I don’t care what it takes, just do not give out the ad-
dress. You are only giving them a reason to hang up and
never call you back again. And if they said they’re going to
call you back.. .THEY’RE LYING!
Meet them in the office. Don’t offerto meet them, tell
themyou’ll meet them. Offering to meet them will only
give them an opening for a “No” response. Get their
phone number and give them yours.
If they insist on you giving them the address, here’s a
good technique to use. Tell them they probably won’t buy
the house that they’re calling in about. But, wait, you want
them to buy the house they’re calling about.. .right?
Here is some dialogue to help you understand what I
mean:
Buyer:“Hi, I’m calling about your ad in the paper about
a home by the park.”
Agent:“What a great home, my name is [Your Name],
who am I speaking with?”
B:“Gary.”
A:“Gary, in case we get disconnected, is the number
you called me from the best number to reach you?”
B:“Yes.”
A:“Good, how can I help you, Gary?”
B:“What is the address of that property?”
A:“Well, I’d like to give you the address but before I do,
is it okay if I ask you a couple of questions to see if
this property is right for you?”
B:“I just want the address.”The Real Estate Agent’s Guide to FSBOs