price ceiling. It’s a hefty price to pay, no matter
which way you look at it. Think of it this way: If
you don’t care about your own health, how can
you convince your potential clients that you care
for them and their needs? It’s a tough sell.5.Sleep.Everyone loves their sleep. As a FSBO spe-
cialist, you need every minute of it. There are two
things in selling that will never go together,
drowsiness and staying sharp. The phone is your
main tool, and in order to stay sharp and keep fo-
cused, you need to have the energy that only sleep
can give you. By the same token, too much sleep
could have adverse effects. A reasonable time
frame would be between seven and nine hours.
Aim for just enough to stay sharp but not too
much to put you into a comatose slump.
6.Start early. Start your day early and go to bed
early. Just think about how you can maximize
your work hours. When you wake up early, your
business day is longer and you get more work
done before the end of the day. If you wake up
early, naturally, you should get tired early. The
idea is to get into this routine so that you don’t
find it hard to wake up early in the morning.
Waking up early will also give you a competi-
tive advantage against other agents. Because we
agents are technically self-employed, most of us
tend to wake up when we feel like it. Prospecting
The Real Estate Agent’s Guide to FSBOs