advise you to do is ask your mail delivery person if they
will pick up your outgoing mail for you. If so, you can just
stuff and address your mail and put it in your own mail-
box to be delivered as soon as possible. There’s nothing
better than fast service to a FSBO. It helps when you call
them back a few days later and ask, “Did you receive my
mail?” and they say, “Yes, we did.” Then you’ve got a foot
in the door because now they remember you, and they
know you mean business.
Follow Up with Pending FSBOs
If you called a FSBO who says that they just accepted
an offer, keep following up with them. Studies show that
on average 10 percent of home sales get canceled for one
reason or another. That means that these are still good
prospects to follow up with.
Don’t follow up as often as you would with your usual
prospects but enough to keep yourself in the picture should
their pending sale start to fall through. Ask the seller when
the sale is expected to close and call back two weeks be-
fore the closing; then call again one week before closing,
until they close. If that 10 percent rate holds true, then
your odds of listing the property, should they choose an
agent, would be close to 100 percent. Chances are, when
the transaction goes south, you’ll be the only agent who
actually followed up.
Visit FSBO Open Houses
While you call FSBOs during the week, ask them
whether they’re holding an open house on Sunday. Then,
The Real Estate Agent’s Guide to FSBOs