author Stunata
      Yes, the homeowners are cheap. Especially if they are selling their house themselves. They don't see the value in a broker. A broker could potentially bring them tens of thousands more for their house and off set the cost of their commission.

      Skip the broker, go straight to the agents. The agents usually have to pay for all of their own advertising cost in most cases.

      Dry calling 200-300 people a day is not the same as calling on 400 current clients. I would feel like I was beating my head against the wall doing that. But keep it up. That is what I had to do when I first started.

      Farm the names, email addresses and phone numbers of Realtors of a certain town. You can usually get the info off of local MLS sites and Realtor office websites. You can also look in the local print media publications. These are the Realtors that are usually spending the money. Offer to send them an email with your products. Or, set up appointments on one day in that town so you don't waste resources.
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  • Profile picture of the author Dee Odus
    I am not sure how much money you are looking to make but if you have access to large number of home owners you can create a place where they can list their property, for FREE, then charge them for uploading images, featuring their property on top of the list, featuring on the home page, twitting their property to your Twitter followers etc :-)

    But it looks like they don't want to spend money at all, finding a way to get money from people who doesn't want to spend is HARD!!
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  • Profile picture of the author The Niche Man
    You're basically marketing to people whose primary aim is to save money ( one of the hardest markets to sell to).

    So you're best bet is ...

    * An additional product or service that would keep them from getting ripped off.
    * An additional product or service that would reduce their risk of selling their own property themselves.
    - or -
    * An additional product or service that would make them feel safer or more secure selling their property themselves.
    * An additional product or service that would take some of the work load off their shoulders.

    Sorry I can't be more specific without knowing more details. Hope this helps spark some ideas for you.
    Signature
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  • Profile picture of the author rosetrees
    Dee Odus beat me to it. Create a site(s) for FSBO properties that they can list on. Target the sites at local keywords and seo them so that they are no1 in Google for their search term - "property in Florida", "property in Miami" or whatever.

    Then you can do sales calls and you can ask them to do the search themselves to see where your site is in the search results. Then you really do have something to sell them - a place in the number one spot.
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