The FSBO Listing PresentationBe the Center of Attention
Suggest that you sit at the kitchen table. The kitchen has
more significance for decision making than any other room
in the house. More importantly, coordinate the seating
arrangements of the table to your advantage. If you want
to take charge, you have to be sure that the sellers can’t ex-
change body language under your nose. Have the sellers sit
next to each other and you sit on the opposite side of the
table. This keeps their focus on you and not each other.
When they are able to exchange body language with one
another it takes away from your control of the situation.
Body Language
Your body can communicate in volume to your seller
even if you are unaware of it. Control your own body lan-
guage, but also pay attention to the body language of the
sellers. Here are some tips:
- Make eye contact.Eye contact is very important for
controlling a conversation. Be sure to make eye con-
tact with your prospects during your presentation. - Smile.Smiling shows that you are comfortable and
confident. Smile when you feel it’s necessary, and
make sure your sellers are smiling back. If they aren’t
smiling back, there may be some barriers or issues
that need to be addressed. Use this as a means to
probe for underlying concerns your sellers may have. - Keep your hands free.What you do with your hands
and arms must give the proper impression to your