Special Telephone TechniquesAgent:“Hi, this is [Your Name] with [Your Company] Re-
alty. I’m calling about the home for sale on Brown
Street... is it still available?”
Seller:“Yeah, why? Do you have a buyer?”
A:“Well, I amworking with several buyers in your area
but I don’t know enough about your home to tell if
this is what my buyers are looking for. Can I ask you
some questions about your home?”
S:“I don’t want to work with a real estate agent.”
A:“Ms. Seller, we do a lot of production in your area.
The reason I’m calling is to take down information
about your property as a home for sale by owner.
That way, if I can’tfind my buyer a home on the MLS,
I just may call you. Does that sound fair?”
S:“What do you want to know?”
A:“Well, how many bedrooms and bathrooms do you
have?”
S:“Three bedrooms, two baths.”
A:“Is this a brick or a frame home?”
S:“Brick.”
A:“And what is the asking price?”
S:“$349,900.”
A: “Sounds fair, can I ask you why you’re selling by
owner?”
S:“We’re not paying an agent $17,000.”
A:“I see...”
[At this point, I wouldn’t start with the statistics. They can
still be won over but it’s not going to be on the first
call. This type of seller has set up a large defense
barrier between her and you as an agent. It’s going