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The Real Estate Agent's Guide to FSBOs by John Maloof

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CHAPTER 13

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Building a Referral Base

We tend to live up to our expectations.

— EARL NIGHTINGALE

FSBO Fact

The biggest problem areas for FSBOs are in getting the right price, preparing a home for sale, and understanding and completing paperwork.

Source: National Association of Realtors®,Profile of Home Buyers & Sellers, 2006.

According to the NAR’s 2006 Profile of Home Buyers & Sellers, 40 percent of sellers choose an agent who was recommended to them by a friend, neighbor, or family member. It also costs eight times more to gain a new client than to retain an old one. As you can see, transitioning from prospecting FSBOs to working solely through ...

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