The best way to contact as many FSBOs as possible is
by calling them one–by–one. You’ll need to build rapport
with the seller through conversation. You will also need to
know when the opportunity is right to move in for the
close. This is not a matter of timing but a matter of judg-
ment. And lastly, you’ll need to be able to sell your service
to them better than your competition can. This requires
you to know your service, believe in your service, and offer
honest service.
Chapters 6 and 7 are the two most important chapters
in this book. The majority of your time should be concen-
trated on calling FSBOs for appointments. In Chapter 6,
we’re going to go over the following elements:
- Preparing for the phone call
- Using questions to control the conversation
- Closing techniques
- Making the calls
- Three calls to the listing
- What to do after the call
Preparing for the Phone Call
The telephone can be very intimidating, but you have to
get over this road block if you want to make money selling
FSBOs. Before you make your first phone call you must be
ready for every obstacle that a FSBO may throw at you.
Not only that, but when you’re first starting out it’s hard
to remember everything that you and your office offer
when a FSBO demands an instant response from you.
The Real Estate Agent’s Guide to FSBOs