Introductiononly twenty-three years old? In my first year in real estate,
I lived with my mother in a small apartment in Chicago. I
hardly had any dress clothes, and I had a sub-par automo-
bile. I’m sure you would think someone like this wouldn’t
have much luck in a business that relies largely on first
impressions.
The point I am trying to make is that even with all of
this against me, I still made a six-figure income selling real
estate. And I did it solely by working FSBOs. Can you
imagine how much I could have made if I had a nice car,
new dress clothes, and was well presented? If I made a six-
figure income at the age of 23 under those circumstances,
then anyone can!As sales started to accrue I invested in my
image and presentation. Sale after sale, I climbed my way
up the ladder of success.
As I have been teaching FSBO classes and coaching new
and experienced agents about how to make money in the
FSBO market, I realized the demand to get the word out.
What I lay out in this book are not theories or ideas, but
proven techniques to succeed in listing and selling FSBOs.
These techniques are presented here for you to digest and
implement into your own action plan. This is not written
as a motivational book, although it does contain some mo-
tivational tactics to give your career the push it deserves.
As an effort not to flood you with do’s and don’ts, I
purposely kept this book short and to the point. I would
recommend, however, that after you finish reading this
book in its entirety, that you read many of the important
chapters in this book a second time, and that you keep it
on hand as a quick reference guide.