According to the National Association of Realtors, 86% of new real estate agents don't make it past their first year. The majority give up due to frustration and the overwhelming start-up costs involved in the industry. But there is an untapped resource that will help agents take their careers to new heights-the For-Sale-By-Owner (FSBO) listing. Many homeowners try to sell their home, without an agent, believing that they can find a buyer just as quickly and avoid paying a commission. But often, nothing can be further from the truth. Author John Maloof has built a stellar career by farming FSBOs. He made six figures his first year as a real estate agent using his prospecting plan. Now, in The Real Estate Agent's Guide to FSBOs, he shows other agents how they can do the same. Using these proven techniques, agents will learn how to: • find FSBOs • approach a prospect • make a listing presentation that will convince even the most reluctant homeowner • handle rejections • formulate a marketing plan • service listings • build a referral base • stage open houses • close the sale Complete with Internet resources and a sample resume and log sheet, this is the one book that will show new agents and experienced Realtors alike how to make more money than they ever thought possible.
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Book Description
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Editorial Reviews
Book Description
According to the National Association of Realtors, 86% of new real estate agents don’t make it past their first year. The majority give up due to frustration and the overwhelming start-up costs involved in the industry. But there is an untapped resource that will help agents take their careers to new heights—the For-Sale-By-Owner (FSBO) listing. Many homeowners try to sell their home, without an agent, believing that they can find a buyer just as quickly and avoid paying a commission. But often, nothing can be further from the truth. Author John Maloof has built a stellar career by farming FSBOs. He made six figures his first year as a real estate agent using his prospecting plan. Now, in The Real Estate Agent's Guide to FSBOs, he shows other agents how they can do the same. Using these proven techniques, agents will learn how to:
• find FSBOs • approach a prospect • make a listing presentation that will convince even the most reluctant homeowner • handle rejections • formulate a marketing plan • service listings • build a referral base • stage open houses • close
the sale
Complete with Internet resources and a sample resume and log sheet, this is the one book that will show new agents and experienced Realtors alike how to make more money than they ever thought possible.
About the Author
John Maloof (Chicago, IL) is currently the top producer at the second-largest Century 21 office in the Chicago area and is a member of the National Association of Realtors. He is the recipient of 4 awards including the Century 21 Platinum Award 2005, and Century 21 Masters Diamond Award 2005.
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Most Helpful Customer Reviews
12 of 12 people found the following review helpful:
5.0 out of 5 stars
More than I bargained for,
This review is from: The Real Estate Agent's Guide to FSBOs: Make Big Money Prospecting For Sale By Owner Properties (Paperback)
I have to say I thought that I'd already know most aspects of prospecting FSBOs but, there is so much more than I thought. What makes this book so good is that the author goes into detail about ways to convince FSBOs to list- he goes into specific sales techniques to use, as well as examples of dialog between you and your prospect. I wish all the books I had were this useful.
8 of 8 people found the following review helpful:
5.0 out of 5 stars
Great Guide for New Agents,
This review is from: The Real Estate Agent's Guide to FSBOs: Make Big Money Prospecting For Sale By Owner Properties (Paperback)
This is the perfect book for new agents who have no past sales or referrals to rely on. It seems that these techniques were always here but most agents never used them because they just don't know how to. I've read a few other real estate sales books and they talk about the same things. This book has a very realistic approach to prospecting for FSBOs. I'm excited to get started using some of these techniques. I would definitely recommend this book.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
A guide that WILL generate more listings,
This review is from: The Real Estate Agent's Guide to FSBOs: Make Big Money Prospecting For Sale By Owner Properties (Paperback)
A tool that will grow your business. It is as simple as that. As a seasoned mortgage professional, my day to day business centers around top producing agents. I recently bought 10 copies of THE REAL ESTATE AGENT'S GUIDE TO FSBO'S. The books have been given to my top agents as well as agents who have just began. The feedback I have personally recieved from the book has been overwhelming POSITVE. ALL of them have been able to generate more listings by utilizing the techniques in this book. An easy decision for under twenty dollars!
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Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
(learn more)
listing presentation, prospecting plan, lead provider services, listing appointment, overpriced listing, minor closes, car magnets, close for the appointment, brokerage fee Key Phrases - Capitalized Phrases (CAPs): (learn more)
The Real Estate Agent's Guide, Profile of Home Buyers, Special Telephone Techniques, Call Back, Number Check, Putting Your For-Sale Signs, Understanding What It Takes, Sales Techniques, The Marketing Plan, Microsoft Excel, Power List, Know Thy Competition, Brown Street Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
listing presentation, prospecting plan, lead provider services, listing appointment, overpriced listing, minor closes, car magnets, close for the appointment, brokerage fee Key Phrases - Capitalized Phrases (CAPs): (learn more)
The Real Estate Agent's Guide, Profile of Home Buyers, Special Telephone Techniques, Call Back, Number Check, Putting Your For-Sale Signs, Understanding What It Takes, Sales Techniques, The Marketing Plan, Microsoft Excel, Power List, Know Thy Competition, Brown Street Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
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