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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 11: Other Resources

Field Guide to Working with FSBOs prepared by the NATIONAL ASSOCIATION of REALTORS library staff.

If you want to consider fee-for-service options for FSBOs, consult the Fee For Service Guide prepared by the NATIONAL ASSOCIATION of REALTORS library staff.

Suggest that participants read “Warm Calling—Prospecting for FSBOs ” and “Six Suggestions for FSBOs ” in the Sales and Marketing Tool Kit.

Article Resources

Farming FSBOS on the Internet, Robert Liparulo, Today’s REALTOR, November 1997.

FSBOs: They’re out there and they’re not going away, Robert Sharoff, REALTOR Magazine Online, August 1999.

A Look at Four In-House FSBO Programs , Robert Liparulo, Today’s REALTOR, June 1998.

Your Best Hook for Reeling in FSBOS , Christina Spira, REALTOR Magazine Online, October 1997

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