successful. They go even further to mention that FSBOs
should look for an aggressive agent.
Here is the textbook definition of aggressive: Making
an all-out effort to win or succeed.An aggressive sales
approach would characterize someone who exhausts all
options in order to achieve their aim. You must leave no
stone unturned in order to convince someone that you
are an aggressive agent. FSBOs want you to take charge
and not have to worry about the details. This requires
them to put their trust in you. And you must prove to
them that you are worthy of it.
Offering Full Service
Many FSBOs choose to go a different route simply be-
cause they can’t handle the transaction without the help
of a professional. Offering “full service” can relieve your
clients of the worry and stress involved in maintaining the
sale of their home. Full service can mean something dif-
ferent to every agent. My definition of full service is
someone who is willing to do whatever it takes to effec-
tively market and sell a property while keeping the seller
updated every step of the way.
This may entail personally conducting all of the show-
ings for your listings yourself, personally doing open houses
every Sunday, and giving your seller an update on the activ-
ity and neighborhood market twice a week. The idea be-
hind offering “full service” is to get your seller to put their
trust in you to take control of the transaction. More on
servicing your listing in Chapter 12.
The Real Estate Agent’s Guide to FSBOs