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Breakthrough Ideas for Greater Real Estate Success!

An Easy Way to Capture FSBO’s

This article appeared in a past newsletter, but because it was so good (and I want to get it into our archives for more agents to see), it's making a second appearance…

Linda recently submitted a proven idea she's used to capture FSBO's in her market. It's a winner if you decide to use it in your practice. Here's her idea (in her own words)…

"I have found a sure-fire way of getting FSBO's to work with me. On Friday's I go through our local paper and the FSBO web site and pull all the "open house" notices in the paper (with phone numbers and addresses) in the areas I'm working. I start making calls to the FSBO's. My conversation goes like this:

Hi, My name is Linda Fogarty and I'm a real estate broker with Coldwell Banker. I noticed you have your house on the market (NOTE: I DO NOT TELL THEM I KNOW THEY'RE HAVING AN OPEN HOUSE), and I like to stay on top of the market and was wondering if I could preview your home.

Nine times out of ten the FSBO will be more open then any other time. They are getting their home ready for an open house and are afraid no one will show up. So they usually respond by telling me they are having an open house so I can come over then.

I respond with, Oh, I would love to but I'm having an open house myself, could I come over AFTER my open house? They always say, "yes". The reason I don't go over during their open house is because I want their undivided attention. I continue to call FSBO's in the same general area until I have 3 appointments.

When I arrive to their home, I start asking questions about their open house and of course my open house was always better. I am building rapport while I'm looking through their home and noticing they don't have brochures (and I just happen to have a copy of one of my beautiful brochures of my listing), or they don't have a seller's disclosure, or sign-in form, etc. In essence, I become their helpful REALTOR®.

During the next few weeks, I drop by with helpful articles that I read and thought might interest them, or I drop off forms I think they might need, or I do a market analysis for the neighborhood and go over it with them.

I have created 10 weeks of "stuff" in files that gives me another reason for going back to them again as a "helpful REALTOR®". I rarely or never ask for the listing. In most cases it comes right to me. Why?

Because most agents I know who prospect FSBO's give up after the 1st or 2nd try. My average number of contacts with the FSBO is FIVE! I get most listings by the 5th visit, but I don't give up even if it takes TEN visits. When they're ready to list, I'm getting the listing.

Thanks for sharing, Linda. I don't think there's any agent reading this who couldn't immediately start using your system. Best of all, there's very little money involved too!

One final thought: even if the FSBO sells, by adding the contact to your database for regular monthly contact, you open yourself up to getting a flow of referrals. Remember, it's all about building market share. And market share comes from building and nurturing your House List!

How to Turn Your Business Card Into a Referral-Generating Machine

Quickly…pull out one of your business cards. Now turn it over. Notice anything?

See, if you're like most agents you did NOT notice anything. Why? Because there's nothing there - It's blank.

Well…that's all about to change.

More than 30-years ago, the great Zig Ziglar coined the phrase, "Little Hinges Swing Big Doors." It's become one of my favorites over the years, because it perfectly describes how successful businesses are grown. The secret is to identify easy and affordable ways to LEVERAGE your ability to make money in your business.

And one of the neatest little ideas I've ever seen is using specific REFERRAL language on the BACK of your business card…

Help Us Become the Most Valuable Network on Earth For Real Estate Professionals:

Real estate can be a tough business. Even top agents need a continuous flow of guidance, support and new ideas to keep going strong. When you share your tips, strategies and ideas for growing a more successful business, everyone wins! And if you submit an idea, you automatically become eligible to WIN a BRAND NEW iPod Nano. So don’t be shy: Tell us what you do to build and run your business successfully.

Finally…A “Just Sold” Strategy that Brings Listing Calls

Do you find yourself abandoning "Just Sold" direct mail strategies in your areas because…well…they just don't work? Maybe all you're missing is the right elements to get folks to call you.

Here are 7 direct-response "elements" proven to get your "Just Sold" (or any other marketing) noticed, read, and motivating qualified listing prospects to CALL YOU. You can use these elements in a post card, #10 letter or any other medium for that matter.

Here are the details of this strategy, plus a sample post card you can create in about 10 minutes…

Reader Feedback on Classified Ad Strategy

One of the free welcome gifts you receive when you subscribe is the special report, "Classified Ad Secrets: How to Attract New Buyers and Listing Prospects and Get Them to Call YOU". Well, here's a little helpful feedback from an agent who's using that strategy…

"I just joined the group and read the "Welcome Report" about classified advertising. I have one small suggestion that has worked wonders for me. The article mentioned using check marks or stars.

I found that a full line of BIG BLACK DOTS, as the first and last line, really gets attention. They seem to be like spotlights to the reader. They take more ink than stars or checks, i.e., they're bigger in area and thus are really seen.

Try it - it works like a charm. Sunday is "the day" to advertise here. The Sunday following the first time I used the dots - five other Realtors had dot ads! Seems that Realtors read the ads too. Thank you for making me a member of the group."

Lifestyle: 3 Relaxation Techniques to Quickly Lower Your Stress

Practicing real estate is nothing if not STRESSFUL. Prospecting, previewing, listing and showing…not to mention angry clients, DFT's, and rude prospects…can really take their toll on you if you don't have tools to manage the stress they bring.

Here are 3 simple techniques you can use throughout your day to lower your stress. Try them out and see if they improve your life…

Technique #1: A Sigh of Relief

Either stand up or sit straight in your chair. Next, take a deep breath, deeply expanding your lungs, and make a small sigh as you exhale (like the sigh you make when you get a great back massage). Then inhale as usual and do it again. Repeat this process 7 or 8 times.

Technique #2: Take A Hike!

When things get crazy, take a 3 minute hike. Get up, step outside and take a walk around your office or home. As you walk, take slow, deep breaths, and focus your attention on the nature around you: trees, grass, birds, flowers, etc. If you can't get outside, the take a walk around your office or desk…or, better yet, if you have stairs, try several minutes of stair-climbers to get your heart and lungs moving.

Technique #3: Shoulder Stretch

Bring your shoulders back as if you are trying to touch your shoulder blades together. Push them together hard, but not so hard that you hurt yourself. Hold your shoulder blades together for 10 seconds, then release and push them forward. Repeat 4 or 5 times. Next, lower your chin to your chest and slowly roll your head back and forth (don't roll your head backward as you can compress your cerebral spine).

* Interesting Stat of the Day *

…agents keep their own properties on the market an average of 10 days longer and sell them for an extra 3+%

--Freakonomics, Levitt/Dubner

Issue #1101