from your signs will start to increase. This is only natural.
The more signs in front of properties the more buyer calls
you’ll receive. So what do you do with the buyers that call?
Do you refer them to someone else?
Converting Calls into Sales
You don’t get paid if you don’t go to work. Further-
more, if you don’t try to work with buyers you’ll lose out
on sales. I’m not saying to focuson buyers. This book is
actually about focusing on sellers, FSBOs to be exact. But
you can’t reject buyers that call you. That would be throw-
ing money down the drain. These are people who evidently
want to buy.It’s your job to decide how serious they are
and whether they are worth your time.
Three Types of Buyers
In this business we refer to the three types of buyers as
“A,” “B,” and “C” buyers. The breakdown is as follows:
- “A” buyersare ready and able to buy now,and they
will buy very soon. If you find out that you’re work-
ing with an “A” buyer, keep them as your client.
They will put money into your pocket. - “B” buyersare ready and able to buy now, but are
not in a rush to do so. They may be pre-approved
and ready to move, but they are just very picky and
want to see every home in town before they make
their decision. If you don’t have any irons in the fire,
The Real Estate Agent’s Guide to FSBOs