Free Realtor Coaching, Listing Presentation for FSBO For Sale By Owner Homes Please use this, as my free gift to RE/MAX agents not competing in my local market - But don't steal my words... I hope to use them some day for a coaching - training program.  If you quote me, then reference the web site, my copyright, and  give a link. The 4 R's of Real Estate tm  For FSBO LISTING SUCCESS tm Real Buyers, Real Branding, Real Marketing, Real Results tm This is another outline for the FSBO listing presentation - presented here a little toungue in cheek humor ala BATMAN captions...  (remember you are there to make a friend and love them until they see the obvious) First, I get IN THE DOOR - to PREVIEW or TOUR.... As shared earlier on this web site.  No pressure, no commitment required to list if they like me, or etc... NONE.  Then I get permission to share what I know about buyers, in case it would be helpful... Of course they want to know more about buyers, so they agree. I use a printed or computerized powerpoint depending on circumstance. It goes something like this (complete with graphics)....  (BUT NOT THE BATMAN HUMOR CAPTIONS - THOSE ARE STRICTLY FOR YOUR ENJOYMENT AS REALTORS - GET IT ?) REAL BUYERS: FSBO might work for you! If so, I will be first to congratulate you! You will have beaten the odds that are against you.(SLAM!) I know something about buyers.... since I do this full time... (BANG) I ASK - Would it be helpful if I shared for a few minutes - a little of what I know about buyers - and how you might keep your family and home safe while getting a good offer? (BOOM) I explain WITH HUGE COMPASSION that the people they meet are probably not real buyers.(BAM!) Real Buyers are a little hard to find. I know because I do this full time and am 5 times as successful as the average Realtor. I go through about 25 calls to find every REAL BUYER I work with. There are a lot of lookeylous, credit risks, sharks and thieves (lowballers or investors) who usually don't have Realtors because Realtors don't like working for people who won't really buy a house. Best way to sort them out is ask if they have their financing in place before you let them in the house. If they say yes, ask what bank or lender they are using... Explain WITH COMPASSION that honest early stage buyer/researchers are the best kind that most FSBO sellers can hope to meet - but they are mostly 3 - 6 months from buying a house. They drive neighborhoods on weekends, for a hobby, and bother FSBO's because - (in my best voiceover announcer style) 'No Salesman Will Call'. (get a laugh) I ask, DID YOU DO THIS last time you bought a house?  Drive around and call on signs WAY before you actually bought something? (BOOM) Most say YES and are putty in my hands after that... : ) REAL BRANDING: ASK if they believe Real Branding brings Higher Prices? Tell stories... (cadilac vs chevy), Sony vs Audiovox... Car dealer vs private seller.... I get agreement - through various stories, that people pay more for branded goods than no-name goods - THEN I ASK 'WHY DO BIG STORES OR CAR DEALERS GET MORE MONEY FOR THINGS THAN PRIVATE SELLES)' and they proceed to sell themselves on using me - by saying, "because they have the clientelle, the visibility, reputation", and etc... !!!!!! (POW) Then I explain RE/MAX market position is #1 for a lot of good reasons. People will pay more when they realize the house is being listed and sold by #1 - because they BELIEVE the house is being shown to more people.... (KABAAM) - ROLEX CLOSE REAL MARKETING: Real Marketing Provides More Exposure - The RE/MAX Balloon is EVERYWHERE, the RE/MAX Referral and Relocation Networks are EVERYWHERE, Realtor.com is everywhere... I SHOW (dont tell) MLS Sheets, Photography, Print Ads, In House Brochures, Postcards, Internet, Home Magazine Ads - that they cannot even get access to as FSBO's. (ZOWIE) I ask how much they plan on spending on advertising? Then I tell them I spend almost $2000 a month on advertising.(SOCKO) I explain that my advertising and marketing are FREE of extra charge to my clients when they sell at a price they are willing to accept. (PURE LOVE) - WII-FM CLOSE REAL RESULTS: Real Results - The Program Really Works or I would not be sitting here. (KABLOOie) Because of REAL BUYERS, REAL BRANDING, REAL MARKETING, and REAL RESULTS, my clients get more in their pocket even after paying a fair commission.  DOES THAT MAKE SENSE?(REAL LOVE) In fact, if FSBO worked them more people would use it every year, but the truth is, fewer people succeed than ever... Same with discount brokers - if discounting worked then there would be no RE/MAX...  DOES THAT MAKE SENSE(SAD BUT TRUE) - LAS VEGAS CLOSE.... If you wanna be a winner, then The 4 R's are simply a BETTER WAY. (SMACK)  (FOLLOWED BY PURE LOVE) CLOSING QUESTION:  If I could bring you REAL BUYERS, using REAL BRANDING and REAL MARKETING to get REAL RESULTS, and put more money in your pocket even after you pay a fair commission, would that be a good outcome?  (WHAT CAN THEY POSSIBLY SAY?)  Is There anything you feel is standing in our way -  (deal with any objections and repeat the CLOSING question...  )  READY TO GET STARTED?  - ASSUMED CLOSE... I close almost 3 of 4 once i get in the door.  Yes, there is a little more to it than this..... standard sales razamatazz, rapport building, plus presentations on pricing, market reports, cma's, staging etc...  I work all that in as we go along..  My standard visit is almost 2 hours.  Yes, that is right.  I either get tossed early on, or hold them spellbound....  BUT I NEVER TALK PRICE OR COMMISSION unless everything else is ok.  If they don't like  me and don't believe I can sell their house when I am done, then I am the wrong Realtor for them and it won't matter what price we use or what commission rate we use.