About the course

Most agents treat FSBOs like a numbers game. Call enough of them, pitch hard enough, and eventually someone says yes. That approach burns agents out and rarely works. This course teaches a different way. In Turning FSBOs into Gold, you will learn a complete prospecting system built on tactical empathy and NLP techniques used by the world's top negotiators and sales professionals. You will learn how to approach FSBO sellers in a way that feels genuinely different — because it is. No pressure. No pitch. Just a system that builds real trust and positions you as the only agent they think of when they are ready to list. This is 1 Iowa CE credit hour that actually makes you better at your job. What you will walk away with: A clear understanding of why sellers go FSBO and what they actually need to hear A three-step approach to first contact, value delivery, and follow-up that converts over time Word-for-word language for handling the most common FSBO objections Full compliance with Iowa license law and the REALTOR Code of Ethics when prospecting FSBOs A real conversion case study showing exactly how this system plays out from first call to signed agreement

Michelle Ternes - Owner/Instructor

Michelle Ternes has been a licensed real estate agent in the Iowa market for over a decade, building her business in the Des Moines metro through relationship-driven prospecting, consistent follow-up systems, and a genuine commitment to serving clients well. FSBOs have been a part of her business throughout her career and the system she teaches in this course is the same one she uses in the field today. As Director of Agent Development at Boutique Real Estate in Johnston, Michelle leads new agent mentorship and buyer lead programs, helping agents build the skills and confidence to grow a sustainable business from day one. She founded Do The Dang CE because she got tired of sitting through continuing education that had nothing to do with actually selling real estate. Every course in her school is built around real strategies, real scripts, and real outcomes, the kind of content that makes you better at your job the same week you take it.

Curriculum

8 Chapters · 13 Lessons

  1. 1

    Welcome

    1. (Included in full purchase)

      Welcome Video

  2. 2

    Module 1 - Understanding the FSBO Mindset

    1. (Included in full purchase)

      Module 1 - Video

    2. (Included in full purchase)

      Module 1 - Reading

  3. 3

    Module 2 - The 3 Step Approach

    1. (Included in full purchase)

      Module 2 - Video

    2. (Included in full purchase)

      Module 2 - Reading

  4. 4

    Module 3 - Handling Objections

    1. (Included in full purchase)

      Module 3 - Video

    2. (Included in full purchase)

      Module 3 - Reading

  5. 5

    Module 4 - Compliance and Ethics

    1. (Included in full purchase)

      Module 4 - Video

    2. (Included in full purchase)

      Module 4 - Reading

  6. 6

    Module 5 - Case Study

    1. (Included in full purchase)

      Module 5 - Video

    2. (Included in full purchase)

      Module 5 - Reading

  7. 7

    Final Video

    1. (Included in full purchase)

      Final Video

  8. 8

    Final Quiz

    1. (Included in full purchase)

      Final Quiz

One credit hour. Practical skills you can use on your next FSBO call.

Enroll now and go do the dang FSBO thing.

$10.00

Enroll now