Case
Studies
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Case Study: For Sale
By Owners (FSBO)
Objective: Capitalize
on the lucrative FSBO market.
Arch Subscriber: Galand
Haas, RE/MAX Integrity, Eugene, Oregon Galand Haas has consistently
been one of the top RE/MAX agents in the North West region
since 1994. Galand has been inducted into the RE/MAX Hall
Of Fame, has achieved Platinum Club status multiple times
and has consistently ranked #1 in several categories in the
North West region. Galand has been a Powerline subscriber
since 1998.
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Strategy and Action: Galand
uses the Powerline™ FSBO Marketing And Sales Kit to generate
FSBO opportunities that he then capitalizes on.
Galand acknowledges that recruiting FSBO's is challenging, but
the rewards are lucrative. Galand generates the initial interest
by sending a letter to the FSBO, offering the FSBO to call his Powerline™
system where they will hear a recording of their specific home.
He then calls the FSBO and shows them how this type of advertising
generates three to four times the amount of potential buyers; that
translates into maximum visibility and maximum selling price. Galand
offers his services for free; including the yard sign, his website
and display advertising. The day after a lead is logged he delivers
them to the FSBO.
It may seem that offering these services and generating leads for
the FSBO is counterproductive, but in practice it is exactly opposite.
Galand's team follows up with every lead that comes through his
system, including FSBO leads. The majority of the FSBO prospects
are not interested in the FSBO home. However they are still qualified
buyers and sellers that Galand can convert. These are leads that
Galand otherwise would not have generated. Galand believes that
prospective home buyers are more likely to call on a FSBO home than
on an agent's listing.
Another benefit to the program is the relationship Galand builds
with the FSBO. If the home doesn't sell (typically due to it not
being priced correctly) a relationship has been established between
the seller and the Haas team. Galand has an inside track on getting
the listing.
Result: Galand's FSBO program
generates 50% of his business.
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