 | 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 10 Activity 4: Getting Fees From FSBOs If your company permits it, you can still gain some income by offering limited service options to FSBOs who may not want to enter into a full-service listing agreement. Free Offers Use these offers as ways to build a relationship that leads to a full-service listing. · Brochure box · For Sale signs · Flags and open house signs · List of advertising sources · Free school report for buyers Income Sources If you can secure a full listing, these tasks can bring in some income and keep you in contact with the FSBO. And, of course, you can offer to fold all prior charges into your commission if the FSBO lists with you before the home is sold. · Any transaction-related activity charged on a per hour fee · Creating a CMA for the property · Developing a marketing plan for the property · Listing the home on the MLS · Showing the property to buyers · Earning a partial commission if you locate a buyer for the home—commission rate and terms should be agreed upon in writing through a letter of agreement signed by both parties. · Negotiating purchase agreement and amount of deposit · Overseeing inspections and other tasks necessary for closing. (In an April 15, 2001, article in Real Estate Broker’s Insider, Julie Garton-Good, Garton-Good Companies, Lenore, Idaho, noted that in a survey she conducted, sellers were willing to pay between $1,500 and $2,000 for assistance in negotiating and closing a transaction.) Component 11: Other Resources > | |
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