North, South, East and West. I have been there and no matter what your population is or what market area you serve you are currently dealing with or trying to deal with a BSCAR or a SASHAR!

So tell me? Do you have them? Do you know how to deal with them? Do you even want to deal with them?

I know you have them, I hope you want to deal with them and I want to help you overcome your fear of the BIG BAD MEAN and SOMETIMES UGLY FSBO!

The FSBO is changing. You need to be aware of this and you need to be prepared to handle objections from them and be able to work them in a method that will secure you success!

To best work the FSBO you have to find out if they are one of two REAL identities!

Are they S.A.S.H.A.R or B.S.C.A.R personality type? Do you know what that is?

Come on! Where have you been? Obviously if you do not know what these letters represent you have never heard Elizabeth Ward Small speak! I am sorry that you have not yet had the chance to hear the best speaker in the industry, however, today via AR - You are in luck! You are a smart agent that has found the sweet nectar of FREE REALTOR education by blogging. You are hip and cool and have reached higher than MySpace and FaceBooK to the land of professional and honest agents that love the RAIN!

You see, Elizabeth Ward Small took 12 listings her 1st month in the business in 1994 (9 were FSBO and the other 3 were people that had waited for her to finally pass the NC STATE EXAM after 3 attempts)

At age 14 - no just kidding - 23 - I worked FSBO's and found the secret to success with them REALLY FAST! They put on their pants just like we do. They are real people they just have either 1 of 2 personalities...

THE B.S.C.A.R is the type of personality that really wants to work with agents. They want the information we provide, they even trust us. They are often more realistic about pricing but may still want to shoot the moon just to TRY! The B.S.C.A.R. really just needs attention. They need someone to guide them, be professional and share the facts! They will ride the fence as long as they can but will be a great listing if you can overcome the biggest fear they have...You see the B.S.C.A.R fears the money side of the deal! How much is your fee? Can they afford to pay you? How does commission work? All questions of a B.S.C.A.R...More often in this market when mortgages are upside down just like most large luxury cars the B.S.C.A.R. is looking for the most bang for the buck but will pay full price if you offer professional service and can offer them peace of mind in pricing! You see B.S.C.A.R.  represents the personality type of: Broke Seller Can't Afford Realtor!

The S.A.S.H.A.R is an entirely different story. You better pull out the laptop, have the full market study and be prepared to answer the following interview questions at all times:

What is you average DOM, SP to LP, SPR to LPR and what is the current absorption rate in the market? Also, how many homes have you sold, how many listings do you have now and always bring the name and number of all of your current sellers! (THEY WILL CALL THEM)

The S.A.S.H.A.R may have motivation to really move but will do almost anything to avoid listing with you. They pay only 10% when they tip at restaurants, they argue all bills, they are very organized people and sometimes they are either OCD or Manic depressants because they are just unhappy in life. They are actually very smart and they know more than you do about how to list and close on a home - even though they did not take the course 2 times or take the test 3 times before they passed! They will read every book about HOW TO DO WHATEVER WITHOUT PAYING and to be honest they do qualify very well to show and market on their own. If you meet a S.A.S.H.A.R and really want a challenge or if you are just really broke and need the commission you may continue in your endeavors to try and secure this listing. However, do not say that Elizabeth Ward Small did not warn you 1st!  You see...S.A.S.H.A.R represents: SMART ATTITUDE SELLER HATES ALL REALTORS - sometimes said differently but I try everyday to not CUSS so...I hope you get the picture!

                                                        REALTOR AFTER APPROACHING SASHAR!

So - Just know the difference before you approach and always discover the motivation of either one...If the motivation is there and you can overcome the objections of either: GO FOR IT! However, even the FSBO Queen herself will steer clear of the S.A.S.H.A.R unless a mutual respect and positive relationship can be built!

Best of luck to you! Go get em!

Elizabeth offers Webinars each month on topics from HOW to do a Market Study, CLOSING FSBO and EXPIRED Listings, Visibility Farming and more! To register for her FREE monthly newsletter and be notified of these classes please register on her site at www.LiveBBB.com!

Elizabeth Ward Small is a National Motivational Speaker and still active agent! She walks the walk and talks the talk and is a super speaker to speak FOR agents, WITH agents about REAL topics that AGENTS need to hear! She is NOT trying to really SELL anything other than a few CD's she has and a few systems she really believes in based on how they helped her reach #51 in the Nation with Coldwell Banker in listings sold once upon a time! If you are an agent and you want to hear Elizabeth LIVE IN PERSON - tell your BIC or owner to please contact her! Ask for the AR rate! Subscribe to MY blogs as more are to come!

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