This week’s interview is with Myra, who’s been a Smart Agent’s member for a couple of months.

She just started implementing the program and won a FSBO listing early on.

In this interview we go over:

  • How she turned a cold lead into a warm lead.
  • How she followed up with that lead.
  • Why she won the listing.

Highlights:

Full Interview:

Transcript:

Smart Agents: So how long have you been a realtor?

Myra: Since 1983.

Smart Agents: When did you sign up with Smart Agents?

Myra: I think it was three months ago.

Smart Agents: How many listings have books been involved in, that you’ve got?

Myra: Only the one so far. There was a for sale by owner that we behind my office, probably just a block away from my office and I dropped the book off with just a note in it.

Nobody was home. It said, “If you need my help, just give me a call. I’m here to help.

My office is around the corner as you well know ’cause you have to drive by it every day to get home.” Anyway, three or four weeks went by and he called me and said, “I’m ready to list.”

Smart Agents: You hadn’t met him before?

Myra: No.

Smart Agents:
Did he say he read the books?

Myra:
I’m sorry?

Smart Agents:
Did he say he read any of the books?

Myra:
You know, I don’t know if he read the book or not. I didn’t really care.

Smart Agents:
Yeah.

Myra:
[inaudible 00:01:19] to get the listing.

Smart Agents:
So this is more of the waiting game when you play with FSBOS or any of these owners like that, when it takes them a while before they give up?

Myra:
Yeah. I mean, honestly, one of the other things … I use another product called Listing Booster.

I know you probably don’t wanna give somebody else a plug, but I also did a virtual tour with the pictures that I found online, set up a single-property website, emailed that over to him, and I kinda used just a gentle reminder, “Hey, I’m here.” I did that every week and then they listed with me.

But I really think the book opened the door.

Smart Agents:
So you were following up with him every now and then?

Myra:
Yeah, about every week to 10 days.

Smart Agents:
Would you give him new information or show him something you would do when you would follow up with him?

Myra:
Well, yeah. I mean, I set up a single-property website and sent him a text with the link for the single-property website.

And then the next week I did a flyer and I said, “You’re free to use this if you want.” I sent him a link to a flyer. And then I sent him another note, “Hey, I’m out here. If I can help you, let me know.”

And then he called.

Smart Agents:
Well, that’s awesome. That’s pretty much all. Have you been prospecting with any other books?

Myra:

Yeah. I do a … Yeah, I have. I’ve done the Secrets Owners Should Now or Sellers Should Know anytime I have someone who displays the least bit interest in selling their house. I’ve been either hand-delivering or sending one out, or sending it in the mail.

I put two in the mail today but one of the people that I sent that book to, it was an online inquiry and they said … How was it? They said, “You were the only person who really sent such an amazing package.” ‘Cause I did a whole CMA for them, delivered it with the book, and they called me and said, “We’re not quite ready to sell but when we are ready in three or four months, we’ll be calling you.”

I think it just really helps to have something like that that’s of value to hand to people other than your business card.

Books have a huge perceived value. They don’t get thrown away.

They can get tucked away somewhere, but most people aren’t going to toss them in the trash. They’re worth something, and they’re worth something to the author’s name.

Do this and you will position yourself as the authority in your market. When you give away your book, it will separate you from your competition. That’s how a smart agent thinks!

Want to get a free sample of the book that will get you more listings? Click the link below.