Mortgage Brokers – Turn FSBOs Into Referral Goldmines With This Awesome Phone Script

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Even with the housing marketing as crappy as it is, converting for sale by owners (FSBOs or also known as “fizzbos”) into referral sources is still an effective marketing strategy. Don’t make the mistake of thinking that you are only going for the opportunity to help that fizzbo get a purchase loan for his new home. The real goal is to develop a relationship with the homeowner so that you prequalify all of the potential buyer prospects interested in their home that’s for sale. Using a phone script will make this even easier.

Drive around your area and search for all the homes being sold “For Sale by Owner.” And if your area is like mine, there should be plenty of them. When you find one, write down the address, phone number, and sales price if it’s available (if they have a flyer, even better).

Once you have collected several addresses and phone numbers, it’s time to make the phone calls. Because FSBOs are heavily targeted by real estate agents, the homeowner will probably be very resistant to your phone call. You have to break through that resistance as soon as possible. And the best way to do this is to tell them early that you are not trying to get their money. Once they know that none of their money is at risk, they’ll be much more open to talking to you. Here’s the script to use:

FSBO: Hello?

You: Hi. Are you selling the beautiful home on 15 Oak Street?

FSBO: Yes I am. Who am I speaking to?

You: My name is Ken Johnson from ABC Mortgage and I was wondering what your sales price is on the home? Oh, and what’s your name by the way?

At this point, the fizzbo will be a little taken aback. His resistance is still high because he knows you are from a mortgage company, but you haven’t said anything yet to make him hang up on you.

FSBO: Well, my name is Bob and I’m wanting to get $200,000 for it. Now, why are you calling me?

You: Bob, I can hear the agitation in your voice, and I can probably guess why its there. Since you placed that for sale sign in your yard, you are most likely getting bombarded with calls from real estate agents wanting you to list your home with them. I can promise you that I’m not calling about that.

FSBO: Really? Then why are you calling?

You: I want to create a win-win partnership with you. One in that you sell your home quicker and with much less stress, and you don’t have to pay me a single penny.

FSBO: Well, I could use any help selling this house faster. But what’s in it for you?

You: Typically, during the time a house is listed for sale, it gets interest from dozens of potential buyers. Almost all of the prospects will not buy that particular home. But they still want to buy a home and probably need financing to make it happen. It is those buyer prospects that I want to get business from.

FSBO: Ok, I see. But how will you help me then?

You: I’m glad you asked that. Did you know that when it comes to selling a home “fore sale by owner”, most of the transactions never get completed? Were you aware of that?

FSBO: No, I wasn’t. Why is that?

You: The number one reason that those transactions never get to the closing table is because the financing was not properly established by the buyers. So they will go look at homes that they just can’t afford (because they haven’t been prequalified by a mortgage professional) and then go making offers. This results in a lot of wasted time (and plenty of stress) for the homeowner.

FSBO: So you’ll help me by prequalifying the buyers interested in my home?

You: Exactly! By allowing me to prequalify them (at absolutely no cost to you), you will only have to deal with those prospects who are financially able to purchase your home. Besides weeding out all of those buyers who can’t buy your home anyway, the process of prequalifying eliminates those prospects who are just “lookers.” You know, the ones who are always driving around looking at houses for sale, but never intend to buy them.

FSBO: Wow. So you’ll do that prequalifying for me, and I don’t have to pay you anything?

You: Nope. Not a single cent. I will make my commission from the buyers side. Does this win-win situation sound like a good idea to you?

FSBO: Yes it does. What’s the next step?

Once you have the FSBO onboard, everything else will be cake. Each FSBO relationship that you establish should be able to provide you with several buyer prospects. Having a few FSBO partnerships will generate a steady stream of purchase mortgage leads. And because the time to maintain them is minimal (its basically just prequalifying prospects once you have your partnership created), you can have a number of ongoing partnerships going on simultaneously. Just remember to come across as not wanting to get any of their money, and they will be much more willing to work with you.

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Source by Joseph Pahl

Timeshares For Sale by Owner – Discover What Mistakes to Avoid and Get the Most Out of the Sale

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In the past few months we have seen a surge in the amount of foreclosures and properties in default by their owners. Timeshare properties included. If you are reading this is probably because you are in need to get rid of the property and you want to learn the best way to list timeshares by owner instead of going through an agent that is going to take a big chunk of the sale for commissions. I don’t know about you, but I’d rather keep that money and put it to good use. After all, the information that you are going to need in order to sell your timeshare for cash and fast is already out there.

Selling My Timeshare

When selling a timeshare it is crucial that you avoid these mistakes in order to make sure that you are selling for the right amount and in a timely manner:

1. First of all, find out the current market value of your property. Avoid the most common mistake owners make which is listing far too low or way too high

2. Use the power of the web in order to list your property. The best way to sell a timeshare fast is by placing your listing in as many places as you can think of. You need lot of eyes reading about your property and seeing great photos of it.

3. In the event that you hire an agent, make sure to ask all questions possible and to read the contract carefully. Make sure that you will not be required to pay any out of pocket expenses in the event that they can’t sell your timeshare.

Sell My Timeshare Now

The first step in all timeshare resell process is to get the current price for the specific resort where your timeshare is. There are places online where you can get this information for free by filling out a quick form with your name and email address and the name of your resort. This information is 100% Free and it will be the difference whether you sell timeshare now or not.

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Source by Andy Snyder

Buy My House – Selling Real Estate in an Oversaturated Market

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‘Buy my house’ is the mantra of many borrowers frantically trying to obtain financial relief from home mortgage loans or to avoid foreclosure. Finding a buyer in an oversaturated market is a difficult task; particularly for borrowers whose house is worth less than is owed on the loan.

Today, multiple buy my house strategies are used. Many are derived out of desperation instead of strategic planning. Real estate agents are not interested in listing houses that earn them measly commissions. Mortgage lenders have placed constraints on lending regulations, making it difficult to locate qualified buyers.

The latest trend involves real estate bus tours. Realty agents and brokers charter a bus and travel to various neighborhoods hit hard by foreclosures and short sales. Buy my house bus tours have become extremely popular in Las Vegas and other Nevada suburbs, as well as Los Angeles and southern California.

Unfortunately, neighborhoods in these areas contain dozens of preforeclosure, foreclosed, and bank owned homes. Hopping on a bus to visit distressed neighborhoods gives potential buyers the ability to view multiple homes in a short period of time.

It is not uncommon for stressed out borrowers to take extreme measures to attract the attention of bus tour participants. As a real estate investor, I have ventured out on real estate bus tours and was shocked to discover the carnival-like atmosphere. Children manned lemonade stands and passed out homemade cookies. Homeowners marked their homes with colorful balloons and freshly painted “Buy My House” signs.

The party environment is nothing more than a facade to cover the pain and suffering that takes place behind closed doors. Anyone who has had their house repossessed by the bank will tell you there is nothing to celebrate. Foreclosure is emotionally draining, embarrassing and frightening.

Better options exist for people who are facing foreclosure but want to save their home. The first step involves contacting the bank. Most mortgage lenders have a loss mitigation division dedicated to helping homeowners struggling to pay home loan payments.

With the ongoing influx of foreclosure properties, bank loss mitigators are overwhelmed. Prerequisites to saving a home include patience and persistence. Be prepared to provide financial documents and develop a reasonable repayment plan before calling the bank. Realize it may take numerous phone calls before a resolution occurs.

Individuals who can no longer afford to stay in their home might qualify for a short sale. Some lenders will accept less than the full balance in order to avoid the foreclosure process. Most banks require borrowers to have a buyer in place before granting short sale approval. Others grant borrowers’ time to list their property with a realtor or as for sale by owner.

On average, short sales take six months to complete. Short selling is complex and oftentimes requires assistance from a real estate lawyer. Some lenders accept the short sale as payment in full, while others hold borrowers responsible for the deficiency between the sale price and loan balance. It is crucial to understand the lender’s short sale policies. Otherwise, borrowers could end up owing several thousand dollars on a house they no longer own.

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Source by Simon Volkov

Sell Your Own Home Tips

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Home values these past sixty years has steadily risen. Everyone (even those who should have known better) believed that the rise would continue forever and the entire realty industry was established upon that concept. So, the worst takes place after hyper-inflation of house values starts to tank. That bursting of the real estate bubble has caused a re-evaluation how one is to interact or should work with the real estate industry.

Sell Your Own Home Without Agents
Realtors make a lot of sense when home values are steadily increasing. Surrendering six percent commission to real estate agents was not an issue when someone was likely to make a significant profit on their property sale. However, we live in sadder, poorer time, a real estate agent becomes an issue as many people may actually be selling their home at a lost.

Sell Your Own Home Legal Assistance
Realize that title companies and escrow companies will be providing a massive amount of assistance in selling your own home. Even so, for legal paperwork inquire at a form and contract provider like We The People for a retailer or LegalZoom for someone online. A free source of information to answer basic questions if used sparingly and politely is a title company. Should more unique issues arise, seek legal help from real estate attorneys. Many will have flat rates for those doing a FSBO (For Sale By Owner).

Sell Your Own Home Marketing
Put the advertisements of the house on every free Internet classified service you are able to discover. Web sites such as Craigslist, USFreeads, and Backpage, do not overlook national services as they may provide you with an investor looking at your area. Position signage about the property, thus notifying every passerby that the home is purchasable. Advertise in newspaper publishers like the Penny Saver or Thrifty Nickel, they will be more inexpensive than the general, local papers. Lastly, construct a list of a hundred people you are able to contact who may come across other people who are looking to buy a home. Your hairdresser, insurance broker, instructors, pastors, everybody who is continually in contact with or in front of people, make sure they know you’re selling a home.

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Source by Darryl Noble

Trying to Sell Your Home by Yourself? Know About FSBO

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People who want to sell their home would sell through for sale by owner if they want to save some money and have a successful sale. People try very to save the money in any way possible. They never want to spend on real estate commission if they don’t have to. Many people don’t believe that FSBO is like a big opportunity for them to sell their home. They don’t even try to know how it helps them in the selling process of their home. Sometimes, they even afraid of selling their home by themselves because they think they might mess up something very important. Reasons for these doubts could be anything. Hearing a sad FSBO story or following the status quo and get help from real estate agent in the selling process. But they never think how this FSBO process helps them to sell their home.

Selling your home through FSBO is not an easy process but once you know the details, steps how you can proceed to succeed then it becomes very easy for you to sell your home and also you can do the sale by yourself without any help from real estate agents or brokers. If you are selling your home through FSBO, it is not just a single benefit of getting the price you want for your home, it has also some other benefits like selling your home faster than you expected, no stress in the selling process, finding the buyers who actually love your home like you, finding how actually advertising helps you in the selling process of your home and many other benefits.

This FSBO process is often criticized by many real estate agents and brokers because this process creates a parallel real estate network in which house owners are the real estate agents. Because of this reason, they don’t even show houses that are being sold using “for sale by owner”. The main reason for this s that they think they will have to do twice as much work. In many cases they are right. It is an excessive burden for the buyer’s agent to have to hold the seller’s hand and educate them through the selling process.

So if you want to sell your home through FSBO successfully, please take time and learn what you needed to know before even starting the selling process.

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Source by James K Allen

Basics of For Sale by Owner Homes – Part 1

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A for sale by owner home is known as a FSBO home in the short terminology. This is a term that generally means someone is deciding to sell their home on their own without assistance from a real estate agent. They are responsible from everything from listing the home to talking to prospective buyers and even making sure everything goes smoothly.

Reasons to FSBO

There are a variety of reasons that you should consider selling your home on your own. The first one of these is a less stressful experience overall. This mainly relates to the schedule that you are keeping in regards to setting up showings. You decide when this is going to happen and can make sure that your home is in the right condition to show prospective buyers. You also decide when to and not to accept offers without needing anyone to relay information between the two of you. The process will generally go more quickly.

You are the ultimate person in charge of the process. You can make all the decisions regarding the sale without having to get approval from an agent. This saves a lot of time from disagreements. The advertising models are determined by you, appointments get made when you want them to, and if for some reason you decide that selling isn’t right for you at the time it isn’t a huge hassle to take it off of the market and give yourself some time before re-listing it if you decide to do it at all.

You aren’t paying any commissions to real estate agents when you sell your own home. This will save you thousands of dollars when it comes down to it. The percentage can vary but a good estimate is about 5-6% of the value of your home. The agent gets this amount when your home is sold. If you think that you can sell your own home and not need help, then save yourself the thousands of dollars and complete the process on your own.

Many people say that time is money and this is true here as well. Your time is valuable to you and time is most likely just as important to your potential buyers so if you both are saving time then it makes sense to carry out the process this way. One strategy that many people take when they decide to sell their homes using an agent is to ask a higher listing price in order to cover the costs of commissions that the agent will be charging. This can mean that it will take a lot longer to sell the home if it even sells at the price at all so you will waste valuable time waiting for it to get taken off the market. You can ask for a lower price and get more interest in the home if you price it lower and sell it yourself. No one wants to take a loss when they’re trying to make money.

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Source by Jake Conte

For Sale By Owner – Pros and Cons to Sell My Own House

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Are you a homeowner ready to sell your home? Thinking of being a For Sale By Owner (FSBO) without the assistance of an real estate agent? Lets go through the Pros and Cons on how to sell your own house.

Pros on FSBO

  1. You save money on commission because you do not have to pay a commission fee.
  2. You are in control. You get to pick the appointment times, how to negotiate with the buyer, and so on.
  3. You get to choose the price of your own real estate listing.

Cons on FSBO

  1. You will probably sell your house for less than what it is actually worth. Without broker representation, it is difficult to price your house right without all the tools and resources that an agent has.
  2. You may have some venues to promote your house but it will not get the best exposure on the real estate market. Real estate agents have programs, devices, and methods about how to get your home fully exposed and seen while on the market.
  3. You do not get reliable feedback on how your listing is being represented. Other industry professionals may be nice but not always honest about how your home could improve to get it sold faster.
  4. You are responsible for all legal forms and you take the risk of financial and legal liability.
  5. Things can also get very complicated in a real estate transaction, so you need to educate yourself in all areas of selling a house. You will need to know who to contact for legal advise, home repairs, title companies, inspections, etc.
  6. It will be difficult for you to decide who is an interested and qualified buyer, without prior experience.
  7. When you do find a qualified buyer, it will be difficult for you to negotiate and easily close the deal since the buyers have a professional representative negotiating for them and you do not.
  8. Almost all transactions have some hiccup or skew that complicates the deal. This is where a professional agent really becomes helpful because their job is to keep everything smooth and weed out these complications with their real estate knowledge. Selling your own home without an agent can be stressful and be difficult from listing it, all the way through contracting and closing it.

Yes, there does seem to be more Cons then Pros when it comes to selling your home through FSBO. However, do not be discouraged if you still want to do For Sale By Owner. Just try to become as well educated about real estate and transactions as you can and realize you have a lot of work ahead of you. It is highly recommended that you do hire a professional if possible. The process will be less stressful and complicated for you, making it an enjoyable experience to sell your house.

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Source by Darren Tunstall

What Are The Real Costs Of Selling A Home?

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Experts estimate that most people who use a Realtor will pay as much as 10% of your selling price in costs associated with selling. The cost of selling a home yourself can range from 4% to 8% of the selling price of your home. When you’re estimating your expected gains, remember that the cost of selling a home can be deducted from that figure for tax purposes.

To give you an idea of what the costs of selling a home in the current market are, take a look at the information below. We’ve included estimated costs based on a $250,000 home sale, as well as some tips for lowering or eliminating them to lower your overall cost of selling your home.

Sales commission

If you list your home with a Realtor, expect to pay 4 to 6% of the sales price, or $8,000 to $12,000 in real estate commission.

Tip: Shop around. Real estate commissions aren’t written in stone. A Realtor may be willing to accept less of a commission in a slow market, or you may be able to save money by contracting with a Realtor for specific services only rather than a contracted listing.

250,000

-12,000

238,000

Closing Costs

Taxes, both transfer taxes and property taxes, and legal fees associated with the closing and finalizing of your home sale will be 2% to 4% of your sales price, or $4,000 to $8,000.

Tip: Check the laws in your state. If you’ve prepaid your property taxes for the year, you may get a credit instead of a bill. There may also be other refunds on prepaid escrow costs for home insurance and other costs of selling a home.

238,000

– 8,000

230,000

Paying Off Your Mortgage

Whatever the remaining principal balance is on your current mortgage will have to be paid off upon the sale of your home. Just to keep things simple, let’s say that you still owe $50,000 on your current mortgage. If there’s a prepayment penalty, you’ll need to deduct that from your eventual sales price as well.

Tip: Ask your lender to prepare a payoff statement for you to check your figures. If there is a fee charged for the service, you can deduct it as one of the costs of selling a home.

230,000

50,000

180,000

Repairs to Your Home

The cost varies widely depending on the age of your home and how well it’s been maintained. At the very least, you should get a home inspection to identify any possible problems to avoid being surprised by them at closing. You should plan on paying about $300 for a home inspection.

180,000

300

179,700

Pre-Sale Facelift

Again, the cost varies with the work that’s needed to get the house looking its best. Conservative estimate: $300 for new paint, screws and hardware, carpet for living room floor and landscaping service

179,700

400

179,300

Moving costs

The cost of moving from one home to another are included in the cost of selling a home. It may be as little as $1000 to as much as $12,000 for a cross country move. Let’s be conservative again – $3,000

179,300

3,000

176,300

Other relocation costs

You may need to replace appliances, pay off school transfer or gym fees, or pay storage for your furniture. There are many unexpected costs of selling a home which may amount to nothing, or add up to a good chunk of change.

Even without adding in other relocation costs, you can see how the cost of selling a home can reduce your final cash gain. The good news is that most of those costs are deductible on your taxes.

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Source by B Shelton

How to Successfully Convert FSBO’s to Your Listings

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I’ve been in real estate now for over 10 years. I started with no sphere of influence and in a totally new area after moving across the country to relocate. In my first year, I was International Rookie of the Year with over $12Million in Sales. One of my main target markets was For Sale By Owners.

I learned some key pieces to actually getting these prospects to become my clients, here is the plan for conversion:

The first step is to actually have a real Action Plan for converting FSBO’s to your Listings. The Action Plan should span over 90 days for the high intensity contacts, and then convert to a lifetime of “touches” to make sure that they stay your clients and customers for life.

The initial step of the Action Plan is to find prospects: you can use a variety of sources including the newspaper (online and offline), FSBO specific sites and driving around areas. Once you’ve found them, you need to add them to your Action Plan and make that initial call.

The initial call should be something that is comfortable for you. It should not be threatening or question their intelligence. You’re probably laughing at this one, but when I started there was a colleague of mine who was also targeting FSBO’s – he would come to the office early in the morning and start making calls. You have to admire him except that he would always cut off his initial call script within 30 seconds because they hung up on him!

The reason for his massive failure was that he took a course from a highly regarded and successful real estate trainer (albeit one that had never actually sold a house!). This trainer taught him the script that I hear way too often: “Hello, this is Joe Smith – is the owner around? Great, I understand that you are trying to sell your home yourself, is this correct? Wow do you know how many people try that and then end up listing with a realtor within 30 days? Do you realize that people have actually been killed trying to sell their home by themselves?…”

The conversation was one based on fear and insulting their intelligence. What would you do if you received that call at 7:00 AM (or anytime for that matter)? You would become angry and hang up too!!!

The other mistake script is telling them that you have a buyer that you would like to bring by. The only problem with that is that you really don’t have one and then you show up to see the property and use an excuse that your buyer couldn’t make it – only to proceed to try to get them to list their home with you! Warning: they’ve heard it and been there already!

Your initial call should be one of understanding and patience – not fear and insults. Remember, the FSBO has decided to sell their home without an agents help for any number of reasons. You have no clue yet why but one of your missions later will be to find out. First, you need to get your foot in the door.

I always used an approach that allowed me to tour their property without ever mentioning the possibility of listing their home. If you approach the call as a genuinely interested person, then you will have more success.

Once you’ve met with them and toured the home. You will have substantially more knowledge on the property, the owner and the reasons for attempting to sell FSBO. You can then start to build additional trust and offer help and assistance. This is accomplished by a series of postcards, phone calls, handouts and letters.

Your postcard series should be targeted to offering various services for free or a small fee: use of your IVR system, fliers, showing and tour services, FSBO website listings and more. The more that the FSBO sees you as a friend instead of a salesperson looking to take another listing, the better off you are and will be in the future.

Your letter series should include handouts, guides and other support materials that show your professionalism without asking for a listing. Examples of your marketing materials are good but actual step by step guides (“Holding a Successful Open House”, etc.) are much better. Again, this is an opportunity to set yourself apart as the expert and the only person trying to help the For Sale By Owner succeed.

Here’s one key tip: ask to host their Open Houses. If you do this and do it correctly, you should get 1 -2 additional pieces of business from every Open House that you help that FSBO Owner with.

Here’s the bottom line – treat the FSBO as if they were already your client. Help them with their efforts… if you follow the right process, one of two outcomes will occur. Either you will be asked to list their property or it will sell and you will get referrals and additional business!

Good luck and go get them!

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Source by Rob D Tucker

Real Estate Expired And For Sale By Owner Letters

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One of the most difficult things for real estate agents to do would be to put a pen to paper and create a letter that they can mail to homeowners that have an expired listing, or perhaps are selling on their own. Expired listings and for sale by owner (FSBO) is an essential part of becoming a successful real estate agent. So exactly what do you say within your letter which will spark the interest with the homeowner. Would it be the old worn-out line saying you have buyers for their house.

With that being said, would there be some additional interesting information for them? If not your letter goes into that famous circular file. All of your hard work, crumpled up and gone. Not only that, it is a well-known fact that one letter on its own will not produce any results. Homeowners are certainly not running for their phone to call you pleading, that you should come over and list their property.

Here Are Some Topic Ideas Of What Can Be Sent

  • So your house did not sell, but here's how I can help you
  • I specialize in getting homes that have failed to sell
  • You shouldn't Give Up
  • Pinpoint the reasons your house did sell
  • I can put MORE money in your pocket than you could Selling on your own
  • Have many real estate agents been calling you?

It generally requires a number of letters in sequential order so you can get yourself recognized. Which means that now it's more than one letter that you have to compose, it becomes a number of letters. This also means a number of good ideas that have to come together becoming a well thought out marketing campaign. Writing one letter is without a doubt hard enough, writing a series of letters is a struggle.

Try sitting down with a blank sheet of paper and begin a letter. Do you find yourself just staring at that blank sheet searching your mind for an idea? Just one good idea! Not so easy is it? Just how much time and effort are you going to have to put into getting all those letters written? Another task is proof reading all those letters. Possibly the worst thing you can do is send out a letter that is full of spelling and grammar errors. This is best done by another person or perhaps by a computer program. Do you have the time for all of this.

As soon as you start the composing process you will quickly conclude that the amount of time spent can cost you more money than actually buying letters. Well there's some good news, you can buy letters by a professional and ready to go. There is a big advantage to purchasing real estate letters, they can cost a dollar or less per letter. A tremendous bargain if I may say so.

When you finish your letters you will have to do the mailing. It is best that you send them out systematically so that your name is frequently viewed by the homeowner. You will have to keep track of what letters you mailed out to who. You don't want to send the same letter to someone twice. There are contact management programs available that can do that for you. All you have to do is to search contact management programs using the web to find them. I would recommend a follow-up phone call to the owners or perhaps a face-to-face visit to further form a relationship. What you want is to create the opportunity for a consideration to list their property. Good luck!

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Makler Heidelberg

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Source by John Allegro

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