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by John W David
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y a fair price for highest credibility, competence, and a willingness to help them accomplish what s/he wants for herself, her investment in her home, and the ultimate good of her family.
You may likely have to joint venture with a high earning mentor at first for highest credibility and competency. You will provide the willingness to help. It is the most productive way to start your career.
Co-list your opps with them. Take a referral cut on your own FiSBOs. The high-earning veteran will likely assert a higher perception of credibility and competency at point of initial contact where it counts 100%. Down the road, be prepared to be a mentor when the time comes.
Four.
Any time you bang on the door for a listing you must have established in your mind and through rehearsal why you are worthy of that listing. You are, in effect, applying for a job that you really, really, really want.
Keep in mind: When calling on FiSBOs remember this: They probably got all their information from reps who know what to do but who couldn't close the sale. So, anything that you are going to offer is trodden territory.
They know all about mandates. They know the 3 - 3 - 3 rule: three comparative properties sold, three still-on-the-market, and the three expired listings and little insider gossip of why they didn't sell.
So, for you to re-hash all this stuff is essentially holding the wrong end of the bat and will lead only to argument between what they believe they can do and what you have already proven you can't.
Other agents have also blindly told them what |
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