In a down market with many challenges, it may be time to get back to some of the basics that we've most likely ignored when the market was on fire, working For Sale By Owners (FSBO) and Expireds. Most of us have drifted away from working them, because we really haven't needed the business. For the longest time, we have allowed the business to be taken over by the newer agents, who might not be the best qualified in terms of knowleomdge, etc. They were willing to do what we weren't, stop instead of driving by or calling in the case of an expired.
The market has changed, and now despite the fact that we can cull leads from a variety of different sources, places like the internet and such, time has come to get back to two of the better prospect sources. Internet leads can take as long as 18 months to bring to the point where a sale develops, where as working with the FSBOs and expireds can put you immediately in front of their faces, if you have a compelling story.
Bernice Ross, who writes for Inman News, recently did a great article about working with FSBOs and Expireds.
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V.K. [Mel] Melhado PA
Fine Home Specialist
Preview Naples Group
Premiere Plus Realty Co.