First you have to go through your newspapers, preferably 2 weeks old. Start with the houses for sale by owner, cross out any by Realtors (at least for now). Next go through the houses for rent. Go up on line to the major FSBO sites and pull down homes in your area. Remember, with some of the changes these sites have made, to save time, just take down the telephone number.
Now you are ready to organize your calling. Go through the above lists, be sure you don't have any duplications.Check your database to be sure there are no duplications. Now you are ready to call. Get your yellow pad and make up your headings of: telephone number, type of property, price, and notes. Pull out your telephone calling script and start calling. If you get an answering machine, leave your message script for the appropriate type of property. When you get to speak to the seller, ask all of the questions in the script. Remember, you want to build rapport with the seller.
In addition, by using your script you will get all your questions answered before you leave your home office to view the property. If not, you don't leave your home office. Remember, your time, knowledge and energy are valuable commodities, you will not squander them.