Buyer:“I’m looking for a brick bungalow.”
Agent:“Those are very fine homes. How long have you
been looking for a bungalow?”
B:“About three months now.”
A: “I have been involved in many bungalow transac-
tions. I find that the main feature buyers love about a
bungalow is the layout, wouldn’t you agree?”Close for the Appointment
Now here’s your opportunity to close for the appointment:Agent:“If I were to find you a bungalow that was just
right for you and for the right price, would you be
ready to buy?”
Buyer:“That’s a possibility.”
A:“Well, I’m available to show you this home today at
3 P.M., or would 6 P.M. work better for you?”Once you start building your listing inventory, you’ll
find the need to use these dialogue examples. Converting
buyer calls into sales can exponentially increase your busi-
ness per year. You never know, you may get a buyer who
falls in the 5-percent of buyers who actually end up buying
the home they call about. It happens. And when it does, it
pays big.
Putting a “Sold” Rider on Pending Listings
The best way for you to prove to the world that your
services are effective is to put a “sold” rider on your prop-
The Real Estate Agent’s Guide to FSBOs