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Since the new agent has more time, he or she
holds an important advantage over Old Pro in working this aspect of real estate
practices. Fizzbos are heavy time
eaters. Old Pro will swoop in and
gobble up a FSBO now and then where he or she is referred, has a buyer for the
property, or may just feel like it. But
the top producers can’t work constantly in the For Sale By Owner field.
If they try, they’ll have to neglect the referral business that brings
in most of their top production. If you’re a new agent battling for a fizzbo over a period
of time with Old Pro, take heart. Time
is with you. The longer the fizzbo
holds off making a decision, the better you chances are of eventually winning.
You have the staying power and the determination; you are rapidly
plugging the gaps in your knowledge and skill; you are closing fast on Old
Pro’s lead in expertise. It’ll take time for you to match Old Pro’s inventory
knowledge of the entire sales area. You
can’t match his whole bag of skills overnight.
But you can, within days, learn enough about the sellers’ neighborhood
to convince them the YOU are the upcoming expert on their location.
Do this by concentrating on their block and neighborhood.
Old Pro can’t concentrate to that extent; he or she must cover a wider
area. And, when people think about who’s keeping current on
their turf, your knowledge of what happened there last week will be much
more important to them than Old Pro’s knowledge of what happened last year.
Knock on doors. Talk to the people. Find
out who’s thinking of selling, who’s getting promoted and what people think
of the neighborhood today. You’re
in a far better position that Old Pro is to discover what’s happening now
on that block because you have the time to do it. |
