action plan
“Do It NOW,” 26
focusing, 25–26
knowing the workload, 26–27
taking breaks, 27
working hard, 26
agents
accepting rejection, 16–17
advantages of using, 211
buyers’ satisfaction with, 13
channeling of anger, 17
controlling emotions, 14–19
FSBOs as opportunity for,
9–10
goal setting, 24
need for confidence, 14–15
need for motivation, 18–19
not giving up, 17–18
overcoming intimidation,
15–16
as service providers, 14
“sharpening the saw,” 24–25
start-up frustrations of, 2
tips for healthy lifestyle, 28–31
tips for self-management,
19–25
tips for taking action, 25–28
aggressive sales approach, 53–54
anger, channeling of, 17
appointments, see alsoFSBO
listing presentation
scheduling software for, 22
showing, 189–190
automated mailings
address labels, 168
customizing envelopes, 167
local focus of, 170
monthly, 168–169
outsourcing of, 166–167
personalizing of, 168
pre-written letter templates,
169
teaser lines on envelopes, 167
use of professional photo,
170–171
use of slogan, 171–172
automated referral system, 203
brochures, see alsopresentation
portfolio
professional preparation of,
194
use of photographs, 66
brokerage fee
discounting of, 118–121
explaining to seller, 138
justification of, 155
tips for justifying, 117–118
broker’s open, 192–193
buyers
converting into sales,
177–181
face-to-face meeting with as
key, 181
questions to ask of, 180–181
sample dialogue with,
177–179
types of, 176–177