Indexfocus, importance of, 25–26
Ford, Henry, 125
For Rent by Owner, as source of
FSBOs, 39
For Sale By Owner (FSBO), see
FSBOs
For-Sale sign calls
building rapport, 183–184
closing for appointment, 184
qualifying a buyer, 183
sample dialogues, 182–184
FSBO Journal
creation of templates, 60–62
how to use, 62–63
“Journal Pro,” 65
FSBO lead provider services, 37,
67
creating templates of leads, 69
e-mail addresses provided by,
68
Internet resources, 208
safety of, 68
FSBO listing presentation
being punctual, 130
body language, 133–134
building rapport, 131–132
checking out the comparables,
127–128
checklist for, 126
confirming the appointment,
126–127
explaining the fee, 138
leave-behind material,
138–139
presentation portfolio,
135–137
seating arrangement, 133
tips for dressing professionally,
128–130
FSBO Number Check
creation of, 56–58
updating of, 59–60
FSBO prospect sources
classified ads, 35–36
clean-out businesses, 40
delegating, 41
Internet, 40–41
magazines, 36
open houses, 42–46
public ads, 36–37
For Rent by Owners
properties, 39
FSBOs
decline of, 125, 213
defined, 8
farming of, 38, see alsofarm
lack of access to MLS, 55
overpricing of, 139–140
problem areas for, 197
prospecting for, seeFSBO
prospect sources
sales by area type, 213
sales price vs. selling by agent,
12
statistics, 209
vs. using an agent, 7, 8, 211
FSBO sellers, seesellers
FSBO S.O.S. package, 38–39, 42
FSBO websites, 49–50
full service, defined, 54
goals
as key to success, 24
tracking of, 143–144
guarantees, 153
healthy lifestyle
adequate sleep, 30
early start, 30
eating often, 29
eating smart, 28–29
exercise, 28