1. Boost Your Business
FSBOs Need You

2. Check In
 What did you do?
 What happened?
 What results did you get?
 What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. FSBOs Need YOU!
The Sign says:
“For Sale By Owner,” but
what does it really mean . .

4. FSBO
Frustrated
Sellers
Become
Open . . .
To Speaking with YOU.

5. FSBO Psychology
 Three stages of the Private
Seller mindset:
– Get lost!
– Let’s talk . . .
– Help!
 Every FSBO has a
limit.

6. FSBO Follow Up is Critical
Let’s revisit the Follow Up Conversion Chart.

7. Tips for Converting FSBOs
 Do a quick drop by to give them the FSBO
brochure and introduce yourself.
 Schedule a time to preview the home.
 Offer to hold an Open House - get agreement
upfront that leads that day are yours.
 Follow up – offer support and guidance, let them
get to know you and frequently refer them to the
FSBO brochure.

8. An Important Beginning
 Value the Owners’
feelings and concerns.
 Show the Owners you
put them first.
 Demonstrate how you
can help achieve their
goals.

9. Using the FSBO Brochure
Stage 1: Get Lost Stage 2: Let’s Talk
 Designed as a how-to.  Poses some food for
 Gives helpful hints on thought.
preparing and showing  Lists drawbacks to
the house. consider.
 Leaves an impression
you care.

10. Using the FSBO Brochure
Stage 3: Help!
 Introduces the benefits of
working with a real estate
agent.
 Paves the way for the
listing appointment.
 Lets owners know you
are a professional who is
there for them!

11. This week’s Call Session
 Make a minimum of 50 calls from your prepared list
- Do Call List, SOI, OH Guest Registers, FSBO or
Expireds.
 Keep track and report progress on the board.
 Record all leads and appointments made.
 Utilize Prospect Follow Up sheet to set follow up
call appointments.

12. Call Session Results
 How many calls were made in total? (Calculate on flipchart)
 How many appointments were made? (Calculate on flipchart)
 What worked well for you today when calling?
 What would you try differently next time?

13. Grow Your Skills and Business
 Review Guide to Getting FSBOs and FSBO brochure pages on
the Weichert Toolkit.
 Call until you get 1 appointment – do this 3 times before next
session. Goal is to secure 3 appointments.
 Attend 1 appointment – appointment can be a buyer
consultation, listing appointment (1st or 2nd), FSBO, expired or
price improvement.
 Come prepared to make 50 calls at next workshop.
 Preview homes and take notes on property features.
 Work an Open House. Follow up with all guests in 24 hours.
 Take online training – “Converting FSBOs and Expireds”.

14. “The path to success is to
take massive, determined
action.”
- Anthony Robbins

15. Sales Planner
1. Add the assignments we just reviewed to your new
Sales Planner.
2. Write down what you will commit to do by next
session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

16. REMEMBER…
Quickest Way to Boost Your Business
 Work an Open House every week. Aim
for an
 Know the inventory! Appointment
a Day!
 Get Price Improvements on listings 30+DOM.
 Make 100 iCalls every week.
 Work FSBO’s and Expireds every week.
 Follow up! 1=18% 2=34% 3=62% 4=78%

17. “Success is almost totally dependent
upon drive and persistence. The
extra energy required to make
another effort or try another
approach is the secret of winning.”
– Denis Waitly
Thank You