If you already have listings that have scheduled open
houses, you can ask another agent from your office to sit
the open house while you’re out visiting FSBO open
houses. Depending on the market, you may be able to pro-
cure more leads on a FSBO open house hunt than sitting
your own open house. Any agent who doesn’t have an
open house to sit should be up for the job. If not, try offer-
ing to do all of the leg work for the agent, such as installing
the signs and printing brochures.
In this chapter, we’ve discussed many sales approaches
that you’ll need to refine through practice. In the next
chapter we will cover additional phone techniques and
delve into objection handling.
The Real Estate Agent’s Guide to FSBOs