The FSBO Listing PresentationTour the Home
One of the first things you do when you arrive at your
appointment is take a tour of the seller’s home. See this as
an opportunity to build rapport with the sellers.
Five Tips for Building Rapport While Touring the Home
1.Find something in common.The best way to build
rapport is to find the common denominators. This
could be hobbies, sports, interests, or personal
tastes. While touring the home look for signs of
common denominators. For example, if you like
antiques and you find the seller has a considerable
number of them, strike up a conversation about
antiques on a personal, non-business level to help
the seller unwind and become comfortable with
you.
2.Show off your knowledge.Show that you know
the terminology and history of specific home fea-
tures. For example, if you know the name of the
style that the granite counters are made of, show
them that you know. If you know the history of
specific features in the home, tell them. Show off
your knowledge as long as you’re not telling them
something that is obvious or redundant.
3.Give compliments. Tastefully compliment the
seller where appropriate. When you find features
of a home that you sincerely admire, give a com-
pliment. For example, you can say, “I love how