Special Telephone Techniquesnal and continued to follow up, follow up, and follow up.
I received the same response from Stacy time after time.
But one day, unexpectedly, she called me!She asked for an
appointment to meet me and list her house.
What was the reason, you may ask? According to Stacy,
I sounded nice over the phone and I wasn’t pushy like the
“other” agents. I will bet that all of the other agents gave
up on her after the first phone call, just like I almost did.
Needless to say, I got the listing and many more using the
same discipline, which is following up.The moral of that
story is, DO NOT GIVE UP!
Visit FSBOs Who Don’t Answer
If you find yourself calling some FSBOs over three
times without getting an answer, then visit them in person.
Start by making a list of all the FSBOs that won’t answer
the phone or return messages. Prepare your FSBO pack-
ages beforehand and make your rounds. Some of these
sellers may have already sold. But a number of them may
just be too busy to handle the sale of their home. These
are the ones that we’re looking for.
The best part about this task is that you barely have any
competition against you. The reason for this is that most
agents will give up calling a FSBO if they don’t get an an-
swer on the first try. Not only that, but an even smaller
number of agents, if any at all, will visit them in person,
like you’re doing.
When you visit the home of the FSBO, the dialogue may
go something like this: