For sale by owner sellers aren't anti-agent. They're anti-risk. They've decided the juice isn't

worth the squeeze until you show them that it is. Post-NAR settlement for sale by owners are more

confused and more open to professional representation than at any point in the last decade.

The agents winning these appointments right now aren't pitching. They're asking the right questions.

So we're going to talk about exactly what that sounds like.

Welcome to Real Estate Coaching Radio, starring award-winning real estate coaches

and number one international bestselling authors, Tim and Julie Harris.

This is the number one daily radio show for realtors looking for a no BS authentic

real-time coaching experience. What's really working in today's market, how to generate more

leads, make more money, and have more time for what you love in your life. And now your hosts,

Tim and Julie Harris. So I want you guys to all open your minds to the fact that most for sale by owners

are for sale by honoring for one reason and one reason only. And I know you're going to find this surprising when I tell you this, but they don't know an agent. And so the way you got it, I said it, you heard I said, they don't know an agent. They know a lot of agents, no, but they're not close to one. They're not friends with one. There's no one

that they trust. So when you see a for sale by owner sign in the front yard, and this is true

in any market, in any price range, what it is most of the time is essentially a help wanted sign.

That's the reason that they're saying their houses for sale and they're giving you their

phone number. They're hoping you're going to apply if the job is selling their home. So I'm going to go over a couple of what FISBOs aren't because we need to clear out the cobwebs about this. We need to dispel some of the myths that you guys have been led to believe about for sale by owners. We'll go back. We'll go facting, shall we?

Right. So I'm going to tell you guys a story about Mike Pichetti. All right. So when Julie and I got into real estate, there was a guy who would only come into the office. He was like a vampire at night. You remember this, Julie? Yes. And his name was Mike Purchetti. And so Mike had two white new Mercedes.

And everyone in the office You remember this, Julie? Yes. And his name was Mike Purchetti. And so Mike had two white new Mercedes.

And everyone in the office knew that Mike came into the office and nobody else was there.

And I'm telling you, it was amazing. He would turn all the lights off.

And his office was right across from our office.

He actually had a light dimmer in his, this was in our Remax office. Yeah. And his little cubicle office with his, you know, he had a glass window. He had two hours. He had a dimmer. Yeah, but he had two offices and he removed the wall. So he actually had a pretty spacious office. And he had, remember his recliner seat? Yeah. So he would sit.

...