I used to hear the saying, "you have to list to last" for many years. I started to find a way to get more listings and realized, " holy crap! I wrote a blog not too long ago on how to get a FSBO to work with you!"
What a dingbat! I should practice what I preach! I reached for the phone, and froze.My palms started to sweat. My heart started to race...what am I going to say? what happens if they hang up on me? what if they ask me if I have a buyer? what if...? what if...? what if...?
I shook my head, stood up and did a "power move". I found that if I stood up while on the phone, my level of energy rose quite a bit and it made it easier to put a smile on my face while speakng to the client( I learned that from Tony Robbins ),
I dialed the first number I saw in the classifieds.
RING RING
Client: Hello?
Me: may I speak to Carla? ( I saw her name in the ad )
Client: You're speaking to her
Me: my name is John Ford of Champion Real Estate and I noticed your ad in the newspaper, have you sold it yet?
Client: No, unfortunately, I still haven't sold it. But I do plan on resubmitting the ad again. Why do you ask? Do you have a buyer for me?
Me: Well, I'm not too sure yet. Many times when i am working with a well qualified buyer, they don't like what's listed on the active market, I try to see what else is out there that may be of interest to them. When would it be possible to preview your property to see if it may qualify with my client? Does today at 4pm work for you or tomorrow at 1pm?
Client: I'm headed up to the property today. Would it be ok to meet me at 3?
Me: uumm not sure.....let me see....I may have to re-arrange a couple of things and I really would like to see your property, let's go ahead and schedule it and if anything changes, I will call you. What is your cell phone number?
Client:xxx-xxx-xxxx Thank you very much for calling, see you then!
I met Carla that same day and not once did I tell her I have a buyer or try and get the listing on that appointment. This is my second week in keeping in contact with her just by droppiong little hints as to the best way to seel is to get her property on the "active market." Our inventory is running low and she could really benefit from the added exposure.
My goal is to schedule as many FSBO appointments as possible and get a good relationship going. I have found that a large majority of FSBO's convert to listings within the first 2 weeks! One of these days I may put on a webinar on how to work with FSBO's and hand out templatesfor you to try yourself!
