RISMEDIA, March 14, 2007-With a strong buyer's market, and home sellers unable to get the rapid sale they heard about in last year's market, FSBO's are currently one of a rookies best friends.
"The red and white For Sale By Owner sign on the front lawn can be one of the easiest sales available," explains Ralph Isola, on this week's free iSucceed/RISMedia Business Training & Development Call entitled: "For Sale By Owners: A Rookie's Best Friend".
Isola based out of Southern Florida, had a stellar career in the 90's as a sales leader for corporations such as Honeywell and Motorola. However, in the year 2000, he saw a void in the amount of quality training available to new agents, and decided to take his corporate sales skills and knowledge and apply them to creating a first-rate training program. From there he surrounded himself with a team of professionals and trained them thoroughly in sales psychology and all aspects of real estate. This combination of concepts proved amazingly successful, and during 2006 his company, USA BEST REALTY closed approximately 210 transactions with a sales volume of $57,500,000. With thirteen current franchised offices, Ralph is happily in the middle of a nationwide franchising campaign.
"There has never been a better time to approach the FSBO market," said Isola, "FSBO's are more difficult to sell than they have been and homeowners are not equipped to handle the task… that's why they need a real estate professional."
In this week's Business Training & Development Call, Isola talks further about the psychology of a sale, what specifics areas of expertise an agent has over someone outside of the industry, and what the motivating factors affect home sellers, causing them to choose the FSBO's sales plan.
Many agents might believe that in order to move a FSBO to a straight agency listing, the agent must out-talk, out-maneuver and overpower a homeowner. However, as listeners will discover, with Ralph Isola's method that is just not true. Isola understands the importance of the asking the correct questions, how to set up an appointment, exactly what to say during the phone call, and what to take in into the "house viewing" versus what to leave in the car. While his methods may not land each and every client, an ingenious aspect of the process enables an agent to make money from the listing even if they don't actually get the listing.
Finally, Isola has identified five different areas of the sale in which an agent can demonstrate for the prospect that they really do need a real estate professional. Rather than browbeating the homeowner with disparaging comments about the foolishness of not using an agent, Isola's method is to ask specific and open-ended questions that help the home seller to see their need for a professional agent.
Real estate professionals should mark their calendar to listen every Wednesday to the iSucceed/RISMedia Business Training & Development Call. The call offers rookie, intermediate and veteran agents across the country a chance to discover and implement the proven, profitable real estate strategies of over 200 of the industry's most successful agents. iSucceed is increasingly considered to be the most valuable location for tools, scripts, shortcuts, dialogues, marketing ideas, and industry secrets, gathered directly from North America's top real estate superstar agents.
Today iSucceed/RISMedia are offering a free 14-day trial with unlimited access, exclusively for RISMedia listeners. Interested parties need only enter the code "RISMEDIA14" when they go to www.iSucceed.com.
To listen go now tohttp://www.isucceed.com/rismedia/interview.
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