 | 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 7 Handout 3: 10 Free Things FSBOs Want Include several of these giveaways in a free services package targeted to FSBOs. Use others to mail one at a time to FBSOs to build a relationship (See Component 4 for mailing suggestions). · How to get your home ready for sale—this can be the same handout you use for sellers who list with you. · How to conduct an open house. · A lead-paint disclosure brochure from HUD and information on how they can obtain a supply of lead-paint disclosure pamphlets. · A list of required property disclosure forms. · A list of suggested inspections often required by sellers—home inspection, termite inspection, radon, and so forth. · Sellers’ and buyers’ net sheet for calculating what they will realize in the transaction. · Suggestions on way to market their property—include items here such as listing with the MLS, posting on listing Web sites, and suggestions for local papers and home books that feature real estate ads. · A brief overview of mortgage financing, including fixed and adjustable loans, points, loan-to-value ratios, and so forth. · A sheet explaining how to qualify buyers. · A copy of the HUD 1 Settlement Statement. Component 8: Activity 2, Role Play--FSBOs Face to Face > |