When I take on a new buyer client I talk to them about a great deal of things to prepare their expectations and to teach them about the buying process. One of them is that I’ll help them find properties offered for sale in the MLS System, I’ll keep my ears open for pocket listings (homes that are available for sale, but not listed) through my network, and if I see a FSBO (For Sale by Owner), I’ll look it up in the tax records to see if it fits their needs. We come to a clear understanding though, and we all sign a portion in the Buyers Representation Agreement contract that defines the buyer’s ‘Market Areas’. It essentially states where we will be searching for a property, and that I’m not going to be driving their market areas daily or weekly like I’m on a FedEx Shipping route looking for properties that pop up ‘For Sale by Owner’. If the buyer finds one and wants to see it, I ask that they tell me about it and I’ll line it up.
Below is a detailed dialogue of what I recently encountered trying to line up a showing from a FSBO on Zillow.com, it was listed under the option “Make Me Move”.
Client: Could you schedule 123 FSBO BLVD for us to see tomorrow, I found it on Zillow.com, I really like it’s location, and I did a drive by yesterday.
Me- Buyers Agent: Definitely, you’ve got it! As agreed in our ‘Buyers Representation Agreement’, you find the FSBO I’ll get us in. Remember, if the Seller is unwilling to pay my brokerage fees that we have agreed upon, then you will pay them at closing.
Client: Yes, of course I remember what we signed in the contract. I’ll be getting such a great deal on this FSBO that paying you your commission will be worth it to me! (End Call)
First things first, I always look up the property on the MLS, even if my clients finds it on another online resource. If it is not listed for sale I will then search the website it was found on. In this case it was listed on Zillow,com as a “Make Me Move” status- I’ve dealt with a handful of these, about 95% of the time I end up leaving a message and my call is never returned. This time the phone was answered by the owner.
Me- Buyers Agent: Hello, my name is Ryan Saul, I’m a Realtor® with Avalar Austin Real Estate and I have a buyer that would like to view your home. Are you the owner and if so is your home still available for sale? (You need to ask this because most of the time it is not for sale anymore).
FSBO Seller: Hi, Uhh, yeah I am, I’m, I’m the owner. [Pause as Days of Our Lives is turned down] [Papers being rustled around] I put my house on this site as a “Make Me Move” option though so you know….. dude, sorry I never got around to putting any photos online. But ahhh, yep it’s ahhh, $435,000.
Me- Buyers Agent: No, the website reads $425,000. Has the price changed?
FSBO Seller: Ummm, no. Yeah it’s $425,000.
Me- Buyers Agent: Is there anyway we could schedule a time to come by today or at some point this week to view your property?
FSBO Seller: Ahhhh, you know we just put it out there to see and…it’s not really clean…and you know I’d have to talk with you more about the buyer and what they’d want to pay…I mean, is your buyer serious?
Me- Buyers Agent: Mr. Seller, I can assure you that my buyer client is serious, pre-approved, and looking in your neighborhood to purchase a home in the next month. Is your home available?
FSBO Seller: Well…..I mean it is, but…you know we wouldn’t want to move for a while, they would have to understand that, and it would have to be a good price, you know to “Make Me Move”!
Me- Buyers Agent: So your telling me your home is unavailable to show this week, that you are not prepared to move anytime soon, and that we need to talk more about how seriously my buyer wants to purchase your home before they have even been inside?? Ok, thank you for your time. (End Call)
This is really is a tough one because you want to provide your clients with the best possible service and assist them in purchasing any home they choose. I mean technically every home is for sale!! If my client falls in love with a certain house and it is not for sale you better believe I’m going to knock on that door to see if the owner is willing to sell! But for a seller to place their home on a real estate website, then beat around the bush about wanting to show it to a buyers, and tell me their not really wanting to move soon??
Rule #1 of Real Estate Club: Don’t list your home unless you want to sell your house!
Rule #2 of Real Estate Club: Don’t list your home unless you want to sell your house!
Rule #3 of Real Estate Club: The consumer must see the product before they will offer to buy it!
