After you question them and find their motivations, try
to close for an appointment. Offer them a free CMA and
give them your resume and business card. Tell them that
having a listing in the area gives you an upper hand in sell-
ing other properties in the neighborhood because you’ll get
more buyers that call on your signs.
The day after you hold an open house, mail the open-
house neighbor prospects a thank you letter (hand-written)
and a list of all of the homes you and your office have re-
cently sold in the area. This should get you into their door.
If you don’t close for the appointment, follow up periodi-
cally until you do.
The Real Estate Agent’s Guide to FSBOs