For Sale By Owner (FSBO) Real Estate  

When handling phone calls, always try to portray a very positive and personable attitude. We are all not natural born sales-people so maintaining this type of attitude from the very first contact with a potential buyer until the end (whatever the final outcome) can be very beneficial.

If you portray a negative or stand-offish attitude, unless the potential buyer absolutely falls in love with your property, they will most likely not want to deal directly with someone of this demeanor. They would skip right past you to deal with an agent who knows that personality is a plus.

With this in mind, when answering your calls be as polite and professional as possible. When aswering questions, give short, to the point and honest answers. Be personable but don't go overboard. We also recommend that before you invite someone into your home, there are some questions you need to ask as well. Simply state to the caller that before you can schedule a viewing, you will need the following information.

Below are listed a few sample questions:

-Name:
-Address:
-Phone:
-How will you be purchasing a home? (example - cash or financed) (there are only a very small percentage of cash deals)

If financing is required ask the following:

-Your estimated monthly income:
-Co-buyer estimated monthly income:
-Total monthly income:
-Total monthly non-mortgage debt: (example - car payments, loans, revolving accounts)
-Do you have any known credit issues?
-Have you had any forclosures in the past?
-Do you have sufficient cash available for down payment / closing costs?

You can now use this information to verify what the potential buyer is telling you and do your own mini pre-qualification. Take this information and go to our Required Income Estimator and enter the info into the appropriate fields. Click calculate and there you go, an estimation of the salary required to carry a loan in the amount of what you are asking for your home.

Remember, this is not a definitive answer but can help in your determination of inviting this person into your home. If they report an income nowhere near what is required for your sale, then they probably would not be a good candidate.

Very Important Note:

The Federal Fair Housing Act makes it illegal to advertise or show "any preference, limitation, or discrimination because of race, color, religion, sex, handicap, family status, or national origin, or intention to make such preference, limitation or discrimination." Please be compliant!

Handling Security Issues

It is also important to address any potential security issues. Remember, there is nothing wrong with taking precautions in this day and age. Before inviting a caller into your home, we gave some information above on how and what information to collect about whom your are speaking to. Below are a few more security tips you may want to follow when inviting strangers into your home.

• When possible, don't show your home alone. (try to have another family member, friend or neighbor with you if you feel uncomfortable in any way)
• If you are showing alone, alert a neighbor, friend or family member of your appointment day and time. Ask them if they can give you a call about 5 minutes into your appointment to be sure everything is ok.
• Do not have any valuables/jewelry lying around. Place all things of value in a secure location.

It is also important to address persons coming to your door un-announced. Before answering the door and you have determined they are there to see your home, call a spouse, friend or other family member and explain that you have someone to see the home. They can then hold on the line to ensure everything is ok.

These are only a few suggested ideas, this is not meant to be a definitive list. One should always use a common sense approach when dealing with strangers.

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