Sunday, August 20, 2017

By Roberta Ross, National Speaker

Every day, our world becomes more and more focused on the benefits of choosing a more organic—or green—lifestyle. Cleansing the environment of toxins found in our daily lives is a tremendous way to protect our earth, but imagine if you took it just a step further and adopted that same green effect into your personal mindset.

You may have already gone organic in your diet and in your home—choosing organic groceries, purified water and a switch to green mountain energy—but what about your mind? Have you gone organic in your thoughts? At any given point in the day, if we placed a camera in your mind, would it be a place of peace and serenity or more like a scene from The War of the Roses?

In a changing market, our natural inclination is to focus on dropping market values, rising interest rates and tightening loan qualifications. We worry about the business we don’t have or the prospecting pipeline that has all but dried up. We drone on about money that is lacking and wonder if this is the beginning of the end of our chosen career. These are the most critical times to mind your mind. As important as our diet, the air we breathe and the water we drink are, the ability to cleanse our minds of the toxic waste we allow to pollute our thoughts enables us to enjoy a much healthier lifestyle and career.

You might have seen or heard a great deal in the media lately about the Law of Attraction—the premise being that what we focus on is what expands in our life. Your thoughts are the seeds you plant in every moment of every day. If you’re choosing thoughts of doubt about why something won’t work, should it be any surprise when it doesn’t work?

For example, if you say to yourself, “The market is a disaster, and I can’t pay my bills,” then NOT being able to pay your bills is exactly what you will get. If you say, “Nobody is buying,” then NO BUYERS is what you’ll have. Or, if you tell yourself, “I’m not going to make it in this business; I should get a job,” then a job is what you’ll get.

These poisonous thoughts set in motion a downward spiral of events. Always remember that your thoughts determine your outcome. Your past performance was, in large part, a result of the thoughts you chose in the past. The thoughts you choose now will determine your future performance.

Keeping company with industry leaders such as Michael Saunders and Company, John L. Scott Real Estate, Koenig & Strey, GMAC, Prudential Douglas Elliman and more, ProspectsPLUS! has published its corporate video on InmanStories.com. “We are thrilled to share the story of who we are, our foundation and our commitment with an industry that we are so passionate about,” said Jim Morton, President of ProspectsPLUS! “This is a tremendous opportunity to give brokers and agents a peek inside our dynamic organization and corporate team.” We invite you to take a look for yourself!

FSBOs looking for help will participate in conference calls—if they
can phone in anonymously!

by Mike O’Boyle, National Speaker, Regional Director

Want a creative way to work For Sale By Owners without the worries of do-notcall violations? The FSBO conference call is a powerful guerilla-marketing tool that will put you in touch with a lot of prospects.

According to the Texas Profi le of Homebuyers and Sellers, 16% of sellers in 2004 sold their home without using an agent—up from 11% in 2003, and higher than the national average of 14%. This survey also found that challenges for FSBOs include selling within the time planned, preparing the home for sale, attracting buyers, understanding paperwork, and getting the price right. Clearly, many people who sell their home on their own could benefi t from your help.

Knowing that a large number of FSBOs will eventually list their homes for sale with a real estate agent, why not try a rejection-free approach that will literally get FSBOs to call you? This is a creative, easy, cost-effective, and painless strategy that will get your phone to ring and increase your listing inventory. A word of caution: This tool isn’t for everyone. But if you are the type of person who believes in the magic of creating a relationship first and making the sale later, you’ll love this!

How can I get FSBOs to call me?
Contact your local telephone company or look in the yellow pages under conference call and fi nd out how to set up a conference call. There are many companies offering conference-call technology. You will receive a special phone number and instructions, which probably will include a password for folks calling into the conference call.

Create and print fliers letting FSBOs know that they can participate in a free, anonymous 30-minute conference call each week to help them sell their homes. Let them know what day and time to call and any instructions they need to join the conference call. Try not to pick a time and day of the week that confl ict with a popular TV series or major sporting events. Distribute your fliers/invitations to as many FSBOs as you can fi nd—the more the better. You can also place the fl iers on local bulletin boards in your area. Grocery stores, home-improvement stores, and shopping centers are all great places to start (and all places where FSBOs often advertise their homes). You can even search the Internet for FSBOs by going to Google and searching on the phrase for sale by owner and the name of your city. (For the best results, put for sale by owner in quotes and the name of your city outside the quotes.) Several Web sites will show up where FSBOs are advertising their homes for sale. You will be surprised how many of these Web sites actually display the FSBO e-mail addresses right on the site!

Now, for zero cost you can e-mail your fl ier directly to FSBOs with an invitation to participate in your free For Sale By Owner conference call each week. (Make sure that your e-mail subject line contains ADV:, you include your return e-mail address and postal address, have a means to unsubscribe, and comply with all other state and federal e-mail rules.

Your flier should let FSBOs know that they can talk with other people selling their homes on their own, and they can talk with you, one of the area’s top real estate professionals (or however you brand yourself).

What will you talk about?
Your job during this call is simply to carry the conversation. Thank your callers for joining in and let them know you are available for private consultation if they’d like to call you directly. Have a prepared list of subjects you plan to talk about and a list of sample questions they may want to discuss.

Offer free advice on what they can do in the next few days to help sell their home. Here are just a few examples of free information you can offer the participants of your call:

  • Selecting the right price to attract the most buyers
  • Making the right improvements to avoid wasting money on unnecessary, unprofitable projects
  • Advertising tips, so you don’t waste money
  • Preparing your home for a good showing
  • Holding a great open house
  • Qualifying buyers to separate them from lookers.

Now, imagine you were a caller. What would you ask? What would you want to know about selling your home?

  • What kind of financing alternatives may be offered
  • What to do when a buyer wants to make an offer
  • How to counteroffer without jeopardizing the sale
  • How to negotiate effectively for a better offer
  • Who to contact to help close the sale.

You can also invite guest speakers, such as loan officers, home inspectors, or real estate attorneys to discuss specific topics relating to the sale of a home. You can ask your guest speakers to pay for the cost of the call that week in exchange for the opportunity to market their services to home sellers.

Think about this example—even if a FSBO does sell his home on his own, the buyer will need a loan from somebody. If the buyer is not pre-qualified, and the FSBO can politely recommend the loan officer from the call for immediate pre-qualification, that certainly would be worthwhile for that mortgage professional. It also would be worthwhile for the FSBO, who does not have to waste time on unqualified buyers.

Throughout the conference call, offer free services. A price analysis, an equity analysis, or a FSBO first aid kit usually works well. What’s in a FSBO first aid kit? You can include information or advice to help the sellers sell their property, like a marketing plan, home-staging advice, negotiating tips, etc. These items may encourage the FSBO to invite you to show them how you can sell homes quickly and for top-dollar.

Finally, wrap up your call by asking the participants to call back and report their results to you and discuss new topics next week. This is a great way to build FSBO confidence and eventually gain their business.

Will FSBOs call in?
You bet they will, and here’s why:

  • It’s free
  • It’s anonymous
  • It’s more comfortable to them than meeting face to face with a real estate agent
  • Anybody with a touch-tone phone can call in from any location.

In fact, you can moderate the conference call from the comfort of your own home while you’re wearing pajamas and eating your favorite ice cream.

This is a definite “give before you get” proposition, so be patient. If you expect immediate results, you will be disappointed. Often, there will be a few people on the line who will not talk. After a couple of calls, most people will feel more comfortable and will chime in. It’s a beautiful thing when FSBOs begin sharing their horror stories of “an open house gone bad” with first-time callers.

Keep in mind that while some For Sale By Owners may successfully sell their homes on their own, many will decide to list with an agent. Your value proposition in exchange for offering this free service is that you are simply asking that should the time come when they do decide to list, you hope they will think of you. If they do sell on their own, perhaps you can help them with the purchase of their new home.

Remember to ask everyone on your calls for referrals.

Could this strategy be worth an extra listing (or two or three) per month to you? Set up the call, invite as many FSBOs as you can, and find out.

Mike O’Boyle is regional director with ProspectsPLUS! a personal real estate marketing software company endorsed by CRS. He has trained with industry experts including Floyd Wickman, Dave Beson, and Bill Barrett, and has delivered more than 1,500 talks nationwide helping real estate professionals make more money with proven tools and techniques. You can book him for your event at 972-772-8331, mike.oboyle@prospectsplus.com, or MikeOBoyle.net.