The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

CHAPTER 13

Building a Referral Base

We tend to live up to our expectations.

—Earl Nightingale

FSBO Fact

The biggest problem areas for FSBOs are in getting

the right price, preparing a home for sale, and under-

standing and completing paperwork.

Source: National Association of Realtors®,

Profile of Home Buyers & Sellers,2006.

According to the NAR’s 2006 Profile of Home Buyers
& Sellers,40 percent of sellers choose an agent who was
recommended to them by a friend, neighbor, or family
member. It also costs eight times more to gain a new client
than to retain an old one. As you can see, transitioning
from prospecting FSBOs to working solely through refer-
rals has great benefits. The ultimate goal in the real estate