We work with alot of real estate agents, and today's market is as challenging as any since I've been in the marketing business. I was speaking with a client the other day who had a great idea.

This client is a broker, and he is a buyer's agent. He has made it a practice to start calling on all the FSBO (For Sale By Owner) listings in his market. No, he's not calling to list them (remember, he's a buyer's agent). He calls to ask the seller if they have already secured their next home.

FSBOs are very sophisticated these days. I see no point in a seller's agent calling on a FSBO-many sellers already have a website, virtual tours, great photos, all the specs and comps, and if they're already FSBOs, they've committed. However, they are not expecting a call to help secure their next home, and if you can demonstrate value, you have a great opportunity to develop a relationship.

If this client of mine can actually secure an appointment, he makes a great attempt to demonstrate his value as a buyer's agent. If relevant, he might point out a few details that the seller could adjust to sell his current home-while making sure to point out that the agent isn't trying to get the listing, but rather, as a courtesy.

This client pointed out that since so many FSBO homes don't sale, they're eventually listed with someone, and a buyer's agent is in a great position to make a referral, possibly to another agent in the same firm.

Of course, the buyer's agent won't get every listing-that's not the point. However, this agent does pick up a few deals every month by using this easy, profitable technique. If you build a good database of these FSBOs and start drip marketing on them, your long-term success with the list should go up further.