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hi it's ben from 20 new clients the entire model of the real estate launch program and the whole model of how i run my real estate business is creating a world-class client experience one client at a time now the i'm going to tell you a story about one of the coaching clients who absolutely went over and above to go after this fsbo which is a for sale by owner so he had this open house i'm just it just blows my mind he had an open house he did really well he got some leads and he he had some potential leads to sell the house now he's picking up his signs which by the way he had 14 signs he's halfway done picking them up he sees this little sign and it's a for sale by owner sign and there's one sign he had to literally go and guess which house it is he finally goes i guess this is the house they had one sign on the corner and no sign on the front lawn he goes you know what i'm gonna go in a chat with these people he walks in he goes hey you have an open house here yeah come on in he goes you go he goes how many people have you had well i've had about three counting you and he said okay great yeah so you only have the one sign yeah i was just doing open house yeah we saw your signs he goes yeah i had about 10 or 15 people come through my open house no way and he says okay yeah great so anyways he just had some conversations he looked around the house he viewed the property and he says you know what is and he tried to help these people from a very sincere position and that's a really good for sale by owner strategy because obviously there's a reason why they don't trust the realtor or they don't want to pay for a realtor they don't see the value in actually what the realtor brings so you have to create a picture that you are going to bring the value worth that commission but you can't do that unless you help them now here's the thing through conversations he goes are you going to be doing another open house he goes they're like yeah we will and by now they've actually he's actually given some advice and he's helped them out he's viewed the property and they're very much liking him and that was step one to trust his likability so you establish that then the thing is how do you create kind of work to help these people and maybe down the road you've left the mark enough that when it finally doesn't sell they're gonna call this guy and say look i we want your help now what he did was he came up with an idea to help them...