Here is a great FSBO slide that gets results!

1. Five Reasons It Costs Less
to Hire a Professional

2. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
IT COSTS
LESS to HIRE
a PRO?
Here Are Five Reasons Why…
SELLINGSELLING
YOUR HOME?YOUR HOME?
Did You Know...

3. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Reason #1
TRUE
VALUE…
Can ONLY be
Determined by the
MARKETPLACE!!

4. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
WHAT’S THE VALUE
OF A USED CAR?
$11,635
2002 Honda Civic 4D LX
KELLEY
BLUE
BOOK™

5. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Reason #2
Dramatically
Affects the
PRICE PAID
RISK!RISK!
!!

6. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
The
Risk-O-Meter
P
R
I
C
E
R
I
S
K
Risk Increases / Price
Decreases
As Risk
Increases
the Price
Paid
Decreases

7. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Which is
Riskier?
Retail Store? ebay?

8. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Which is
Riskier?Auto
Dealer?
Private
Seller?

9. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Real Estate
Professional?
For Sale
by Owner?
Which is
Riskier?

10. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Real Estate
Professionals
ELIMINATE
RISK!RISK!
Reason #3

11. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Three Types
of
LEGAL PHYSICAL FINANCIAL
RISK!RISK!
!!

12. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Real Estate
Professionals
SELL HOMES
FOR
MORE!MORE!
Reason #4

13. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
WHO SAYS WE
SELL HOMES
FOR MORE?

14. Five Reasons It Costs Less
to Hire a Professional
27%
MORE

15. Five Reasons It Costs Less
to Hire a Professional
21%
MORE

16. Five Reasons It Costs Less
to Hire a Professional
16%
MORE

17. Five Reasons It Costs Less
to Hire a Professional
18%
MORE

18. Five Reasons It Costs Less
to Hire a Professional
28%
MORE

19. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
HOW MUCH
MORE DO WE
SELL FOR?
…USA TODAY = 27%
…Florida Association = 21%
…Chicago Tribune = 16%
…US Newswire = 18%
…NAR 2006 Report = 28%

20. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
HOW DO WE
SELL HOMES
FOR MORE?We Have a Much Wider Selection
We Offer ONE-STOP Shopping
We Have BETTER Information
WE ELIMINATE RISK!!

21. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Car Dealers
SELL CARS
FOR
MORE!MORE!
!!

22. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
WHO SAYS
DEALERS SELL
CARS FOR
MORE?
KELLEY
BLUE
BOOK™

23. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
How Much
More?Auto Dealer Private Seller
16%
MORE

24. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
HOW DO THEY
SELL CARS
FOR MORE?They Have a Much Wider Selection
They Offer ONE-STOP Shopping
They Have BETTER Information
THEY ELIMINATE RISK!!

25. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
Reason #5
YOUR CHANCES
OF WINNING
ARE
LIMITED!!

26. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
WHAT ARE
YOUR
CHANCES?SELLING YOUR HOME – 12%*
COMING OUT AHEAD – 1%*
*NAR 2006 Profile of Home Buyers and Sellers

27. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
BUYERS BUY
THROUGH US
BECAUSE…We Have a Much Wider Selection
We Offer ONE-STOP Shopping
We Have BETTER Information
And WE ELIMINATE RISK!!

28. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
BUYERS BUY
DIRECT FROM
FSBOs
BECAUSE…
THEY’RE Looking for a
BARGAIN!!
--- or ---
THEY’RE Looking for a
BARGAIN!!

29. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
YOU DO ALL
THE WORK!!
THEY SAVE
THE MONEY!!

30. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
IT COSTS LESS
TO HIRE A
PROFESSIONAL
1. TRUE VALUE DETERMINED BY MARKETPLACE
2. RISK SERIOUSLY AFFECTS PRICE
3. AGENTS ELIMINATE RISK
4. AGENTS SELL HOMES FOR MORE
5. YOUR CHANCES OF WINNING ARE LIMITED!

31. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
IT’S UP TO YOU…
HIRE A PRO
or
DO IT YOURSELF

32. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
So What IsSo What Is
CHAOS?CHAOS?

33. Five Reasons It Costs Less
to Hire a Professional
The Rich Team™ Keller Williams Keystone
1. Call
2. Handle Objections
1.1. CushionCushion
2.2. QuestionQuestion
3.3. IsolateIsolate
4.4. HandleHandle
5.5. CloseClose
3. Ask Questions
4. Offer Help
5. Stay In Contact
CHAOSCHAOS

34. Five Reasons It Costs Less
to Hire a Professional
MASTER QuestionsMASTER Questions
M = Minute Point
A = Alternate of Choice
S = Sharp Angle
T = Tie Down
E = Expanders
Who, What, When, Where, How
R = Rapport Builders
F.O.R.D

35. Five Reasons It Costs Less
to Hire a Professional
Agent: Hi this is ------- Im calling about the
home that you are selling is it available?
Seller: Yes it is?
Agent: How soon can I see it?
Seller: How about today?
Set the appointment . . . . .
Agent: By the way I work with a team of
realtors and I wanted to know are you
cooperating with Brokers?
Seller: We are not listing with an agent
now.
Agent: I apologize I should have been
clearer what Im actually asking is if I had
a qualified buyer would you consider
paying a 3% buyers commission?
Seller: Well that depends.
Agent: Great I will see you on _________
Agent: Just out of curiosity why have you
decided to sell your house on your own?

36. Five Reasons It Costs Less
to Hire a Professional

37. Five Reasons It Costs Less
to Hire a Professional

38. Five Reasons It Costs Less
to Hire a Professional

39. Five Reasons It Costs Less
to Hire a Professional

40. Five Reasons It Costs Less
to Hire a Professional
What’s Next?What’s Next?
The ABC’s of
Contacting FSBOs
Step One: The Approach
Step Two: Building Rapport
Step Three: Closing for the Sit
Down
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