given week without listing a single one. This
doesn’t mean that I won’t get four listings tomor-
row or the next day. What that simply means is
that the odds are in my favor of getting some list-
ings very soon. People usually give up right before
they are about to succeed. Think about it in this
way. In a horse race, the winning horse often wins
by only a nose. The winning horse gets the huge
success of winning, although it took only the tip
of the horse’s nose to make it happen. When you
push yourself to go an extra 10, 20, or 30 percent
further than you are accustomed to, you can reap
rewards in much greater percentages...I can
guarantee that.
This may be the most important lesson in
learning how to effectively prospect for FSBOs.
Prospecting is purely a numbers game. The more
prospects you call the better your odds are of get-
ting listings, plain and simple. You needto apply
this. Some new agents try calling a couple of
FSBOs, encounter rejection, and call it quits. You
can either let rejection get you down or you can
defeat rejection. You must do the latter. I cannot
stress this enough.6.Get motivated.If you think that you can start off
in real estate your first year and make a six-
figure income without motivation, you’re crazy. I
won’t delve into this topic, but please invest in
some self-motivation CD’s or books. I recom-
The Real Estate Agent’s Guide to FSBOs