The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

FSBO Sales Techniques

Three Calls to the Listing

On average, you’ll find that it will take about three
phone calls, if done properly, to get the seller to give you a
listing appointment. The steps should follow an order as
shown in the chart below. The following section outlines
what each step entails.

Call 1. Approach the Seller

The first phone call that actually connects you to the
seller is going to be the toughest one to close. At first, you
will be just another agent who is trying to get the seller’s
listing. This is the most important phone call because it
sets the stage for what is to come in future phone calls with
this seller.
Here is an outline of how the first phone call to the
seller should proceed:

1. State your name and introduce yourself.


2. Start by asking some “feeler questions” about the
   home.


3. Get their mailing address and mention that you

Figure 6-1. Three calls to the listing.

Follow Up

Confirm Mailing