Now that you have a list of FSBO sites you need to get telephone numbers of sellers who have homes you would like to lease purchase in your state. For those of you lucky enough to border another state you can enter a search for that state next.

Remember to set up your yellow legal pad with columns for telephone number, type of property (single family, condo, townhouse), price and notes section. Remember you also need to set up your database with same information. However, you are going to want your database to have two additional fields for date your called, and action to take.

Go through FSBOs sites you have collected and take down appropriate information. Get your telephone script handy and start calling. After you are through with your telephone calls, enter information in your database. We use Access, but any database will do. In action to take field I make a note of whether I need to send a letter, email, newsletter, and/or to tickle to call again.

The trust level in Corporate America is at an all-time low, and suspicion of all things corporate is on rise. Clients and prospects are in search of trust in their business relationships. Although people do business with other people they know and trust, building trust and credibility does not happen overnight.

What is trust? Trust can be defined as a firm belief in honesty of another and absence of suspicion regarding his motives or practices. The concept of trust in business dealings is simple: Build on an individual’s confidence in you and eliminate fear as an operating principle.

To cultivate trust, take risk of being open with clients and prospects. This enables them to perceive you as a real person—one with strengths and weaknesses that come into play as relationship develops. When trust is reciprocal, you will find that your confidence in others is rewarded by their support and reinforcement of what you also stand for as a business entity.

Letting Go of Fear

Let go of fear, which restricts your ability to relate to others. Letting go frees you of behavioral constraints that can immobilize your emotional and professional development. Fear of rejection, fear of failure, fear of success, fear of being hurt, fear of unknown—all these are roadblocks to developing and growing a trusting relationship with clients. Let go of your fear of losing an account or not having right answers. Leave all your fears at client or prospect’s doorstep.

Other critical steps in cultivating trust are knowing who you are and knowing your potential value to your clients. The relationship that forms because of this can have a tremendous impact on your sales. People don’t just buy from anyone. They buy from people they can trust. The rapport and credibility you can establish with trust factor go a long way toward building a client’s confidence in your ability to meet his business needs.

Trust has both an active and a passive component in a business relationship. The active feeling of trust is confidence in leadership, veracity, and reliability of other party, based on a track record of performance.

The passive feeling of trust is absence of worry or suspicion. This absence is sometimes unrecognized and frequently taken for granted in our most productive relationships.

Building Trust With Care