The More Prospects You Talk To, The More Listings You Get

The most basic rule of salesmanship is, "The more people you talk to, the more people you sell.".  If you want to list ten houses in a month, you likely need to make ten listing presentatons.

Many new Realtors only see two prospects per month.  Then they wonder why they are not listing five houses per month.  Here is the rule.  You have to get face to face eyeball to eyeball belly to belly with a prospect to get a listing.  You have to sit down at Mr. and Mrs. Seller's kitchen table and tell them why they should list with you.  In today's world their kitchen table might be a Zoom meeting.  Face to face is still best.

If you do this really really well, maybe eight out of ten will list with you.  If you are average, five out of ten will list.  If you are mediocre, two out of ten will say yes.  How many presentations did you make last month?  If your answer is two and none listed, here are your choices.

Make more listing presentations.  You will get more listings

Make a lot more presentations per month or improve your presentation or learn to live on a strict budget.  Please start thinking in terms of " How many listing presentations have I made today?".

If you will make one listing presentation every day to a seller, you will make a nice living in real estate.  Do you suppose that you might get pretty good at making listing presentations with all that practice?  Do you reckon maybe you might get good at answering objections? If you need help answering objections, watch this.  https://www.youtube.com/watch?v=L7KlVi2Ic8Y&t=1222s 
The good news is as your presentation skills improve, you will hear less objections.  Pretty soon, your most common question will be,"Where do I sign?".

Choose to make more listing presentations.  To whom do you make presentations?  SELLERS!  Lots of people woke up today in your marketplace and decided to sell their house.  Will they call you?

If they received your "just listed" postcard last week that you mailed out when you listed their neighbor's house two blocks away, they probably will call you.  Maybe it was seeing your new sign that prompted them to think about moving.  Why would any Realtor anywhere list a house and NOT mail out two hundred "just listed"postcards to the neighbors?

Why wouuld any Realtor anywhere sign a bilateral contract between a buyer and a seller and NOT mail out two hundred "just sold" postcards to the neighbors? Why indeed?

Why would any Realtor anywhere leave a closing and NOT mail out two hundred "just sold" postcards to the neighbors again?  Could it be because...... Well I can not think of a reason but please leave me your excuse in the comments.  Ron, I did not mail out "just sold" postcards to the neighbors because..........

If you do mail out "just listed  and "just sold"  postcards to the neighbors , someone will call you and say," We have been thinking of selling.  Can you help us?"  This s called prospecting or lead generation.  The person that called is called a prospect.  What is a prospect?

A prospect is "someone that needs or wants your product,the services of a Realtor, can afford it, and will likely buy it from you or your competitor within aa reasonable time period".

What if you also mailed out a similar postcard to all the EXPIRED LISTINGS in your MLS every day?  Would they call you?  Are they prospects?  Well let's see.  They need the services of  a Realtor.  Their motivation has increased since they listed with Nogood Realty six months ago.  They are now living five hundred miles away.  They are making payments on their new house.  They are still making payments on their old empty house.  Will they call you?  Yes indeed they will call you.  They will ask you, "Can you get my house sold?".  Can you take it from there?

Mr and Mrs. Out of Town Seller are called red hot prospects.  If none of them are calling
 you now, it is because you are not investing fifty cents to mail them a post card.

If you are not listing,at least, two houses per month, you need to be making more presentations.  You need to be prospecting more.  This is top priority.  This is more important than the Board of Realtors luncheon.  This is more important than you child's  soccer  game.  This s more important than your club meeting  Call a prospect today.

If you live in central Florida and need to get a real estate license or take a post license course, check out  https://demetreerealestateschool.com/  When you call, guess who answers the phone. 

An Easy Prospecting Tip for New Realtors in Hendersonville, North Carolina

You can learn a lot about salesmanship by watching top producers.  That would seem to be true.  Is it?

Many years ago, a new agent told me that she was going to watch Suzy Q, the top agent in the company.  She was going to do what she saw Suzy doing.  After a couple of weeks she discovered that Suzie's most productive prospecting technique was just answering her phone when it rang.

That seems simple enough.  The problem was that the new agent's phone was not ringing.  Suzy Q's phone was ringing from past clients referring friends.  Suzy's phone was ringing from friends and relatives and fellow church members and club members calling to refer their friends because they knew that Suzy was a qualified Realtor.

A post card, inexpensive, easy and it works like magic

Every real estate training program in America teaches new real estate agents to send out 200 (minimum) post cards to everyone that they know, old high school friends, fellow church members, fellow club members, people that you do business with like your car mechanic and your plumber, relatives, and anyone else that you can think of that would recognize your name. Does this work?  It is the best prospecting system in America.  It works like magic.  It will make your phone ring.  The person on the other end will be a friend.  Even if they don't have a referral for you, it will be a pleasant conversation.

Every real estate training program teaches new real estate agents  agents to do this.  Does every new real estate agent do this?   HELL NO!  Why not?  It is a mystery to me.  Would you believe that more new agents fail at their new career than succeed?  This prospecting technique is simple.  It is easy.  It is inexpensive.  It is absolutely rejection free.  It seems like every new Realtor in America would do this.

Let us not concern ourselves with "most" Realtors.  Let's talk about you.  If you are new or kinda new in real estate and you have not done this, DO IT NOW.  Start a list.  Today.  Put all your relatives on it.  Put all your past employers and co workers on this list.  Put all your club members on it.  Put your dentist and your doctor and your lawn care guy and your beautician and your OLD REAL ESTATE INSTRUCTOR on the list.  Do you know how I know most new agents don't do this?  I teach about 300 real estate license applicants per year. I received about three letters last year.  Why don't new Realtors do this?  I do not know.  If you have a theory, leave me a comment.

In today's modern world with email and social media, a posting on Facebook would work just as well.  WRONG!  Everyone is not on Facebook or Instagram or Linkedin etc.  Everyone looks at their mail everyday.  Post on Facebook in addition to the mail.  Not in lieu of the mail.

Refrigerator magnets are great giveaways. They last forever.

Twenty five years ago, I worked as a sales trainer for ERA, the real estate franchise. I  taught a forty hour basic sales training course for brand new ERA Real estate agents.  I was required to teach what was in the curriculum sent from headquarters.  One of the prospecting techniques in the curriculum was cold calling.  Cold calling is not for sissies.  This is where a new Realtor sits at the phone and call everyone on Elm Street and everyone on Maple street and everyone on Pine Street and says, " Hello, Mr Jones.  This is Ron Climer with ERA Realty.  I was wondering if you folks have been thinking of moving perhaps now or in the near future."

If you will do this one hundred times, you will get two listing appointments and maybe two referrals.  Ninety six people will say "no".  As I said, this is not for sissies.  This is for tough guys that can handle rejection.

At the Florida Association of Realtors convention, I had lunch with an ERA broker that had been selling real estate forever.  He told me a story that I have repeated many times.  Here it is.

He said he was walking through his office.  One of his new agents that had just finished my basic sales training course was talking on the phone as he walked past her desk.  He heard her say," Hello Mr. Smith.  This is Newbie Realtor with ERA Realty, Have you folks considered moving anytime soon?"  He stopped.  He heard this forty year old woman saying these words.  Fear and trepidation were evident in her voice.  When she hung up,he asked her what she was doing.  She said that she was doing what she learned at ERA school.  She was cold calling everyone on Elm Street.  A tear fell from her face to the list of phone numbers on Elm Street.  Dennis picked up the list, threw it in the trashcan and said to her," Do you have an address book in your purse?"   (That would be your phone today).  She took it out and handed it to him.  He handed it back to her and said,"  Call all these people and tell them you just started selling real estate."

Dennis told me that now he would walk past her desk and she would be chatting on the phone about grandchilren and vacations and golf.  Next month she was his number one salesperson.  The moral of this story is when you are new in real estate, call everyone that you know and tell them that you are new in real estate.  Ask them for a referral.  There is no rejection.  These are your friends.  Confirm their address and mail them a refrigerator magnet.

Social media is cool.  It is not as cool as a phone call from an old friend.

Mail your friends.  Call your friends.  You will find some prospects.  You will enjoy doing it.

If this does not work as fast as you want it to, watch this video https://www.youtube.com/watch?v=XhzCdscDqxc&t=209s 

If I can help you get a North Carolina real estate license , contact me at www.firstrealestateschool.com 

Rookie Realtor, Your Most Important Chore For Today

     Who are you talking to today?  Do you have an appointment with a for sale by owner?  Do you have an appointment with an expired listing?  Do you have an appointment with a buying or selling prospect that was referred to you by a friend or acquaintance?  Do you have an appointment with someone that called you from your name rider on your listing?  Do you have an appointment with someone that responded to the company website because they want to list or sell?  Do you have an appointment with a foreclosure victim that called you because they read your blogpost about the foreclosure process?  Do you have an appointment with an empty house owner that you contacted?  Do you have an appointment with someone that called the office while you were on floor duty?  Do you have an appointment with someone you met at an open house?  Do you have an appointment with a friend or relative that has been pre qualified and wants to move? 

     Appointments are important.  If you don't have any today, I will bet that you are not going to make any money today.  If you don't have an appointment today, contact a prospect and get an appointment.  You must get face to face with a prospect .  Real estate is not a mail order business.  The prospect is not going to look at your picture on your website and email you a listing.  You must get face to face with a prospect.

     This is simple.  Get face to face with a prospect.  Ask them to buy.  Some of them will say yes.

     www.ronclimer.com     https://www.youtube.com/watch?v=lYGyZalrIbo  
     https://www.youtube.com/watch?v=XhzCdscDqxc
     Watch these videos if you have no appointments today.

Three Reasons Rookie Realtors Need To Call For Sale By Owners

     What else are you doing with your time?  To earn real estate commissions, you have to get face to face with  a buying or selling prospect.  Are you face to face with a prospect?  If not, what could you possibly do  that would be more lucrative than calling a for sale by owner prospect?  These people meet the definition of a prospect.  Unless you are contacting hotter prospects, you are not using your time as effectively as possible.  Am I right or wrong?  Getting face to face with a prospect is paramount.   That is one reason.

     Here is another reason.  If you call for sale by owner prospects, as I describe in my video,  https://www.youtube.com/watch?v=XhzCdscDqxc   you will find no better way to practice talking with people.  Do you know how to steer a conversation? For sale by owner prospects are perfect people to practice this skill on.  Do you habitually answer questions with a question?  For sale by owner prospects are just a perfect opportunity to practice this essential skill.  If you never listed a for sale by owner, it is worth your time just to to practice these skills.  You also, probably need to practice your get people to like me skills, your listening skills, and your  other people skills.  You need to practice these skills.  What better opportunity than to spend time with a HOT prospect that will welcome you into their home, spend time with you, and give you an honest sincere evaluation of your skills.  You could hire a professional real estate coach or sales trainer.  That coach could not give you as good an evaluation as Mr. Forsalebyowner will.  Call these people.  Use the script that I have in the video.  Go see them.  Visit with them.  Get them to fall in love with you.  You need the practice.  I know you do.  You know you do.  Forget about getting a listing.  Just go  practice your people skills on a real live red hot prospect.  They will give you honest feedback.  That is the second reason that you need to call for sale by owner prospects.

     The third reason that you need to call for sale by owner prospects is that ninety per cent of them are going to list with a Realtor.  They will list with you or they will list with your competitor.  That is for ninety per cent certain.  Some Realtor ( you or your competitor ) is going to earn 3.5% of the price of the for sale by owner's house as a commission.  If it is a $200,000 house that is $7000.  Your broker gets some of that money. 

     Let's say you need a lot of practice with your people skills.  Nine out of ten prospects that you talk to like your competitor better than you.  You really need some practice.  You need to practice smiling more.  You need to practice talking less.  You need to practice saying,"That is nice" more.  You need lots of practice .  Nine out of ten like your competitor better than they like you. One out of ten likes you the best.  WOW!  You have a listing.  If you are on a 60-40 split with your broker, that is $4200 in your pocket.  That is assuming that it sells co-op.  Who is the most likely person to sell your listing?  You are.  Double that $4200.  The number three reason you should call for sale by owner prospects is YOU NEED THE MONEY.

     Let's recap. 

     You have no better prospects to call and the phone is not ringing.
     You need the practice talking to someone so you can practice your people skills.
     You need the money.

     That is three good reasons to call for sale by owner prospects.  Call one before your fanny leaves the chair.

Overcoming Fear, A Real Estate Agent's Worst Enemy

     Today is Saturday, the twenty fifth.  What is the number on your rear view mirror?  How many listings have you taken this month?  This is the last Saturday of the month.  If your results are not meeting your goals, it might be a good idea to work today.

     I downloaded an advertisement from Zillow, yesterday,  "Ten Ways To Get More Real Estate Listings".  What do you think was hot tip number one?  It was call expired listings.  I have been telling you for twenty five  days to call yesterday's expired listings.  On Saturday, you will have no competition.  If you have not called yesterday's expired so far, it is probably because you are afraid of the rejection.  Forget about the fear.  Call yesterday's expired listings today.  Go back and watch my video if you don't know what to say.  Just today, there is no competition.  It is Saturday.  Suzy Superstar is not calling them today.

     I heard a sales trainer use this example to explain fear.  He said imagine a ten foot long 2x10 board lying on the floor.  For a one hundred dollar reward, could you balance yourself and walk from one  end to the other.  Everyone in the room agreed that we could.  He asked if there was anyone in the room that would not try.  We all agreed that we would try because what was the worst that could happen?  The worst that could happen was we would lose our balance and fall two inches.  We would not get the hundred dollars but we would lose nothing.  Then he asked us to imagine that the 2x10 was stretched between two ten story buildings.  For a one hundred dollar reward, how many would walk across the board?  He lost about eighty per cent of us.  The penalty for failure (falling ten stories) was too great for the reward.  Then he took things a little further.   He asked us to imagine that the other building was on fire and one of our kids was trapped on the roof.  The only way we could save our kid was walk across the 2x10 and carry our kid back.  Every person in the room was ready to go.  The point of this illustration is two things.  We often imagine that the danger is greater than it is.  When we call yesterday's expired listings, we are not going to fall ten stories if they say no.  We are going to fall two inches.  So what?  The other point of this illustration is we underemphasice the reward.  Would you walk across the 2x10 sitting on the floor for a two thousand dollar reward.   That is the value of an average listing.  What is the worst that can happen if you call?  What is the reward if you call and the expired listing lists with you?  So what if some of them say no?  So what if most of them say no?  Do not let fear stop you from calling.

     Add five cards to your forsalebyowner pile.  Call five forsalebyowners today.  Today is Saturday.  The forsalebyowners are home.  They are in a good mood.  It is the perfect day to call forsalebyowners or better yet, go knock on their door.  If you don't know what to say, go watch my video on You Tube.

     Start your next blogpost.  Answer a question on Trulia Voices.  Read a blog on Active Rain and leave a comment.  If you have not joined Active Rain yet, it is free .  Follow this link and join today. http://activerain.trulia.com/action/referrals/ronclimer 

     Start thinking about November's goals.

     If you get a listing, mail out 200 "just listed " post cards to the neighbors.  If you put a house under contract, mail out 200 "just sold" post cards to the neighbors.  If you have a closing, mail out 200"just sold" post cards to the neighbors. 

     Plan your open house for Sunday.  Remember to bring a chair.

     This is the Income Increase Challenge instructions for today.  If you don't know about Income Increase Challenge, watch this short video.  https://www.youtube.com/watch?v=Yrl_EXiChUM

Finding Red Hot, Cash Paying Prospects For Real Estate

     Today is October 23rd.  It is Thursday.   If you are participating in the Income Increase Challenge, you are probably tired of me starting every day with the same old instructions.  Here is something different for today.

     Could you go into MLS and find a house that is worth $100,000 but you can buy it for $50,000?  Often bargains like this exist because there is no financing available for some reason.  Often these bargains exist because  the owner needs the money RIGHT NOW.  Sometimes these real estate bargains exist because there is a commercial potential for the property that the residential sales associate that listed the property did not recognize.  We don't care what the reason is.  Just know that these bargains exist.

     Let me re phrase my original question.  Could you go into MLS and find a property that, if you had the cash, you would buy today and could sell tomorrow for a handsome profit?

     Maybe MLS is not the place to look for these bargains.  There are plenty of them in MLS.  Maybe, if you went to the court house and looked in the probate files that are being processed, you could find some heirs in Chicago that have inherited a house in Orlando.  The heirs don't want the house.  They want some money in their pocket.  Call them.

      It doesn't matter where you find them.  Maybe you could find such a bargain by contacting those empty house owners that I mentioned in the earlier article.   http://rondclimer.blogspot.com/2014/10/do-you-own-empty-house-in-another-city.html 

     When you find this super bargain, I want you to take your Who You Know list and start calling these people and ask them if they know anyone that has the financial ability to take advantage of this super duper bargain. Tell them that you have to pay cash and you have to act quickly.   I want you to tell them that you would buy it yourself if you had the ability.  Do not say this if it is not true.  If it is not true, it is not enough of a bargain to warrant your calling.  Don't you agree?  Ask your Who You Know list if they know anyone that can take advantage of this amazing opportunity.  How many do you think you would have to call before you hit a winner?

     Don't waste your time or your acquaintance's time with luke warm mamby pamby maybe bargains.  Find a super duper extraordinary it makes me sick that I can't buy it bargain.  If no one on your list knows someone that can buy this bargain, you need a new list.

     In the daily instructions for the Income Increase Challenge, I have urged you to call forsalebyowners.  If you will start calling forsalebyowners, you will find that a lot of forsalebyowners are investor types that buy and flip houses.  When I first started selling real estate a hundred years ago, this aggravated me because most of them are not prospects to list their house with a Realtor.  In fact, I considered them a competitor.  After a while, I learned that these folks are prospects.  They are buying prospects.  I started to chat with them about what they like to buy, what neighborhoods do they like etc.  I kept their information on file until I found a super bargain. I have sold many house to the buyers that I found while calling forsalebyowners.

     This works equally well in a social situation.  You meet someone in a social situation.  What do they usually ask when they discover that  you are a Realtor?  "How's the market?"  How is this for an answer?  " I just ran into a property that is worth $200,000.  It can be bought for $100,000.  I am so frustrated because I can't find a buyer for it. Do you know anyone with $100,000 cash that would like to take advantage of this desperate situation?  I know it will sell before I can find a buyer."  Don't say this if it isn't true.

     Have you read the book,"The Millionaire Next Door"  by Thomas Stanley?  If you are in real estate, you better read this book.  The main lesson from the book is it is hard to recognize a millionaire.  Your neighbor down the street that drives the F 150 pick up truck just might have a few hundred thousand in the bank.  He might just be looking for the opportunity you described. Ask. We can close next Friday. Go find a bargain and sell it.

     Also today, run yesterday's expired listing off the MLS.  Send them mail.  Call them.

     Also write a blog post about how frustrated you are because you found this fifty cents on the dollar bargain but you could not find a buyer fast enough.  Someone else took advantage of that situation.  Your "call to action" in this blog post is if you would like to be on my list of super bargain hunting, cash paying, quick decision making buyers, contact me and expect my call when I find the next one.

     That is the instructions for October 23rd.    

Real Estate Expired Listings, Finding Them

     If you are participating in the Income Increase Challenge this month, I told you in today's  post to send a post card to the expired listings.  You don't have to do it this way.  This is the way I did it.  I sent out the post cards with my home return address and no identification that I was a Realtor.  Just the phrase I told you," If your house is still for sale please call me at 828 440 1064"  Plenty of them did call.  The first thing I did was identify myself as a Realtor and ask if the house was still for sale or was it sold.

     After I had been calling expired for about a year.  I got more methodical.  I created a personal brochure and a letter.  I mailed this to one hundred per cent of the expired listings.  I had these at the post office by ten o,clock in the morning. I started with the post cards from the post office.  Can you guess why?  $$$$$$$$$$ They were cheap and easy.  When I started mailing letters, I had over a dollar invested in every letter.  Until I started consistently listing ten expireds a month, that was a small financial burden.  Go the cheap and easy way until it is not a financial burden.

     Mail is good. A phone call is better.  Mail and a phone call is better.  Today, if I were mailing a letter, I would have a link to my blog article,"Why Your Listing Expired In The MLS."  I would also have a link to my You Tube Video, "Why Your House in Orlando Did Not Sell".  The more ways you can attempt to contact prospects, the better.  Read this article. http://www.ronclimer.blogspot.com/2012/03/twenty-first-century-reputation.html

     The gold in expired listings is the out of town owners.  Whether it is a empty house with their out of town address in the public records or a house that appears to be owner occupied but is empty.  If a house appears to be owner occupied but it is empty, what does that tell you?  It tells you the owner has moved since they listed the property.  Do you think their motivation to sell has increased?  If you can find these people new address or phone number, you will have no competition when you contact them.

     I want you to start mailing a post card to every expired listing.  When you send the post card with your home return address, under your return address, write this phrase. DO NOT FORWARD ADDRESS CORRECTION REQUESTED.  In a few days, the pot office will send your card back with their new address in their new city.  If they have a land line,( half the people do) you can call information and get their new number. If this sounds like a lot of trouble, just to get a listing, you need to remind yourself of what a listing is worth.  When you have twenty listings, your phone will start to ring.

     In today's modern high technology world, there are lots of ways to find addresses and phone numbers for people.  Find them.  Contact them.  They are going to list with someone.  It may as well be you.

      www.RonClimer.com  

    

New Realtors, You Must Do This.

     Finding prospects is the most basic skill of a successful Realtor.  You have to have someone to talk to.  Prospects are people that want to buy a house or sell a house.  Your income is depending on how well you can find prospects, make a presentation to these prospects.  The hard part is, and always has been, finding the prospects to talk to.

     It is hard.  It is not impossible.  If you are new in real estate, what fills up your time.  What time do you start working?  What time do you quit?  Do you know what "working" is?  It should be looking for prospects.  If you spend eight hours per day looking for a prospect, how could you NOT find one.

     Get yourself tuned in to finding your next prospect.  Concentrate on finding a prospect.  Let's assume that you are brand new.  The ink is barely dry on your real estate license.  Where can you find a prospect?

     Any basic sales training class will tell you to make a list of everyone that you know.  Send them a letter telling them that you have started a new real estate career.  Ask your friends and acquaintances to send you referrals.  Is this a good tactic?  It is fabulous.  Can you think  of one reason why a new Realtor would not do this?  This is a basic activity  in real estate.  You could spend considerable time creating this list.  If you do not know where to start, watch this video.  https://www.youtube.com/watch?v=TVkyneacp3I  

     Creating this list of two hundred people that know you and mailing them a letter is just the beginning.  It is just the beginning.  Six months later, you can send them another piece of mail. You can add to the list.  After a few years, this list could get rather large.  About twice a year, you send out a letter to this list of all your friends.  This is basic, basic prospecting.  How many Realtors do this?  Very few new Realtors do this.  Even less keep it up  year after year.  One hundred per cent of the Realtors will tell you this is powerful medicine.  It works.  It works like magic.  If you are new, try it.  What else are you doing with your time.

     Pay very close attention to what you are doing with your time.  If what you are doing is not leading you to a prospect, do something that will lead you to a prospect.  Real estate is such a basic simple business.  Find prospects is a basic activity.  In this article, I have suggested one activity to prospect.  Please leave me a comment and tell your peers some other ways to prospect.  If you are an old seasoned veteran, tell us in a comment where you found the prospect that was your last commission.

     www.ronclimer.com

New In Real Estate, Find A Prospect

     If you are starting a new career in sales, you need to know the rules.  Usually, the rule is, the more you sell, the more money you make.

     I spent most of my career selling real estate.  One hundred per cent commission is not for sissies.  It amazes me that many people in 100% commission jobs will not do what they know they have to do to be successful.  It is simple.  You have to talk to prospects.  Prospects are people that need or want your product.  A person that wants to buy a house is a prospect.  A person that needs a Realtor to help them sell their real estate is a prospect.  Prospects are people that need your product. 

Ron D. Climer understands real estate

     If the sun comes up and goes down again without you talking to a prospect, you won't make any money that day.  A few days of that in a row will depress you.  If you are a new real estate agent reading this article, have you spoken to a prospect today?  If not, why not?  Does this concern you?  What time is it?  If you intend to make some money today, you need to talk to a prospect today.  Call one.

     What are you doing to get prospects to call you?  Do you have a blog?  Do you have a You Tube channel?  Is your phone ringing? Are you talking to prospects?  If your phone isn't ringing, you need to be concerned.  Are you concerned?  How many days can you get along with no income?  How many days do you want to to get along with no income?

     Find a prospect.  Go talk to them.  Do not over complicate this real estate sales business.  Do you have a blog?  How often do you post on it?  Do you post anything that a real estate buyer or seller would want to know?  Does your competitor have a blog?  Can anyone find you on the internet?  If I Google 'Best real estate agent in your neighborhood', who comes up?  Do you?  I can teach you to come up first when someone Googles ' Best real estate agent in your neighborhood'.  Would you like me to teach you that?  If you would, call me at 828 440 1064.  I can do my part if you can do your part.

     Talking to prospects is how to make money in real estate.  You can make your phone ring.  You can dial the phone.  Who can you call?  Call prospects.  A prospect is someone that needs or want your product.  Is a forsalebyowner a prospect?  Is the pope catholic?  Of course, a forsalebyowner is a prospect.  Do they need a Realtor?  Yes, they do.  Will they list with you if you don't call them?  Will they list with you if you do call them?  The odds are much better if you do call them than if you don't.  Can you give me ten reasons why you should NOT call some forsalebyowners today?  Let me give you ten:

     I am afraid someone will reject me.
     I am afraid I will waste my time
     I am afraid I will embarrass myself
     I am afraid they will not like me.
     I am afraid I don't need the money that bad.
     I am afraid I don't know what to say.
     I am afraid I am too busy doing non productive, low rejection stuff.
     I am afraid I might fail.
     I am afraid my phone won't work.
     I am afraid my peers will laugh at me.

     Here are ten reasons why you should call some forsalebyowners today.

     You need the money
     You need the practice of talking to people
     You need to look at their houses to familiarize yourself with the market.
     Forsalebyowners will teach you things that a sales trainer, like me, will never teach you.
     They are going to list with someone.
     Maybe you can refer them to a real estate broker in their new city.
     What else are you doing with you precious time?
     You need to research your next blog title.
     You need to practice smiling and saying ,"That's nice"
     You need the money

     Calling forsalebyowners is not for everyone.  If you are closing four house per month from people that are calling you, you do not need to be calling forsalebyowners.  If you don't have time to work with the prospects that you have, why would you want to call forsalebyowners?  If your biggest problem is finding time to write ads for all your listings, you do not need to waste your time with luke warm prospects like forsalebyowners.   Calling forsalebyowners is for Realtors whose phone is not ringing.  If you are not talking to a prospect, you are not headed towards a commission.

     If you want a little help learning to call forsalebyowners, watch this video.  https://www.youtube.com/watch?v=XhzCdscDqxc   If you want a lot of help learning to call prospects, call me at 828 440 1064

     Get yourself face to face with a prospect.  You will make more money talking to prospects than you will talking to your co workers. Prepare for tomorrow.  Call a prospect today.

     Be my friend on Facebook.  Ron D. Climer  I send out a daily message on Facebook  to new Realtors.