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?
The good news is that while you’re NOT reaching this group of folks by phone NEITHER are the other agents in your marketplace. This is good. Your options of course for reaching them are really quite simple — you’ll have to either visit them in person or send them something and hope they’ll call you. If you do decide to try visiting them just make sure you’ve got something to leave behind that’ll capture their attention and give them a reason to call you. The same holds true when sending them something; if it doesn’t give them a reason to call you they probably won’t. You must give them a reason to call you.
One of the most effective marketing pieces (I actually got it from one of my students a while back) that my students use for reaching Expired Prospects, Pre-Foreclosure Prospects, as well as For Sale by Owners they can’t reach by phone, is a simple piece of yellow-pad paper that is copied but looks like it was hand written. The key is to make it simple yet unique enough that a homeowner will look at it. (see sample to right)
So far the response from my student’s prospecting efforts has been a lot better than mailing letters or postcards, or dropping off refrigerator magnets or calendars. It’s quick, it’s easy, it’s cheap, it’s effective and it’ll help you to make contact with those FSBOs that just won’t answer their phone. Give it a try, I think you’ll be amazed. Good Luck.
Scot Kenkel, Instructor
http://www.TheFSBOSuccessWorkshop.com
Filed under: Landvoice Lead Service, Prospecting FSBOs, What do I say? | Tagged: realty default foreclosure mortgage sales realtor money
