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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 8
Activity 2: Role Play--FSBOs Face to Face

Use these scenarios to practice techniques for convincing FSBOs to list their properties with you.

FSBO Scenario A:
Susie and Sammy Smith. A successful two career couple—she’s in HR, he’s an attorney. They have one child, with a second on the way. They’re moving up to a bigger home in a suburb with better schools. They’re smart, selling into a strong market, and don’t see why they should “waste money” on a real estate associate who won’t do much for them anyway.

FSBO Susie’s Talking Points:We’re so busy. We work 60 hours a week and hardly have any time to spend with our daughter. Plus this second pregnancy seems harder than the first.

We’re both college-educated professionals who understand contracts and marketing. We’ve also talked to several of our neighbors, so we know what homes are worth in our area.

Salesperson’s Talking Points: I do this full-time, so I can be available when a buyer needs me. And the sellers will still have a life.

Of course, the sellers are probably smart enough to do what has to be done. But why spend all the time figuring out something you may not do more than a few times in your life. Let someone who has experience do the work for you.


FSBO Scenario B:
Fred and Ethel Merton. The Mertons have lived in their home for 30 years. Their children are grown and they’re planning on moving to a condo they own in Florida. They think it will be fun to show people around their beautiful home that they’ve spent so much time working on.

FSBO Fred’s Talking Points: We have a lot of time on our hands so selling our home would give us some thing to do. We love our house and we are proud to show it off—but we want our buyers to love it as much as we do.

Salesperson’s Talking Points: Why wait to start the exciting new life, with new experiences and new friends you’ll have in Fla. Because I talk to a great many more buyers than you do, I’ll have a better chance of finding a buyer who likes your home than you will. .


FBSO Scenario C:
Phil and Phyllis Proctor are a middle-aged couple with two children who moved here two years ago because of a company transfer. They had the “world’s worst experience” buying their home through a competitor and swore they would never work with a real estate salesperson again.

FSBO Phyllis’s Talking Points: Transferring is so hard for the kids; we just moved here three years ago and just as they started to make friends, we have to move again. Plus, we’re afraid they’ll get behind in school. We just felt that the other real estate salesperson didn’t care about us at all. She never told us what was happening, and she almost made us miss the closing because she “forgot” to tell use about repairs that the buyers wanted made before closing.

Salesperson’s Talking Points:Being in your new home before school starts is guaranteed if you let me sell you home. I can show the home even after you’ve moved. My clients love me, and I’ve got the testimonials to prove it.

Component 9: Activity 2, Role Play Discussion Directors >