Turn FSBOs into raving fans with trust and consistency

How do you turn FSBOs into your biggest fans? Don't attempt to scare them by citing all the facts and figures about how poorly FSBOs do. You want to help them, and gain their trust.

FSBOs: Walk throughs and walk aways

Ah, the dreaded cold call. Dialling a phone number to speak to someone you’ve never spoken to before doesn’t rank very high on most salespeople’s list of favourite things to do. But, do you want the business or not?

Capturing FSBO business: Part 2

So, you’re driving down a street looking cool and wondering where you can possibly find perspective clients. Should you advertise more, you wonder, as you drive by a For Sale By Owner sign?

Turning FSBOs into your biggest fans

I developed a For Sale By Owner System based on the psychology of selling. The truth is, people don’t make decisions based on facts; they make them based on emotions and then justify them with facts.

Developing habits with rewards

So let’s look at that process as a habit. The cue is the need for a new listing, the routine is to sell it and the reward is the money she made by doing so. So which of these can we change?

Habit your way: The 3 components of a habit

A habit is not as simple as it seems and actually has three separate parts: the cue, the routine and the reward. To break this down, let’s look at one of the first habits we form as children, lacing our shoes.
Maintain balance and productivity

How to organize your database

We've talked about how regular cleaning of your database is an important part of maintaining it. I recommend cleaning it up four times a year. Here are some tips on how to organize your database.

Cleaning out your database closet

Just like a closet or shoe rack, your database is going to collect contacts you’ll use time and time again as well as those that are simply no longer useable after a while.

When a client says, “I know a guy…”: The importance of professionals

For whatever reason, people seem to think that anyone can buy and sell houses, not just professional real estate agents.

From FSBOs to clients: Be the one they turn to for help

Getting the listing from a FSBO is a situation ripe for the picking, but there’s a right and wrong way to make sure you’re the agent they choose when they’re ready to hire one.