Boost Your Business FSBOs Need You

1. Boost Your BusinessFSBOs 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. Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Meet the Expert Add guest speakers name

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

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

6. FSBO Psychology • Three stages of the Private Seller mindset: • Get lost! • Let’s talk . . . • Help! • Every FSBO has alimit.

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

8. 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.

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

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

11. 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! Using the FSBO Brochure

12. Today’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.

13. 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?

14. 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”.

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

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

17. Quickest Way to Boost Your Business Work an Open House every week. Know the inventory! 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% 4=78% 3=62% REMEMBER… Aim for an Appointment a Day!

18. “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