prospect. Don’t fold your arms. This is a common
negative posture. Although it can mean many differ-
ent things to different sellers, the point here is, don’t
do it. Keep your arms open or at your side. Better
yet, hold something. For example, if you hold a note
pad, it can indicate that you are ready to work and
that you came prepared.- Lean in.While your sellers speak, lean forward. This
will show that you are interested in what they are
talking about. And when you speak, also lean for-
ward. It gets their attention and keeps them listening
to what you have to say. - Sit still.If you find yourself fidgeting with your fin-
gers, hands, or feet, stop. Although this can indicate
that you are anxious, many people will take it as a
sign of boredom. This can be very distracting to oth-
ers. Even though you may not even know you are
doing it, your seller may be focused on your tapping
fingers and not on your presentation. Try to remain
calm and comfortable and get the sellers’ undivided
attention.
The Presentation
Now you are ready to make your presentation, a key el-
ement of which is your presentation portfolio.
The Real Estate Agent’s Guide to FSBOs