your Power List, and include any guarantees you may be
able to make. Guarantees really hit hard, it’s a sure thing
for them. Use your tie-downs and then close for the
appointment.
Ask them if you can meet with them in person to pre-
view their home. If you close for the listing appointment,
get prepared to answer any and all questions at the seller’s
home. We’ll get into the listing appointment in Chapter 8.
The Easy Seller
Every once in a while you do get an easy seller, as
shown by the following dialogue:
Agent:“Hi, this is [Your Name] with [Your Company] Re-
alty. I’m calling about the home for sale on Brown
Street... is it still available?”
Seller:“Yes, it is, how can I help you?”
A: “How many bedrooms and bathrooms does this
home have?”
S:“We have three bedrooms and two baths.”
A:“Does it have a garage?”
S:“Yes, a new two-car garage with an automatic door.”
A:“Wonderful, and how much are you asking?”
S:“We’re asking$349,900, but it’s negotiable.”
A:“You mean, you aren’t firm on your price?”
S:“Right, we need to sell this house ASAP.”
A:“Ok. Let me ask you something. If you need to sell
ASAP, why are you selling by owner?”
S: “Because we wanted to try it out and see what
happens.”The Real Estate Agent’s Guide to FSBOs