Every for sale by owner you've ever talked to is going to list with an agent eventually. 80% of them will list within 30 days. The question is not whether they will list. The question is whether they're going to list with you or with the agent who has a better follow-up system than you. Today we're going to talk about that. Let's say you sat down with a homeowner who's clearly going to sell. You did everything

right. They told you they're going to give it a shot themselves first. You smile, you leave a card,

and then you lose hope. But that's a mistake. For sale by owners, actually convert at one of the

highest rates in real estate if you have the right follow-up system in scripts. But almost no agent does.

Today, we'll talk about that too.

Welcome to Real Estate Coaching Radio, starring award-winning real estate coaches and number

one international bestselling authors, Tim and Julie Harris. This is the number one daily radio

show for realtors looking for a no BS authentic real-time coaching experience. What's really working in today's market, how to generate more leads, make more money,

and have more time for what you love in your life.

And now your hosts, Tim and Julie Harris.

So in preparation for today's podcast, Julie and I were on our walk this morning,

and we were talking about one of

Julie's clients in Houston with the first name of Heather, aka Houston Heather. And Julie was asking me,

what she said she's going on these listing appointments for these for sale by owners,

unrepresented owners is what we call them. And more often than not, the sellers are speaking with these discount companies. And we've been working with you guys the last two weeks trying to educate you on how to do battle with those guys. It's not hard, by the way. It's very easy to overcome the discount broker commission issue. Just listen to our past podcast the last two weeks. Like every other show has been about that. Okay. So Julie described the challenge that she

was having with Heather. So why don't you just describe it again? And I think it'll tee it up

perfectly for the content for today. Sure. Well, so Heather doesn't have a problem talking to them.

She's not afraid of the phone. She's making plenty of contact. She takes good notes. But she keeps

running into this discount agent situation, which, again, comes in two flavors.

One is the traditional broker company that that's their USP. The other one is just random agents

that discount as part of their thing. But it keeps coming up. So it would seem, sometimes it seems

like it could be a script issue, but it all starts with pre-qualifying,

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