A sales associate should normally avoid spending time on a FSBO prospect who

A sales associate should normally avoid spending time on a FSBO prospect who

• A. Does not need to sell
• B. Has unrealistic price
• C. Refuses to show property
• D. Is in another city

Answer: (B)

Qualifying FSBO prospects starts with pricing realism. If a for-sale-by-owner is asking for a price that’s well above what similar homes have sold for in the area, buyers won’t pay that price, and the listing is unlikely to lead to a sale. Even with market data, insisting on an inflated price means the lead has a very low chance of converting into a listing and a sale, so spending excessive time on it isn’t an efficient use of your resources. It’s smarter to focus on prospects who price within market reality or are clearly willing to adjust. Other obstacles, like being in another city or not needing to sell, can complicate things, but the inflated price is the clearest signal of low conversion potential.

Qualifying FSBO prospects starts with pricing realism. If a for-sale-by-owner is asking for a price that’s well above what similar homes have sold for in the area, buyers won’t pay that price, and the listing is unlikely to lead to a sale. Even with market data, insisting on an inflated price means the lead has a very low chance of converting into a listing and a sale, so spending excessive time on it isn’t an efficient use of your resources. It’s smarter to focus on prospects who price within market reality or are clearly willing to adjust. Other obstacles, like being in another city or not needing to sell, can complicate things, but the inflated price is the clearest signal of low conversion potential.