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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  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 2: Agenda

Welcome (1 min.)

True stories (3 min.)

Background and goals (2 min.)

Handout 1: Eight Reasons FSBOs Need You (5 min.)
Use these tips in planning your presentation to FSBOS.

Handout 2: A FSBO Prospecting Plan (10 min.)
Base your FSBO solicitations on a plan like this.

Activity 1: Responding to FSBO Objections (10 min.)
Learn some effective responses for countering common objections from FSBOs.

Handout 3: Free Things FSBOs Want (5 min.)
Improve your reception from FSBOs with these value-added ideas.

Activity 2: Role play—FSBOs Face-to-Face (15 min.)
Practice recognizing the reasons FSBOs may resist listing with you and ways to change their minds.

Handout 4: Getting Fees for FSBOs (5 min.)
Consider alternative ways you can earn fees short of a listing.

Adjourn

Component 3: Handout 1, Eight Reasons FSBOs Need You >