South West Florida Real Estate News-North Port-Port Charlotte-Venice-Englewood-Punta Gorda



After reading Bryant Tutas’ blog a couple of days ago on just doing more listening and less talking in listing presentations, I decided to give it a try on a FSBO. I was amazed!


We have a special website for FSBOs,, where folks can post their listings for free. They are asked if they want an agent to contact them or if they would like a CMA. In order to promote the site, we made flyers to leave at FSBOs.


I decided to use the flyer as a door opener. I picked up the FSBO flyer in front of the house and walked toward the entrance pondering what I would say first. An elderly gentleman answered the door. Basically, I said, “I see you have your house for sale.” He smiled. Then I said, “I just wanted to let you know about a FREE website we sponsor as a service to people selling their house themselves.” I explained that I was with Prudential Florida WCI, but that this was simply an offer of help.


The gentleman opened the door and said, “Do you want to take a look?”


“I’d love to,” I replied. The homeowner went to great lengths to show me every upgrade and feature in the house. The lady of the house then appeared and continued to fill me in. Remembering Bryant, I kept my mouth shut except for an occasional question or compliment on the features. After discussing plants, fine art, where they met, where they were moving, why they were selling, decorating, blogging and marketing, I was edging toward the door. The wife looked at the husband and asked, “You do have her card, don’t you? Be sure to write our names on the flyer.”


I thanked them for showing me the house, asked about a specific plant again that would make a good hedge, and left.

Yesterday I was getting ready to mail them a thank you note, and the phone rang.


It was the gentleman asking if we could meet this Friday and discuss listing his house. He is asking $379,000. Wow! Bryant was right. Just listen.


Roxanne Moore

Shannon Moore

Prudential Florida WCI

North Port, Port Charlotte, Venice

Comment balloon 12 commentsShannon Moore • July 20 2006 08:28AM


Love it!  I've always believed that offering something of value to prospective clients, rather than simply trying to get the listing, sets you apart and makes you less threatening.

As for talking less, there's an old saying in sales, "he who speaks last loses."

Posted by Geri Sonkin, Long Island Real Estate & Staging Expert (Douglas Elliman Real Estate 516-457-7103) almost 13 years ago
Bet that was the easiest and best "listening presentation" you ever had. Your genuine interest in her plants sealed the deal. Congrats!!!
Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 13 years ago
Thanks for sharing a great experience.  A lot of people, especially FSBOs, expect that you are going to be pushy and try to get them to list right away.  So, you set yourself appart by breaking their notions of what an agent is like.  Good job!
Posted by Auburn Football (Whipped the Gators...Again) almost 13 years ago
Great upbeat story! Thanks ladies.
Posted by Tim Fennell, Jacksonville Real Estate (The Legends of Real Estate, REALTORS®) almost 13 years ago

Great to hear that good manners and genuine human interest pays off.  I think the more disconnected we become with busy lives, the more we begin to value truly genuine people.

Thanks for sharing and re-affirming that real people can make it in business! 

Posted by Thomas Bailey ( almost 13 years ago

When I am on a listing appointment, I always ask the owner of the home to,"Sell me your home." We then go outside the home and from room to room inside and they show me everything they are proud about in their home.

After this lengthy disscusion of their home, they find it more easy to list with me, because I have taken notes on what they say are the best points of their home ------ yes, I have shut up and listened to them..... which 80% of agents out there do NOT do.  ;-)

Posted by Alexander Harb, Dallas, Texas Real Estate Investing (Knights Investing) almost 13 years ago
What a great post! Thanks Roxanne & Shannon.
Posted by Jon Washburn almost 13 years ago
WOW!!!You know what I feel right now??I feel like I just sold a house.By the way,I just signed up today,this story has truely blessed me.Thank you for sharing.
Posted by DORIS ITODO, Realtor/Agent (Coldwell Banker Gene Armstrong Inc.) over 12 years ago
Awesome story! Thanks - I will use this at my next "Listening Presentation".
Posted by Peter Clarke (Your Choice Realty Corp) over 12 years ago
I think I might go just that. I have a FSBO in my neighborhood (the one I'm living in and farming) but I didnt have the guts to approach them even though I know they could use some help.
Posted by 3:16team REALTY - Loreena Yeo over 12 years ago

I am very interested in fsbo. I'm not sure why ,but I am. And any kind of advice that would help me "listen" to them I love!

I am a true believer of ,"you get more flies with honey than, with vinegar"!

Keep up the good work! I will be reading your other posts on fsbo's.






















Posted by Edith Wharton, Realtor - Chesterfield VA (Cottage and Loft Realty) about 12 years ago
Hi Roxanne & Shannon... I just wanted to let you know that I included a link to this post in my 3rd edition of "ActiveRain - The Early Days".  I was wondering if you've continued having success approaching FSBOs this way?
Posted by S. Leanne Paynter ☼ Broward County, FL, Davie, Plantation, Cooper City & Weston Specialist (United Realty Group, Inc.) almost 12 years ago