Homeowners don’t want to pay your fee. No problem. Felix Tamayo is a realtor who says never sweat this objection. You can overcome it which is why he loves prospecting FSBOs, because owners are motivated to sell.
“I think the best thing to do is show people your value. It makes it hard for them to argue what you bring to the table and what they pay you,” says Tamayo.
You must make your listing presentation show to a seller what you’re going to do to get their home sold, and get more for it than they would. Thus, eliminating their objection in paying your fee. Let them know, you pay for yourself.
“I try to show them the difference between a passive approach and an active approach. The active approach is calling all of your buyers and sellers and letting them know this house is on the market,” says Tamayo.
Felix Tamayo
But this approach isn’t the only thing he does to find clients. He devotes two to three hours a day cold calling. He using RedX to help him find leads. He uses geographic area technology to call up to 100 people in the area where he is trying to sell a home. This proactive approach makes his invaluable as a listing agent.
“I want them to know this house is available. Who’s better to sell the house than someone who lives in the neighborhood? I ask them, who do you know that wants to live here?”
Take An Active Approach
Start standing out as a listing agent, be like Tamayo by taking an active approach of looking for and finding buyers instead of waiting for them to find you and the home you’re trying to sell.
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