S:“Well, send me your information and I’ll talk it over
with my wife.”
A:“Sure thing, and is it okay if I follow up in a few days
to make sure you received my mailing?”
S:“Yeah, that’s okay.”
[Now place a call-back date in your FSBO Journal.]
A:“Perfect, Mr. Seller. Just in case you decide to get
started in the meantime, I’ll give you my contact infor-
mation so you have it available. Do you have a pen
ready?”
S:“Yes.”Keep in mind you do not want to come off as a “pushy
salesperson.” After the conversation, mark on your FSBO
Journal when you feel is the best time to follow up. Typi-
cally with a seller like this, I would follow up in three
to four days. Try to time your follow-up call with the
mail delivery of your FSBO Package. Record your conver-
sation details, and mark this particular seller as “warm”
because he has good potential. This would be a Class A
FSBO—those who think they can save money by selling
themselves because they evidently don’t know that’s not
true.
Send the seller your resume, the FSBO statistics that
you mentioned in the conversation, your business card,
and a refrigerator magnet (if you have them). Then plan
to follow up in three to four business days. Also include
a note in the envelope with a personal statement in
your handwriting. You can write something along these
lines:
The Real Estate Agent’s Guide to FSBOs