Do what others won't, and reap the rewards.

With gas prices hovering around $4.00 a gallon most of us are cutting back on driving. That's why you should do just the opposite. Your competitors are sitting in comfortable offices using email, the telephone, postcard's and whatever non confrontational means they can to promote their business.

"Those that follow the herd, often spend a lot of time scraping their shoes" Warren Buffett

You should get "face time" with the for sale by owners. This allows you to see their reaction to you (non-verbal communication). You have their attention. How do you do it? Knock on their door. Identify yourself as a realtor and tell them "you are not there to list their home" (at this time) . In my 28 years of calling on fsbo's I have never listed a home on the initial call.You could also offer to help with comparables. You can email  (ask for their email address) them any sales that occur in their neighborhood. Any other realtor can do the same thing, but remember, they aren't there.

There is another way.

Knock on their door. Again tell them that you are not there to list their home. However you have an exclusive tool that they can use for free. It's a web site designed for the for sale by owner. It's www.freeusfsbo.com . You would be happy to place their home on the site for them (even take the pictures). These are the same pictures you will use later to enter their home into the MLS. How this works is explained at www.freeusfsbo.net.

Why would you want to do this?

•   Leads (buyer and seller). The seller may need to buy another home. This site allows you to have buyer leads directed to your personal web site. You have one don't you? It should have lead capture capabilities.
•  Future listing. They are currently not doing business with you so you are not "losing" a customer. You are providing them something unique. It is a starting point for further contact. One of the questions to list a home on FREEUSFSBO.com is "Will you work with a realtor"? "What percent are you willing to pay"? If they say 3% you are halfway to an exclusive listing.
• More Listings. Neighbors and others may see the sign. They are thinking of selling, but may want to try to sell the home themselves and you have another lead generator and future listing.

What do I do now?

Remember, this is a program. It has to be worked. You will need a database (such as Access) to follow through. You should have fields such as Name, Address, Selling Price, Date Contacted, Last Follow Up Date, Zip Code, Notes, Telephone, Cell Phone, etc. You can get the phone number out of the classifieds. Cross reference the phone number using "Whitepages" to get the address. Then you can sort the properties by zip code. Remember we are going to call "face to face" but gas is still $4.00 per gallon. This will allow you to call on homes in the same area at the same time, thus saving money. Also, call when people are home. This may be late in the afternoon and on weekends.

Monday Morning

You now have earned the right to call them on the phone. Ask how their weekend went. Did they have any showings? Give them any new activity or information about their neighborhood or any thing about the market in general. You can get the information from the mls or realtown.com. Always have a "gift" when you contact them and they will actually look forward to your call. Then after a couple of weeks remind them that you would be happy to "convert" their listing with you to full service. You already have the pictures and information about the home. This will give them a fresh start in their marketing. Check with your broker to see if he will allow you to take an "Exclusive Agency Listing". This allows the seller to retain the right to sell the property himself and pay no commission. However if a realtor sells the home a commission would be due (you get paid). This could be an alternative plan of action.

They need your help

Always remember, you have the tools and training to get the job done. Most fsbo's will list with a realtor. Why not you? Who was it that provided a unique service by listing their home on a web site at no cost. Who was it that gave them a gift each week. Who was there "face to face" when others were sitting comfortably in their office waiting for things to happen. The answer

YOU!