The FSBO SystemFSBOs for over a year before they list, but on the other
hand there will be some sellers who list on the first call.
If you are not a good phone person, then you’ll have to
learn how to be one. In Chapters 6 and 7, we’ll dive into
the basics for handling the phone. I recommend investing
in a how-to book for phone sales. Investments like these
give great returns. With time you can gain the experience
to know what to expect and be prepared for every type of
phone conversation. But it takes time, drilling, and re-
hearsal. You can’t become a pro in one day. You must be
patient and persistent.
Ranking the FSBO by Personality
When you record your FSBO information into your
templates, you’ll want to have as much information at
your fingertips as possible. One great way to be prepared
for a follow-up call is to know what type of seller you’re
calling back.
FSBOs can be categorized into four personality classes,
from Class A to Class D. When first talking to a FSBO,
characterize their personality according to one of these
four classes and then record that class on your template in
preparation for the next call. That way you’ll be ready for
each personality class before you call.
Four Personality Classes of a FSBO
- The Class A personalities are the sellers who are
going FSBO because they don’t know any better.