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Featured Guest


Cathy Russell

Host


Shon Kokoszka
Featured Guest: Cathy Russell
Host: Shon Kokoszka
Length in Minutes: 23
Cathy Russell and her team close more than 200 transactions a year, with about 30 percent of their listings coming from Expireds or FSBOs. The key to her system, Cathy says, is getting people who regularly travel the roads of Lafayette, Indiana - such as mailpeople and moving-company employees - to send her the names of prospects. Once these prospects enter her follow-up system, Cathy is likely to wind up with the listing.
Chapters
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1. Introduction
2. Finding the For Sale By Owner (FSBO)
3. Tracking Down FSBO Leads
4. What to do After You've Found a FSBO
5. Needle in a Haystack - The First Mailing
6. Popping Fresh Ideas - The Second Mailing
7. FSBO Response
8. Talking to the FSBO
9. FSBO Script
10. FSBO Script: Advertising and Marketing
11. FSBO Script: Pricing and Commission
12. FSBO Script: The MLS
13. FSBO Script: Justifying Your Commission
14. FSBO System Explained
15. Tweaking the FSBO System for Expireds
16. Sample Expired Script
17. Be Non-Threatening
18. What to do After Calling the Expired Listing
19. Cathy's Results
20. Recap
21. Final Thought
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