Indexother agents, advantages over,
52
over-the-phone CMAs, 148
sample ad, 217
photographs
digital camera as key, 194
multiple, 193
use in automated mailings,
170–171
use in brochures, 66
Power List
contents, 73–74
organization of, 73
presentation portfolio
contents of, 136–137
tent-style booklet as, 135
price
dealing with overpriced
FSBOs, 140
FSBO vs. using an agent, 12
listing at market value, 139
when to take overpriced
FSBOs, 141–142
procrastination, need to avoid,
23
prospecting, see alsoFSBO
prospect sources
as numbers game, 18
reverse, 194
public ads, as source for FSBOs,
36–37
questions
closed-ended, 80
open-ended, 79–80
as sales techniques, 78–79
Reagan, Ronald, 47
referrals
asking for, 199
automatic referral system, 203
ideas for meeting new people,
204
80/20 rule, 198
rejection, acceptance of, 16–17
resume
professional quality of,
155–156
sample, 216
reverse prospecting, 194
Robbins, Tony, 19
sales price, seeprice
sales techniques
aggressive, 53–54
closing, 81–85
use of questions, 78–80
self-management, tips for
successful, 19–25
sellers
difficult tasks for, 213–214
easy, 90–91
methods used by, 145, 214
ranking of personalities of,
63–65
reasons for going FSBO, 7, 8,
10–11, 212
statistics about, 187
staying in touch with, 188
tough, 111–117
selling
aggressive approach to, 53–54
closing techniques, 81–85
key elements of, 11
short listings, tips for handling
requests for, 121–123
showing appointments
follow-up, 190
getting feedback from, 190
scheduling, 189
showing log, sample, 215