The FSBO Listing Presentationconfirm that you still have the appointment. Many people
are hesitant to call and confirm an appointment because
they’re afraid that the seller might back out at the last
minute. The important thing to note here is that if a seller
does back out and you don’t know about it, you just
wasted your time, gas, and effort. Here’s an effective way
to confirm an appointment and ensure that the seller sticks
to his or her words.
Seller:“Hello?”
Agent:“May I speak with Mr. Jones?”
S:“This is he.”
A:“Mr. Jones, this is [Your Name] with [Your Company]
Realty. I know that we have an appointment today at
1 P.M. I just wanted to let you know that I have done
extensive research and prepared an elaborate mar-
ket analysis for your home. I will see you promptly at
1 P.M.”This is very assertive. Don’t ask the question, “Are we
still on for today?” because if you do, you’re giving the
seller an option to back out. Be assertive and tell the seller
that you willbe there.
Drive by the Comps
Drive by each and every comparable that is in your
CMA before you enter the sellers’ home. If they know
more about the comparables than you, you’re in trouble.
Also, don’t just use the comparables that you want. Sellers
know their neighborhood. They may not know the sales