The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

FSBO Sales Techniques

discussed. The next time you call, the seller should be
ready for the listing appointment.

Call 3. Close for the Appointment

This may very well be your last phone call before the
listing appointment. If that’s the case, here is what to do in
this phone conversation:

1. State your name and introduce yourself.


2. Recap on what you spoke about in the last phone
   conversation.


3. Use minor closes to lead back to the listing
   appointment.


4. Close for the listing appointment using an alter-
   native-choice close.


5. Thank them for giving you this opportunity.


6. Confirm the appointment time again.

Now that you’ve closed for the listing appointment,
you’ll need to get ready for the listing presentation. Refer
to Chapter 8 for how best to prepare for the listing presen-
tation.

What to Do After the Call

Follow Up with a Mailing

Have copies of your resume, business cards, and en-
velopes ready to be addressed and mailed to FSBOs right
after you finished talking with them. The best thing you
can do is mail these out that same day if possible. What I