The FSBO Listing Presentationoffice sold in the area, and your business card. This will
keep you on their table and in their mind. You can have
custom folders printed with your information on them.
This is a professional touch and says a lot about you.
Pricing the Listing
You must try your hardest to list the property at market
value the very day you get the listing, not two weeks or a
month later. Many sellers want to start off higher than the
property is worth and then come down later. You must
stress that this is a huge mistake. When you initially go
into the market too high, you will miss all of the buyers
that are in the price range that you ultimately will come
down to. When you finally reduce the price those buyers
will have already found a property or will think your list-
ing is stale due to excessive market time accrued. Not only
that, but the offers you do get will start low because they
will perceive the seller as “desperate” due to the market
time and price reductions.
Why Most FSBOs Are Overpriced
- FSBOs don’t have tools to accurately appraise their
own home at market value. - FSBOs, from the start, try to “test” the market at a
higher price. - Many FSBOs include the brokerage fee in the already
high price. - Some sellers are not in a hurry to sell and are willing