Understanding What It TakesFirst you need to figure out how much your av-
erage commission is per sale. Divide that sale by
how many phone calls it took to get that sale.
That determines how much each call is worth for
you. For example, let’s say that your average com-
mission per sale is $4,000, and you had to make
200 FSBO phone calls to get a listing that sold.
That would imply that each call is worth $20. So
when you call a FSBO and they tell you, “I’m not
listing!” you can say, “I just made $20!” This is a
good way to accept rejection and eliminate intim-
idation as well as some of the psychological stress
that you face when calling FSBOs.4.Put off your anger.One way of channeling your
frustration and anger after a rejection is to deal
with it at a later time. Tell yourself that you’ll get
mad about it in a week. Then when the time
comes to let out your anger, you won’t be angry
any more. If you let your anger and frustration
build up, your mood will show it and your clients
will be uncomfortable with you. So next time
someone tells you “Go shove it!” say to yourself,
“I’ll get mad about that in three days,” and move
on to the next call. Chances are, when the third
day comes around, you’ll be over your anger any-
way.
5.Don’t give up.Another critical ailment you must
overcome is the urge to give up. DON’T GIVE
UP! Sometimes I call hundreds of FSBOs in a