Working with for sale by owner (FSBO) sellers may seem like a challenge, given their resolute decision to do it alone without a real estate agent’s help. But here’s a secret: Many FSBO sellers eventually realize they need professional assistance, and you just need to know what to say to get them to consider you as their agent. In this article, we’ll arm you with a powerful set of FSBO scripts, enabling you to confidently engage with FSBO sellers and turn them into clients. With these scripts in your toolbox, you’ll not only navigate the FSBO landscape with ease but also stand out as the go-to agent in a sea of competition.
1. ‘Appointment Setter’ FSBO Script
Convincing an FSBO seller to meet you in person may be challenging since these individuals hesitate to work with agents. However, you can build trust and demonstrate your value as a real estate professional with the right approach. Tom Ferry’s “Appointment Setter” FSBO script is effective for setting an appointment with sellers to discuss their property and demonstrate why you are a better option over attempting to sell their house independently.
Why It Works
The success of this Tom Ferry FSBO script lies in its seller-centric approach. Instead of making the conversation all about you, it focuses on the seller. Allowing individuals to discuss their property and experiences establishes a strong foundation for building rapport, as people appreciate the opportunity to share. This dialogue is not about self-promotion; it’s designed as an information-gathering exercise to enhance client services. It also yields market insights that can benefit future interactions with buyers, even if this listing doesn’t result in a sale.
2. ‘Objection Sidestepper’ Script
Many sellers decide to sell their property independently without hiring professional help to avoid paying the agent’s commission and hopefully save more money. The Objection Sidestepper script from AgentFire is one of the FSBO scripts that work to effectively address this concern, allowing you to engage with sellers and potentially convert them into clients.
Why It Works
This for sale by owner script deals directly with the most common reason FSBOs hesitate to hire an agent: the agent’s commission. Rather than sidestepping or minimizing this concern, the script acknowledges it and demonstrates respect for the seller’s decision. It also suggests that if you can prove you’ll get them a better deal than they could on their own, it would help them see that it makes sense to hire you. Plus, it helps set up a same-day appointment to get things moving quickly while the opportunity is at its peak.
To help you set listing appointments, use valuable platforms like REDX. REDX helps you connect with homeowners actively looking to sell by delivering FSBO leads daily. It also allows FSBO filtering by location, price, and listing date and gives access to market trend data, homeowner financial insights, and home and building specifications.
3. ‘Reverse Selling’ FSBO Script
Kyle Handy’s “Reverse Selling” FSBO script helps you differentiate yourself from other agents. This approach involves communicating with FSBOs in a way that resonates with their existing belief that they can sell their property without the help of a listing agent. The key to this technique is understanding the seller’s motivation and building a connection from there to help you stand out and address their issues and needs.
Why It Works
This FSBO call script works because it uses a bit of reverse psychology to convey to your FSBO seller that your intention isn’t to persuade them but to genuinely grasp their motivations. This script positions you as an ally rather than someone seeking to alter their perspective. By adopting this approach, you increase the likelihood of being considered for their real estate needs in the future.
4. ‘We’re Trying to Save Some Money’ FSBO Script
FSBO sellers are often keen on saving money, and David Hill’s “We’re Trying to Save Some Money” FSBO script focuses on this. Simultaneously, it underscores the advantages of working with a real estate agent. The script begins by recognizing the seller’s goal and then elaborates on how partnering with a real estate agent can save long-term costs. To witness this strategy in action, you can tune in to David Hill’s interview with Pat Hiban, where he demonstrates his FSBO cold call script in a conversation with a potential homeowner.
Why It Works
The effectiveness of this FSBO script lies in its ability to directly target the seller’s primary concern, which is often centered around saving money. With this script, the agent recognizes this concern and offers a solution demonstrating how working with a real estate agent can be cost-effective. By addressing the seller’s need to save money and providing a solution that benefits both the seller and the agent, the agent aims to build trust and convince the seller that working with them is a wise financial decision.
5. ‘Elevator Pitch’ FSBO Script
Unlike the other for sale by owner scripts in the list, the AgentFire “Elevator Pitch” FSBO script keeps things succinct and straight to the point. Its primary objective is determining the seller’s willingness to collaborate with a buyer’s agent. If there’s interest, it promptly schedules a meeting with the seller.
Why It Works
This FSBO listing script intentionally avoids trying to convince the seller to hire an agent during the initial contact. Instead, it focuses on setting up a meeting for a more in-depth discussion. Its brevity makes it easy to remember and ensures it sounds natural and effective when delivered over the phone. This approach allows you to save the persuasion for the face-to-face meeting, where you can delve into the benefits of working with an agent in a more detailed and personalized manner.
Read our article on How to Create a Real Estate Elevator Pitch (+ Free Download) to make this script more authentic and personal.
6. ‘I’ve Got a Buyer’ FSBO Script
This FSBO cold calling script from Agent Mastermind is for agents with many buyer contacts but not enough homes. This enables you to gain more listings by accessing FSBO properties, which are near-exclusive listings often hidden from the broader market.
Why It Works
This FSBO script is highly effective because it skillfully strikes a balance between maintaining a serious and professional tone while simultaneously establishing a connection with the seller without seeming too sales-oriented. Remember that your FSBO prospects may not be familiar with real estate jargon. Therefore, when using terms like “cooperating,” you should be ready to explain them in simple language.
7. ‘Choose Your Own Adventure’ FSBO Script
This FSBO script by Breakthrough Broker stands out from the others by presenting a dynamic flowchart. It offers various conversation paths based on the seller’s responses. If you’re looking for flexibility to pivot the conversation as needed, this FSBO script is a valuable option to explore.
Why It Works
No matter how much you practice a script, you can never truly predict how a seller will respond. This script provides agents with a versatile tool for navigating rejection effectively. Its success lies in the flowchart, offering a strategic response to overcome the initial “no,” a common hurdle for real estate agents to conquer.
8. FSBO Text Message Scripts
While these FSBO scripts are valuable for cold calling, we’ve taken the extra step to customize some FSBO text scripts, to make reaching out to potential clients more convenient and stress-free. Cold texting also significantly improves your chances of receiving a response, considering that most individuals check their phones multiple times an hour. Therefore, here are tailored FSBO scripts designed for seamless and effective cold texting with FSBO sellers:
📱Requesting an appointment:
📱Offering interested buyers to FSBO sellers:
📱Showcasing your value as an agent:
📱Offering tools and resources:
Maximize the efficiency of text message scripts by using platforms like Follow Up Boss, which offers automated text messaging capabilities. With Follow Up Boss, you can seamlessly implement these FSBO text scripts and engage with potential clients in an effective and convenient way. This customer relationship management (CRM) tool is a game-changer for real estate professionals, ensuring swift and tailored communication that is optimized for success.
Read our article on 18 Real Estate Text Message Marketing Templates (+ Strategies) to find more text message scripts to gain more clients.
Key Elements for an Effective FSBO Script
Although these for sale by owner scripts can be incredibly helpful, it’s crucial to personalize them to reflect your unique style and approach. To make them resonate more authentically yet effectively, incorporate the following steps for a successful engagement with FSBO sellers:
- Introduction: Introduce yourself and your real estate company. Establish trust and credibility right from the start.
- Establish rapport with FSBO seller: Don’t let FSBO sellers feel like you’re trying to change their minds; understand their motivation for selling without an agent, and make them feel heard without pushing too hard.
- Gauge seller’s interest in working with an agent: Inquire if they are open to working with a buyer’s agent. This demonstrates your commitment to their needs and interests.
- Gather property and situation details: Gather comprehensive information about their property and current situation. This knowledge will help tailor your approach effectively.
- Understand the seller’s future plans: Ask about their future plans and how the sale of the property would affect those plans. Understanding their goals can guide your recommendations.
- Reverse selling: Employ a “reverse selling” strategy by positioning yourself as their ally, and resonate with their existing belief that they can sell their property without the help of a listing agent. However, it would be easier and less stressful if they did work with an agent.
- Schedule an appointment: Propose a specific date and time for an in-depth discussion or property evaluation. This step moves the conversation toward a more concrete action.
- Get an email address: Obtain their email address for further communication and information sharing.
- Close the conversation with a confirmation: Close the conversation by summarizing the details discussed and confirming the scheduled appointment or next steps. This ensures clarity and commitment.
By incorporating these fundamental elements into your FSBO script, you’ll be well-equipped to engage with sellers effectively and potentially convert them into valuable clients. Remember, personalization and genuine interest in their needs are key to success.
The best FSBO scripts are invaluable tools that enable real estate agents to engage with FSBO sellers and turn these interactions into promising leads. These scripts highlight the agent’s unique value proposition and demonstrate to FSBO sellers how their services can enhance the selling process, broaden exposure, and lead to more profitable deals. Ultimately, these scripts bridge the gap between sellers who initially chose to sell on their own and the expertise that agents offer, fostering trust and creating opportunities for collaborations.