sleep, getting adequate, 30
slogan, 171–172
Smiles, Samuel, 33
smoking, avoiding, 29–30
taking breaks, importance of, 27
telephone calls
best times to call, 75–76
calling from home, 76
checking the Do Not Call
Registry, 74–75
to close for appointment, 95
closing techniques, 81–85
first call, 93–94
follow-up call, 89, 94–95
follow-up in writing, 88
follow-up with meeting, 95–96
follow-up with pending
FSBOs, 96
leaving a message, 91–92
preparation for, 73–77
sample dialogue, 86–88,
90–91, 92
using caller ID, 77
using questions, 77–80
testimonials
sample, 159
use in FSBO advertising, 159
time
management, 18–21
measuring value of, 20–21
tough sellers, dealing with,
111–117
FSBOs who don’t answer,
115–117
need for patience, 112–114
need for persistence, 114–115
sample dialogue, 113–114,
116
Tracy, Brian, 13
verbal cancellation listings,
120–121
websites, see alsoInternet
choosing a domain name, 149
creation of, 148–150
Winfrey, Oprah, 7
working hard, importance of, 26
workload, knowing the, 26–27
Wrigley, William, Jr., 145Index