The FSBO Listing Presentation10.) In this section of your presentation, mention
what homes you have sold in the area, if any, and
how many homes your office has sold in that spe-
cific area. Also include what experience you have
in the area such as community and volunteer
work, or whether you ever resided in the area.
You should have no more than three pages about
yourself.3.Your Offer. In the third section you’ll want to
start with what you and your company offer the
sellers in terms of marketing. Include sample
newspaper ads, flyers, and brochures of listings
that your office has published. It is very important
to talk about what you offer over the competi-
tion. Also include a page about what you person-
ally offer, such as holding open houses, offering
personalized service, a custom name rider on your
“For Sale” sign, etc.
4.The Investment.To sum up your listing presenta-
tion, you’ll need to mention the brokerage fee.
Notice how I say brokerage feeand not commis-
sion. Throughout the entire presentation, the bro-
kerage fee will be in the front of their mind. So
how do you convince sellers that your brokerage
fee is fair and worth every penny of what you’re
asking? This is a significant task. I’ll dive into the
justification tips and suggested dialogue later in
this chapter.