Question: What do I do with the FSBOs I can’t reach by phone?

Sent in by Brian L. of Atlanta, Georgia

QUESTION: Thanks to the system I learned in your workshop I’ve been having great success with the FSBOs that I’m able to reach when I call them –but what should I do with those that I can’t reach by phone?

ANSWER: First let me congratulate you Brian on your apparent success with those FSBOs you’ve been able to reach and thank you for submitting your question; I’m sure many others have the same issues. As you already know reaching FSBOs by phone is one of the most predictable, least costly and most effective methods of making the initial contact. Yet in light of that there will still be a group of FSBOs that no matter the time of day or the day of week they just aren’t going to answer the phone. My students tell me that nearly 25% of the FSBOs out there fall into the ‘Can’t Reach by Phone’ category. Doesn’t make sense does it?

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QUESTION: What is the most successful method of making contact with FSBOs?

QUESTION: What is the most successful method of making contact with FSBOs?
(Sent in by Valerie K. of Memphis Tennessee)

ANSWER: Numbers don’t lie but emotions sometimes will. Making sound decisions on how to grow your business can be made by either looking at the numbers or doing what feels best. Unfortunately I’ve seen too many new and experienced agents make bad business decisions based on their feelings instead of studying the numbers. As odd as it may sound many agents are more willing to spend their hard-earned money for a quick fix to growing their business instead of investing the time necessary evaluating different solutions.CLICK HERE TO READ THE WHOLE ANSWER

Question: How do you TALK someone into doing something…?

QUESTION: Sent in by Maryann J. of Houston Texas
I’ve been to enough of your learning sessions to know that I thoroughly enjoy your style of teaching and yet I’m still having a hard time committing to registering for the FSBO Success Workshop. Can you talk me into committing without talking me into it?

ANSWER: Maryann, I understand exactly what you’re dealing with and oddly enough you’ll find most of your home selling prospects are facing similar challenges. Should we try to sell it ourselves? When is the best time to get started? How should we go about picking the RIGHT agent if we do hire one?

These are all common concerns that your prospects are dealing with on a daily basis. Here’s a question for you; How do you go about talking prospects into hiring you without actually talking them into hiring you? It’s quite the conundrum isn’t it? Isn’t that what you asked me to do? Making some decisions can be quite difficult and that’s why you’ll hear me constantly repeating the phrase “educated people make educated decisions”. The best way to help any prospect make good choices is is to put yourself into the role of an educator. EDUCATING someone is a lot different than TALKING someone into doing or buying something.

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