FSBO Listing Appointment Flashcards
Part 1
EXPOSURE
The law of Supply & Demand. More demand = more
money. An auction is the perfect example of how more
demand equals more money.
JEWELRY STORE X GARAGE SALE
All the services of a licensed, professional RE agent are
free to buyers and that is one of the main reasons why
most buyers use agents.
SERIOUS BUYERS ONLY SHOP FSBOS
TO SAVE MONEY.
In our MLS today, there are ______ houses listed for sale
and approximately ______ FSBOs. So FSBOs represent
only ______% of all the homes available for sale. (Use
your own market stats).
In addition to the free services, Realtors have access to
______% of all the homes listed for sale. It makes sense
that the serious buyers will work with agents, doesn’t it?
And in that case, which buyers does that leave for you?
FOUR TYPES OF BUYERS
04
A. Serious and in a hurry
B. Serious but not in a hurry.
C. Investors
D. Lookers/Window shoppers.
Part 2
ACCORDING TO NAR OF ALL THE PEOPLE LOOKING AT HOMES:
Agents qualify buyers before showing them houses, so we only spend time with ready, willing
and able buyers. Those are the only buyers that you want to show your house, right?
4%
Ready,
willing
and able
70%
Have frozen equity
11%
Can’t afford the home
they are calling on
15%
Will rent
NEGOTIATING SKILLS
• Offers (Highest price and best terms)/All the disclosures & paperwork.
• Inspections and repairs.
• Make sure buyer is qualified and not contingent on sale of other property.
• Work with appraisers.
• Take away your legal liability.
Your home is probably one of your biggest assets, isn’t it? Are you interested in having a strong
agent protecting that asset for you?
THE LONGER IT TAKES TO SELL, THE MORE MONEY THEY LOSE
• There are ______ agents in our area, all working with a number of buyers at any given time. It is
easy to see how your house will sell much faster with our help, isn’t it?
• Prices are going down at a rate of _____% per month. Let me go to work for you and protect the equity that you have left.
