There is perhaps no more challenging job in real state than that of the first-time agent. According to the National Association of Realtors, 86 percent of new real estate agents don't make it past their first year, and most of them give up due to frustration and the overwhelming start-up costs involved in the industry. But there is an untapped resource that will help you take your career 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. At the age of just 23, 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 you how you can do the same. Using these proven techniques, you will learn how to make a killing in the market by: * Finding FSBOs * Approaching prospects * Making a listing presentation that will convince even the most reluctant homeowner * Handling rejections * Formulating a marketing plan * Servicing listings * Building a referral base * Staging open houses * Closing Complete with Internet resources and a sample resume and log sheet, this is the one book that will show you how to make the most of this undiscovered, but profitable secret weapon.