 | SALES MEETING TOOL KIT: CONVERTING FSBOs | ||
|  Converting FSBOs: Introduction Component 1: Facilitator Talking Points Component 2: Agenda Component 3: Handout 1, Eight Reasons FSBOs Need You Component 4: Handout 2, A FSBO Prospecting Plan Component 5: Activity 1, Responding to FSBO Objections Component 6: Activity 1, Responding to FSBO Objections Answer Sheet Component 7: Handout 3, Ten Free Things FSBOs Want Component 8: Activity 2, Role Play-- FSBOs Face-to-Face Component 9: Activity 2, Role Play-- FSBOs Face-to-Face Discussion Directors Component 10: Handout 4, Getting Fees from FSBOs Component 11: Other Resources | Component 5 Activity 1: Responding to FSBO Objections Read each objection to signing a listing contract and write in your most effective response. Objection 1: I’m sure I’ll get a buyer in no time. I’ve only had the house on the market one week, and I’ve already had three people come and see it. Most effective counter: _______________________________________________________ ________________________________________________________ Objection 2: I need every cent I can get from the sale to put toward my new house. I can’t afford to pay a real estate commission. Most effective counter: _______________________________________________________ _______________________________________________________ Objection 3: What do I need you for? I can put up a sign in my yard just like you would. Most effective counter: _______________________________________________________ ________________________________________________________ Objection 4: If I list my property, it will be with my friend in real estate. Most effective counter: ______________________________________________________ ________________________________________________________ Component 6: Activity 1, Responding to FSBO Objections Answer Sheet |