FSBO Sales TechniquesUse Your Name for Caller ID
A very important reason not to call from the office is
because your office name will show on the seller’s caller
ID. Thus, when you call FSBOs from your office, you’re
giving away that you’re an agent beforethey even pick up
the phone. You can try blocking the caller ID, but I’m sure
FSBOs are used to getting calls from agents with blocked
numbers, and many will not answer such calls.
Calling from your home number, especially when the
phone is registered under your name, adds a personal
touch to the call. When they see your name come up on the
caller ID they won’t know what to think. They’ll know it’s
not a telemarketer, and they’ll presume it’s not a real estate
office, so they’re going to answer. When they pick up the
phone and you identify yourself, the sellers will feel like
you’re an approachable person and will usually feel more
comfortable with you. Not only that, but when you call
with your name on the caller ID you are in essence adver-
tising yourself on their phone. This is a great way to get
your name stuck in their minds for later, when they make
the decision to list. And by the way, if you don’t have your
phone registered in your name, look into doing this. These
little things add up when you put them all together.
Using Questions to Control the Conversation
In order to get your prospect from point A to closing,
you’ll need to know how to guide them there.