Quick Links:
- Making FSBOs a Part of Your Listings
- Bring Value to FSBOs
- Finding FSBO Leads
- FSBO Lead Services
- Find FSBO Lead Services on Your Own
- How to Convert Your FSBO Leads
- Why You Need an FSBO Script
- How to Create Your Own FSBO Scripts
- Closing The Appointment
- FSBO Script Examples from Successful Agents
- The Ferry Scripts
- The Art Of Conversation
- Tom Ferry FSBO Scripts
- Appointment Setting Dialogue
- Tom Ferry’s Cold Calling Advice
- FSBO cold calling scripts
- Cold Calling FAQs
- Brandon Mulrenin FSBO Script
- FSBO Objection Scripts
- FSBO voicemail script
- FSBO Email Script
- FSBO Listing Scripts
- FSBO Follow Up Script
For-sale-by-owner (FSBO) properties will always exist as long as real estate does. Homeowners hope to save money and believe that they can handle the entire process, from start to finish, to successfully sell their homes. For real estate agents, “it’s the low-hanging fruit” for those “who don’t pay to advertise and don’t have a big pipeline,” according to Ryan Stewman, CEO of Break Free Academy.
It’s important to understand the place of FSBOs in the greater landscape of real estate. This requires a special script to encourage them to eventually list with you.
Making FSBOs a Part of Your Listings
Variety is key to ensuring that you cover all sources of leads. FSBOs can be one of those important lead resources. Justin Davis with Keller Williams in Albuquerque, New Mexico, prospects FSBO leads every day. For him, consistency is key.
“In 2017, about 25 percent of my business came from FSBO leads that I converted to listings, and then to sales and commission checks!” he says.
David Hill, CEO/Realtor for Hill Team Associates and HergGroup Central Massachusetts at Keller Williams, has a schedule that he follows.
“I typically call on Mondays, but it really depends. Most FSBOs will list in 30-45 days, so we want to be there when they are ready. I always ask if it’s okay to check back in with them.”
Bring Value to FSBOs
Calling on FSBOs is a great idea, and you surely aren’t the only agent who’s thought of it!
“Agents need to understand that when they are calling a FSBO, they are one in 25+ that are calling,” says Stewman. “In order to truly stand out, they must be different and have value.”
Appleton, Wisconsin, agent Dylan Diersen of the Riesterer Team with First Weber Inc. feels the same way. For years, he’s contacted FSBOs to discover that value is a huge part of nailing clients in this area. He’s come up with four ways to bring value and be consistent.
- Reach out with a helpful mindset.
- Follow up regularly.
- The best time of day to reach out is between 4 and 7 nightly and anytime on the weekends.
- Pay attention to signs that the prospect is ready to concede and list.
“If you are in a strong seller’s market, [homeowners] know they can sell on their own, even if they are losing out on thousands,” says Diersen. “They don’t realize that they are losing out because they see the REALTOR paycheck as very high. In a strong buyer’s market, it is much easier to get FSBOs to work with you.”
Finding FSBO Leads in 2024
There are a couple of ways to find FSBO leads in 2024. The first way is to use an FSBO lead-generating service. The second is to search for FSBO leads on your own.
FSBO Lead Services
FSBO lead services scour hundreds of newspapers, websites, and other lists to find FSBO leads. They then combine those leads and place them onto their specific platforms. See below for two of the top FSBO lead services on the Internet along with their monthly rates.
- Redx – $39.99
- Land Voice – $40
Few differences exist between Redx and Land Voice, which is why their rates are so similar. Before deciding on either one, make sure to do your own research. You want to be comfortable with whatever FSBO lead service you choose if you decide to go that way.
Find FSBO Lead Services on Your Own
Owners looking to sell their home on their own won’t just put up a for-sale sign. They’ll also ensure they get potential buyers by advertising on Craigslist or in their local newspaper. They might even advertise on Zillow, on local newspaper websites, or on forsalebyowner.com.
Finding FSBO leads on your own does take time. Essentially, you will be doing the same process that Redx and Land Voice use to find FSBO leads.
How to Convert Your FSBO Leads in 2024
It’s not that hard to convert your FSBO leads. In fact, converting leads into clients is easier than you think.
Here are a few reasons why you shouldn’t have much trouble converting FSBO leads once you discover them in 2024.
- They have no idea how hard it is to sell a homeIt seems easy, right? Selling a home? We know it’s not easy because we’re real estate agents. Someone who thinks it is easy might try to sell a home on their own only to discover that such a thing isn’t that easy to accomplish.
- You know exactly why they’ve decided to become an FSBOMost homeowners don’t just decide to sell their homes. They often decide to go it alone because they’ve had a bad experience with a real estate agent in the past. Although that’s a barrier you must knock down, you can easily knock it down by explaining and showing how you are different than their past experience.
- Use an FSBO ScriptIt’s important that to convert leads you use an FSBO script. Scripts do several things including giving you a starting off point, keeping you on track, and helping you use specific FSBO conversion language. Talking off the cuff can work at times, but it’s best to use a script when dealing with FSBO prospects.
Why You Need an FSBO Script
If an FSBO prospect has had a bad experience with a real estate agent, you will want a script to help you immediately get that bad experience out of their minds. In addition to using a script to break down barriers, agents can also use real estate FSBO scripts to:
- Set up expectations
- Explain why you’re the best real estate agent to help them with their sale
- Make sure things move forward after the initial conversation.
You can either create your own FSBO Script, or you can go ahead and use one that’s already prepared. Let’s take a look at FSBO scripts for real estate agents and break down their key components.
How to Create Your Own FSBO Scripts
You’ll need an introduction and a hook for sure. But, you’ll also need to get to know your FSBO lead. We’ll take a look at a single script by Ryan Stewman, who calls himself the Hard Core Closer.
Introduction
I noticed your home is for sale in x neighborhood. Is it still for sale?
Great!
What’s the first thing to notice? Ryan doesn’t introduce himself as a real estate agent. He first wants to establish that the home is for sale.
Your FSBO Script “Hook”
I’ve got a couple of buyers looking in your area, and your price range. Would you mind if I come by tonight at 7 pm and preview it for them?
Now check out Ryan’s hook. This is a fantastic hook. It implies that Ryan has a couple of buyers already willing to purchase. The key with this hook is to get the FSBO interested in welcoming you over to their home.
One thing about this hook that you might want to add is that you’re a real estate agent. Ryan doesn’t do that because it’s implied that he is. If you’re uncomfortable just implying, just say that you’re a real estate agent before using a hook-like Ryan’s.
Getting to Know Your FSBO Lead
You get to know your FSBO lead during the initial meet and greet. Make sure to ask them why they decided to list the home on their own. Doing this will help when you go to close the appointment. You should also get an idea of their expectations as well as critically assess what they’ve done so far to sell the home. If the criticism is valuable, they’ll realize that you’re the expert and they aren’t.
Closing The Appointment
Closing the appointment means they decide to make you their listing agent. This could take more than a single appointment. Or, it could only take one. Closing is the key. Nothing else matters. The real key is to let them know that not only will you ensure they sell their home for as much as possible, but that you also will make sure they sell their home quickly.
Check out the section on How to Convert Your FSBO Leads for tips on closing the appointment.
FSBO Script Examples from Successful Agents
The best way to learn how to write the best FSBO scripts is to read scripts from successful real estate agents. See below for profiles of successful real estate agents before actually reading their FSBO scripts:
Ryan Stewman – The Hardcore Closer, Stewman is a successful real estate agent that goes for it right away. If you wish to emulate him, make sure you’re willing to be aggressive right off the bat.
Justin Davis – Davis is a real estate agent with Keller Williams. Davis’ style is cheerier than Stewman’s. Davis’ FSBO scripts get the job done, though.
David Hill – Hill is also a Keller Williams real estate agent. He’s actually more than that, though. Hill runs his own company, Hill & Associates, under the Keller Williams banner. Check out his company’s Facebook page.
Now that you know who Stewman, Davis, and Hill are, check out some of their successful FSBO scripts for realtors.
From Ryan Stewman:
I noticed your home is for sale in x neighborhood. Is it still for sale?
Great!
I’ve got a couple of buyers looking in your area, and your price range. Would you mind if I come by tonight at 7 pm and preview it for them?
“This gets you in the door, from there you gotta close them down on listing with you.”
From Justin Davis:
This is Justin Davis with Keller Williams and I’m giving you a quick call because I work with a lot of buyers and sellers in our area and I was just wondering… how could I help you?
“Usually, you can expect them to say, “Bring me a buyer!”
“I repeat and affirm throughout the call.”
You’d like me to bring you a buyer… that makes sense to me.
“I then transition to qualifying questions.”
Well, let me ask you this… if you don’t mind me asking, where do you plan on moving once this house sells?
Oh, that’s exciting! What brings you out there?
How soon do you have to move?
How long will you continue to try to sell on your own before interviewing some of the better agents in town?
I’d like to meet with you sooner than later so that you can size me up and see if I’m someone that you would like to work with and likewise I take a look at the property and tell you whether I think I can sell it or not.
“Then, I close for the appointment: ‘Would later today at 5 be ok for me to stop by? Or, would tomorrow at 4:30 be better for you?”
“Every call is different, but this is the basic framework for qualifying and getting appointments. If there is a point in the call where I can build common ground, I take full advantage of that to build rapport with the prospect.”
Oh, you’re moving back to New Jersey? That’s where I’m originally from! Just got divorced? I’ve been there, done that, and know-how that goes! It’s never an easy process. (both true statements!)
“The objective of the call is to get the appointment and get in front of the prospect. If I don’t get the appointment right away, I follow up and check in every week or so to let the seller know that I’m here for them if they need anything. This builds trust and a relationship over time.”
From David Hill, CEO/Realtor for Hill Team Associates and HergGroup Central Massachusetts at Keller Williams.
If I could show you how we can get you what you need after our fees would you list with me?
What’s most important? Selling your home, yourself, or what you put in your pocket at the closing table?
Hill finds that the best time to have these conversations and to call is “as soon as they hit the market. I try to be the first agent to make contact. However, I just listed one who said I was number 14.”
The commission is another objection that Hill finds he must combat often with FSBOs.
“I feel 9 of 10 will list if they believe we can net them what they need (or want) to make on their home sale. Utilizing the scripts I mentioned above does help convert the leads.”
“I personally do not do home tours for buyers. I tell them that I want to come by and discuss our marketing and see if we can help them get what they want and am very clear that there is no obligation to hire me which takes some of the stress off them.”
From Desare Kohn-Laski, broker of Skye Louis Realty, which has more than 100 agents:
“When it comes to a seller who is choosing the ‘for-sale-by-owner’ way, it can be challenging to change their minds. However, it is possible.”
“One of the most helpful scripts has been the Tom Ferry scripts.”
“I also suggest calls between 8 to 10 AM.”
“Following up is never a bad idea, but don’t be annoying and scare them off. When conversing with a home seller, the main objection is always ‘Why would I hire a realtor when I can put an extra 6% in my pocket?’ A counterpoint to this is that FSBOs sell at 10 percent less than MLS-listed properties.”
“The smartest decision for a seller is always going to be to stick with a professional and let us negotiate with buyers for you. Not only will we secure the best deal, but we also know all the updated information on the important guidelines that structure these deals.”
Hill finds that the best time to have these conversations and to call is “as soon as they hit the market. I try to be the first agent to make contact. However, I just listed one who said I was number 14.”
The commission is another objection that Hill finds he must combat often with FSBOs.
“I feel 9 of 10 will list if they believe we can net them what they need (or want) to make on their home sale. Utilizing the scripts I mentioned above does help convert the leads.”
“I personally do not do home tours for buyers. I tell them that I want to come by and discuss our marketing and see if we can help them get what they want and am very clear that there is no obligation to hire me which takes some of the stress off them.”
From Desare Kohn-Laski, broker of Skye Louis Realty, which has more than 100 agents:
“When it comes to a seller who is choosing the ‘for-sale-by-owner’ way, it can be challenging to change their minds. However, it is possible.”
“One of the most helpful scripts has been the Tom Ferry scripts.”
“I also suggest calls between 8 to 10 AM.”
“Following up is never a bad idea, but don’t be annoying and scare them off. When conversing with a home seller, the main objection is always ‘Why would I hire a realtor when I can put an extra 6% in my pocket?’ A counterpoint to this is that FSBOs sell at 10 percent less than MLS-listed properties.”
“The smartest decision for a seller is always going to be to stick with a professional and let us negotiate with buyers for you. Not only will we secure the best deal, but we also know all the updated information on the important guidelines that structure these deals.”
The Ferry Scripts
All real estate agents should have some knowledge about Ferry Scripts. The father-son Ferry duo has been two of the top real estate experts in the United States for a long time. Father Mike Ferry has been the top real estate coach in the U.S. since 1975.
Tom Ferry, Mike’s son, is also a top real estate coach. Tom Ferry is also a motivational speaker, author, and CEO of Ferry International. Tom is located in Santa Ana, CA.
Both Mike and Tom have created excellent FSBO scripts.
Mike Ferry FSBO Scripts
You can find Mike Ferry’s FSBO opening along with script ideas here. Mike’s resources page has many printable FSBO scripts to reference. We’ve reprinted it from the pdf document for you:
Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner? I’m doing a survey of all the FSBOs in the area and I was wondering …
- If you sold this home … where would you go next? (LA) That’s exciting!
- How soon do you have to be there? (3 months) Fantastic!
- How would you rate your motivation to move … on a scale of 1 to 10? (5) Good for you!
- What methods are you using for marketing your home? (Sign and ads) That’s great! 5. How did you determine your sales price? (Other agents) Fantastic!
- Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific!
- Why did you decide to sell yourself … rather than list with a real estate agent? (Save the commission) Great!
- If you were to list … which agent would you list with? (None in mind) Fantastic!
- How did you happen to pick that agent? ( ) Good for you!
- If you were to list … what would you expect the agent to do … to get your home sold? ( ) That’s great!
- How much time will you take … before you will consider … interviewing the right agent for the job of selling your home? ( ) Excellent!
- What has to happen … before you will consider … hiring a powerful agent … like myself … for the job of selling your home? ( ) Perfect!
- Are you familiar with the techniques I use to sell homes? ( ) You’re kidding!
What would be the best time to show you … __________ or __________?
The Art Of Conversation
Mike Ferry makes some key points in one of his evergreen videos. He claims that the issues you face in real estate won’t predominantly change over the years. This means that asking the right questions that facilitate a conversation will always work.
Social media media platforms such as Facebook, Twitter & Linkedin and other tech developments have made it even easier to communicate with clients, however, the questions remain the same.
Ferry also points out the importance of practicing these scrips to naturally drop them into the conversation and be very attentive to the answers that follow.
“The two most important rules in selling are the ability to ask good questions and the ability to listen carefully to the answers. Which means you’re not talking. ”
“If you look at all the scripts we give you, it’s all question-based…..look at answers to all the objections, it’s all questions”.
Ferry also mentions that the time you’re willing to spend practicing and the level of intensity at which you do are very important. He draws parallels between other professions and real estate. Just like a professional athlete or medical doctor has to practice, so too do real estate agents.
Tom Ferry FSBO Scripts
Tom Ferry created What You Say Matters – Agent Script Book. In the Agent Script Book, Tom has an entire section on how to handle For Sale By Owner prospects. He includes information on contacting For Sale By Owners as well as providing info on The System to turn FSBOs into clients. We pulled a few excerpts from Tom Ferry’s FSBO scripts from What You Say Matters – Agent Script Book.
What To Say To Get The Preview Appointment
“Are you cooperating with agents on the sale?”
If they say “what do you mean?” respond with “If I bring you a buyer and you net the money you want, will you pay me a commission?”
A Few Critical Questions To Ask To Get An Appointment
“Realistically, how long will you try to sell this on your own before you will list?”
Use drama when asking this one. “Mrs. Seller … you mentioned on the phone you’d try for 30 days. Clearly, you want to move to San Fran right away … you’ve got a couple of kids … a husband … a full-time job … I mean selling on your own is a full-time job in itself! Based on all that … realistically, how long will you try to sell this on your own?”
Appointment Setting Dialogue
Hi, I’m looking for the owner of the home for sale. This is (name) with (company). As an area specialist, my goal is to know about all the homes for sale in the marketplace for the buyers I’m working with. Do you mind if I ask you a few questions about your property? Excellent!
- I know the ad in the paper said it had (#) bedrooms and (#) baths,
- Are the rooms a good size?
- How is the kitchen?
- Have the bathrooms been remodeled?
- Would you tell me about the yard?
- Tell me about your neighborhood: do you feel it’s nice for raising a family?
- Is there anything else that is important to know?
- Sounds like you have a great home, why are you selling? (Great)
- Where are you moving to? (Terrific)
- How did you decide on that area? (Fantastic)
- Who did you want to sell your home to: a friend, neighbor, or relative? (Great
- How much is the new house you are buying? (Good for you)
- So, do you have to sell this home first to close on the new one? (Great) FOR SALE BY OWNER 13 “
- What is your time frame? Okay …
- How did you determine your sales price? Got it.
- You know, with as many homes as are on the market right now, what are you doing differently to market yours? What else?
- If there was an advantage to … use me … to market your home would you consider it?
- Normally at this point … I would say … let’s get together for 20 minutes or so … so we can discuss how we can help you achieve your goal … I have some time (___) or would (___) be better for you?
- I’d like to have some information delivered before we meet … where should I send it, to your home or office?
- I look forward to meeting with you on (___), thanks again and have a great day!
Tom also has an entire section under FSBO titled four types of buyers’ dialogue. We pulled out the setup and then the scrips on the first type of buyer.
Tom Ferry’s Cold Calling Advice
Cold calling is still effective in real estate. Many leads need to be pursued beyond more than just the first phone call. This is true for around 75% of clients. There needs to between 2-4 touch points before a lead commits to the next step. For this reason, it’s important to address the fears associated with cold calling and stop procrastinating.
Tom Ferry has many posts addressing cold calling and has a few actionable tips for realtors. Some of them include:
Setting the atmosphere – use music and some high-energy bodily movements to get into the right headspace before calling. Being excited and full of life when on the phone can make all the difference.
Change the narrative – Shift the intention from ‘making sales’ to ‘helping people’. You’re providing your quality service to those that are in need of your help.
Practice the scripts – Role play with colleagues/friends and practice the scripts for obtaining leads. Being prepared will ease a lot of the nervousness you feel.
Let’s take a look now at some cold calling scripts and how to develop some of your own.
FSBO cold calling scripts
The average cold call lasts around 80 seconds. However, successful cold calls last a much longer 7.5 minutes. For a prospective lead to want to talk to a stranger for that long, they’d have to be interesting and likable. Luckily, being good at these social situations is something you can practice. Great salespeople aren’t born, they’re prepared and well-practiced.
Many of the scripts already included in this article are ideal for cold calling situations.
How do you make a cold call script?
here are several key things you need in an FSBO cold calling script. You must have the essentials down, such as basic questions about the listing. Secondly, you need to have a way to forge a connection.
Lastly, it’s important to maintain your composure as people can be rude and abrupt when contacted in this way. This isn’t related to the written script but it’s part of the execution. Let’s take a look at how the pros do it.
The opening statement of the Mike Ferry FSBO script allows the lead to answer the question with a ‘Yes’. Also, mentioning both your name and company can instill trust.
Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner?
Remember that the script is a guideline. However, to be charming, you need to have a normal conversation and exhibit empathy at any opportunity. Word choice and tone are extremely important in this regard.
For instance, using the following hypothetical question would likely get a positive response.
I was just curious, would you be open to the idea of working with an agent only if they brought you a qualified buyer?
If you can phrase yes/no questions in such a way that they always get a positive response, the conversation will likely last longer.
Acknowledge every response with phrases such as ‘I understand’, ‘that makes sense’, ‘wonderful!’ etc. It shows that you are listening and not just trying to move on to the very next question.
You should also show some credibility. If you’ve done research about the property and have a value in mind, bring it up during the call. This is especially true if they’re aiming for an amount lower than the property value.
I have compiled data that shows surrounding houses are selling at _______. With an agent marketing them, they also sell within ______ days on average. Do these figures sound good to you?
Wait for the (hopefully positive) response.
Are you interested in setting up a 10-minute appointment to discuss these goals? How about tomorrow at 6?
Keep in mind always that your ultimate goal in an FSBO cold calling script is to book a follow-up in-person appointment.
Lastly, you can offer some value for free to solidify an appointment.
I’d like to stop by the property one day this week and quickly survey it. I’ll give you some valuable feedback and share with you information that you can use to better sell the property. When I’m there I’ll also go through my FSBO backup plan in the event that you decide to use my services. Does that sound fair?
Just like all writing, this is a flexible process. Always be honest and have conviction in what you are saying. Study some more psychological techniques that are used in sales and incorporate them into your scripts.
Cold Calling FAQs
How can I become a realtor without cold calling?
It is certainly possible to never cold call as a realtor. However, that is just leaving money on the table. Making a personal connection, or truly appealing to stubborn leads can be done better over the phone.
This is especially true for FSBO leads. That being said, some other options are to target very niche audiences, use social media, email campaigns, and real estate search engine optimization.
Is cold calling illegal?
Cold calling is legal but there are some laws in place. You can only call during the hours of 8:00 a.m. and 9:00 p.m. Cold callers must say who’s calling and why. Cold callers must put the recipient on their “Do Not Call” list if asked. Cold callers must tell the truth.
How many cold calls should I make a day?
Define a goal and have a cut-off time. For example, you may have a goal of 5-10 leads within 2 hours over the day. That is a specific enough goal. You can stop calling either after you hit your goal or the time has elapsed. You can scale based on your success.
What is the best time to do cold calling?
According to research, the best time to cold call is between 4 pm and 5 p.m.
Brandon Mulrenin FSBO Script
Some of the Brandon Mulrenin FSBO scripts are mentioned in the cold calling section. He is the founder and CEO of reverseselling.com. He also coaches real estate agents in his techniques and provides valuable free content on his YouTube channel.
Let’s look at Brandon’s FSBO script for setting listing appointments on the very first call.
Hi, name? (in a questioning tone)
This is _______. I’m a local realtor and I understand you’re selling the house for sale by the owner. Is that right?
This is a slightly more casual approach than the other scripts mentioned before.
Hey, I’m calling about the home for sale. I understand you’re selling it on your own. Is that right?
This positions the prospect to start talking right away. Why? Because we know the person asking questions is in control. The one talking is not.
Next is what we call a “pattern interrupt.”
Mr. ________, I completely respect the fact that you’re selling on your own. As a matter of fact, if I was you in this market, I would also be selling my home, regardless of what the other realtors are saying.
This is likely something they’ve never heard from a realtor.
Mr. For Sale By Owner, I’m just curious: Are you open to the idea of an agent bringing you a buyer for the home?
Next, now we’ve got to find out some motivation around why the for sale by owner is selling.
Mr.________, I love the neighborhood you’re in. From what I see online, your home looks great. I’m just curious, what have you guys thinking about moving?
I see. Ideally, when would you like to move?
Mr. and Mrs.________, listen, the market is great right now. Chances are you’re going to sell this house on your own. I’m curious if in 30 days, for whatever reason, you’re unsuccessful selling, at that point, would you consider maybe meeting with a realtor to look at some other options?
Great. Well, let’s do this. I’m going to send you an email with my for sale by owner backup plan. Take a look at it and if it’s something you want to review with me later down the road, I’d be happy to do so. Fair enough?
Get their email address, and get them to agree to continue communicating long-term.
Mr. __________, I’m just curious, while I have you on the phone now, if I could show you this plan and walk you through how my for sale by owner plan works and the numbers made sense, I’m just curious if this is something that you might be open to reviewing now versus waiting in the future? Because listen, you’re not going to do anything unless it makes sense. Am I right?
We’re not using high-pressure language. We’re giving the prospect the illusion of control.
This opens the conversation up to solidifying an in-person appointment.
FSBO Objection Scripts
Rejection in all walks of life is difficult. There is no way to avoid it as a realtor. However, there are many ways to get around rejection and win over a lead. Let’s look at some common seller objections and how to respond to them with FSBO objection scripts.
Here are 3 Mike Ferry FSBO scripts. You can view more of them here.
1. “I have to keep my promise to the agent from which I originally bought the home.”
That’s great, I can appreciate your loyalty and that is a quality that I respect in people …so, I’m curious, let me ask you this …
Has there ever been a time when you decided to buy something or do something and a friend said, “Hey, no problem when you need help, I can do it” and in the end, because you didn’t check around, you really didn’t get what you wanted … Have you ever been there before? (YES)
Well, I think you might find that this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over to give you a second opinion … that wouldn’t hurt anything, would it?
2. “You don’t handle homes in our price range.”
You’re right, I don’t sell a lot of homes in your price range and that’s exactly why I’m here tonight …
I usually sell homes in lower price ranges and what I find is … after I sell my client’s homes, a great many of them move up to your price range, therefore, it only makes sense… that the next logical step for me is to start to sell your price range as well, considering I already have a relationship with many of the buyers that will be interested in your home… does that make sense?
3. “You’re too busy, you have so many listings, we want someone that can give us the attention we deserve.”
It’s funny that you say that … Benjamin Franklin said, “if you need something done, ask a busy person.
Level Shift:
I can appreciate that and you probably haven’t had a chance to think about the advantage I have over my fellow agents in town.
You see, the more listings I have the more signs I have on the street. The more signs I have on the street, the more calls I get from buyers … and, of course, most of those buyers don’t buy the home they call about and many will be interested in your home.
If you were a buyer would you want to talk to an agent who had 2 homes for sale or 50 homes for sale?
Can you see the advantage of listing with an agent that has 50 or more homes for sale?”
FSBO voicemail script
If you can’t get a hold of your lead, your next best option is to leave a voicemail message. Take a look at 2 FSBO voicemail scripts to start you off.
Voicemail Message # 1
Hi, Client name. I’m _______with __________. I wanted to see if you’ve considered using an agent if they have a full-price buyer available. I have some clients who are very interested in getting into your current neighborhood. If this sounds good to you please call me back at this number ___________.
Voicemail Message # 2
Hi, this is _______ with _______. I have clients eager to purchase in your neighborhood. Would you possibly be open to paying a smaller commission (instead of the normal 6% listing fee) if I already have a qualified buyer? If this sounds appealing please call me back at this number ___________.
FSBO Email Script
An approach used by Brandon Mulrenin is to send a video to his FSBO leads via email. This is a wonderful approach as it’s lesser-used and much more stimulating than text. However, even if you decide to film a video you’ll still need a script to work from. Take a look at the FSBO email script below:
Email Subject: What’s the benefit of hiring a real estate agent?
You may be wondering why most people don’t try to sell their own homes.
After all, selling your own property can help you avoid paying commission.
The truth of the matter is the best real estate agents have a wide list of qualified buyers that’ll be interested in your home. This will place you in a better position to negotiate a high selling price.
Selling homes is a full-time job. This is why a commission is paid in the first place. It takes time, effort, and a healthy well-established network.
Feel free to browse through my list of reviews and client feedback (insert links). Or alternatively, I can put you in touch with one of my satisfied past clients.
Give me a call or drop me an email so we can schedule an appointment.
Warm regards,
(Your name)
Build On The Other Scripts
You can also adapt any of the other scripts to formulate new emails. They all need to logically show the lead how you’d be able to add value. Do you have qualified buyers at the ready? Make sure to mention that first.
FSBO Listing Scripts
For new listings, the seller might be inundated with calls from agents. They may mention that and become fixated on the fact that they don’t need any help. When this happens it’s important not to use any high-pressure language. Try not to confirm anything and make sure to say phrases like the following in your FSBO listing scripts:
We don’t need to make any commitments…
I won’t hold you to anything…
I will offer some helpful advice free of charge…
Allow me to provide some market-related information you may not have heard before…
This is how my commission fee is split up…..this is how much more you could make if you use my services…… My commission is lower/half etc.
I have qualified buyers interested in the area…
The value you add at this stage should be free and must not need any commitment. Do not come off as desperate. If you have so much content you’re able to offer for free, imagine what you could do as their agent.
FSBO Follow Up Script
Mike Ferry has a very succinct method for following up with an FSBO (or any) lead. It is very straightforward and once again allows the client to speak for the most part.
Hi __________ this is ______ with _________. I’m calling with 2 questions …
- Do you still have to buy/sell a home?
- Can we set an appointment for this week?
To prevent yourself from wasting your own or your lead’s time use the following advice.
“Remember the 3 – 3 – 3 Rule”
- Only let the phone ring 3 times.
- Only call a lead 3 times.
- Only talk to a lead 3 times.
This will also prevent the lead from becoming annoyed or feeling overwhelmed.
You can also employ this FSBO follow-up script via a text message or email.
The above scripts can be incredibly valuable for real estate agents looking to sign up For Sale By Owners. Make sure to look over these templates before creating your own. Before you know it, your FSBO scripts will work just as effectively as those of the experts!
