FSBO Guide - Authorify

● Don’t Be Fake You have to be genuine. If someone wants to talk about architecture, then I’ll listen for hours (at least if they are a potential customer). As a Realtor®, architecture has a big impact on what I do. I asked the architect about drawing the best floor plans. Specifically, I asked him how to get the house to look more attractive, so it would be easier to sell. As I said, I was naturally interested in the answer, because it had so much to do with real estate. Let’s imagine, however, that you meet a guy who works on cars. Some people who work on cars can make a lot of money. They live in high-end homes. Talk to them about cars. “What do you do? How do I figure out how to fix my car? How do I find the best mechanic?” You just talk about what their interests are and how those interests relate to you. You do need to be careful with this. You don’t want them to take up too much time, but if you let them talk for a while, you’ll develop a really good rapport. Here’s something else that has helped me develop better rapport. I used to be very argumentative. I argued with everybody. After reading How to Win Friends and Influence People and becoming better at listening to people, I stopped arguing so much. As a result, I get along much better with everybody — and not just with people who could give me possible listings. I’ve also gotten better at interacting with other Realtors®, people at the office, and more. Here is the fastest way to get someone to like you instantly: give them a genuine compliment. You don’t have to be a glad-handing back-slapper. Don’t be a fake! Find one thing on which you can genuinely compliment them. You can find something positive about everybody you meet. Here’s an example. My hair is thinning slightly. So if I were to meet somebody I didn’t hit it off with, who had a thick head of hair, I could positively compliment them. I could say, “Wow, you have a really nice head of hair. I wish I had hair like yours.” There are a lot of different little things that you can do to compliment people. When you do that, you’ll get the listing. Here are some other things you can do to get the seller to like you. ● Other Ways to Be Liked Have some empathy for a person’s situation. Find out exactly why they are selling. Discover their goals. Learn about their frustrations. Everyone wants someone to listen to them. You also will improve your odds of getting the listing.