I am a new agent. What would your advice be to start obtaining clients?

I would start working with For Sale By Owners (FSBO) and expired listings in your area.

A high percentage of FSBOs don't sell and end up listing with a Realtor; you need to be that Realtor.

A higher percentage of expired listings end up being relisted with another Realtor. The second (or third) time around sellers tend to be more realistic about doing some fix up items, reducing price, offering incentives, etc.

You should set a goal for yourself to take at least X listings this month (1 minimum since today is the 21st) , X next month (2 minimum), etc., every month.

If you feel like you must work with buyers prioritize them into A,B, and C categories.

FIRST OF ALL, get all your buyers PREAPPROVED BEFORE you start working with them. DO NOT EVER break this rule.

It is also a good idea to get a buyer's agency agreement signed before you start working them. I think the reason most of us don't do this very basic step is that we're afraid they will say no. Explain your time is valuable and you will do the work necessary to find them the home of their dreams at the right price for them but you need some written assurances from them you'll get paid when you've done your job. We don't take verbal listings and we should not take verbal buyers either.

Your category 'A' buyers are ready, qualified, and motivated to buy today; work with them right now. Talk to them daily.

The 'B' buyers want to buy in a month or 2 or 3, and are qualified, refer them to another agent in your office for a referal fee or send them listing periodically to look at; keep in touch 1 or 2 times a week if you feel you must work with them.

The 'C' guys (I have trouble calling them actual buyers) are lukewarm, maybe qualified, maybe a credit blemish or two that can be fixed, they MIGHT buy IF they can find the RIGHT HOUSE for the RIGHT PRICE and IF they can SELL their CURRENT HOUSE. Definitely refer these guys or again, if you feel you must work with them send them listings and call them once a week or every 10 days.

Getting listings needs to be your number 1 priority UNLESS an A buyer is ready to write an offer today.

OK, there's your roadmap to success; get out there and get to work!

Question: I am a new RE agent. I would like to know, how to go about finding FSBO's.

http://www.wbyowner.com/ will send you a fresh list of FSBOs in your area, scrubbed against the "do not call list".

Local newspapers and seller publications.

Try "for sale by owner" in your city in Google and some other search engines.

Don't be afraid to call if you have a buyer.

Don't be afraid to mail them materials or knock on the door if you want to list them. Sellers want an aggressive agent to market their homes.

http://www.brokeragentnews.com/warnocks/free_fsbo_service.html
"Can you call a FSBO without violating the federal 'Do Not Call' legislation?

“NAR does not see any problem with a buyer's representative contacting a FSBO owner whose number is listed in the Do-Not-Call registry about a client's potential interest in the property, as this call is not a telephone solicitation by the buyer's representative.”

Source: NAR Legal Affairs Dept. - Answers to Your National Do-Not-Call Registry Questions- Nov. 2003

The document further advises that when calling you should only discuss your client’s interest in the property and that your call should not be made in an attempt to obtain a listing. Also note that the position taken is only in regards to federal legislation. State and local laws may vary and are excluded from this opinion."

Do I need to purchase the list?

Yep, only 39 bucks a month; cheap at twice the price.

"Warnock's is the only company in the world with the infrastructure in place capable of tracking every "For Sale By Owner" in every major marketplace in North America.

Every New "By Owner"
Every Day
Names, Phone Numbers and Addresses Included
Yep, 39 bucks a month; cheap at twice the price.

"No Long Term Contract
Only $39 per Month

Every morning our assistants search

Newspapers
Web Sites
Magazines
By 8:00am every day we email a list of the NEW "By Owners" who just advertised for the first time. "