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.
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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.
Hi, this is [name] from [brokerage]. I’m looking for the owner of the house.
(This is the owner.)
I’m a real estate professional that specializes in [area name]. I’m giving you a call because one of my main responsibilities is to know where all the houses for sale are in our area. That way, I can help the buyers I represent to find the home they’re looking for.
Do you mind if I ask you a few questions about your home?
(Sure. Go ahead.)
I drove by your For Sale by Owner sign, and found your ad at [Zillow, the newspaper, the internet, Facebook, etc.]. It mentioned that your home has [#] bedrooms and [#] bathrooms. I saw the pictures, but I wanted to get a few specifics.
How big are the bedrooms? Would they be large enough for a family with two young children?
What can you tell me about the kitchen? Was it remodeled recently?
What about the bathrooms?
What can you tell me about the yard?
How’s the neighborhood? Is it safe to walk around at night? How are the schools? Is it a good place for a growing family?
Is there anything else I should know about it?
How much are you asking for the home?
($xxx,xxx)
It sounds like you have a really nice home. If it’s not too much to ask, why are you selling it?
Do you already have a home to move to? What area is it in?
So what attracted you to that area?
How much is that home going for?
OK, so you mentioned that you’re asking $xxx,xxx for your home. If you don’t mind me asking, how did you determine your sale price?
I’m asking because there are several homes similar to yours in the area. For instance, there’s [mention a couple of comparable properties in the area]. So what are you doing to market your home in a way that can compete with those?
Do you need to sell this home before you can move to your new one?
I understand that you’re selling your home on your own for a reason. And you know what? I can respect that. But I have to ask. If there was any advantage of using me as an agent to market your home, and it got you a higher sales price, would you be against it?
(No. But I don’t want to pay 6% in commission. I just want to get it sold.)
It sounds like you have a lot on your mind right now, and you probably have a ton of things you need to do.
While I can’t solve every problem you have to deal with, I think I can help ease your mind when it comes to selling your home.
Why don’t we meet for a short 20-minute conversation and show you how I can help you sell your home faster and at a price where the commission won’t be an issue?
I’ll be upfront with you. If I can make that happen, I’ll let you know. But if I can’t, I’ll let you know as well. How does that sound?
(Well, OK. Come over and we’ll see.)
I’m available on Tuesday at 3 p.m. and Wednesday at 4 p.m. Which one works for you?
(Tuesday at 3 p.m. is fine).
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.
Hi, I’m calling about the home for sale at [address]. Is this the owner of the home? My name is [name] from [agency name]. I’m a real estate professional that focuses on the [area name].
I see that you’re selling the home on your own.
I’m calling you because I work with lots of buyers and sellers in the area, including many For Sale By Owners. I’m calling you to see how things are working out for you?
Do you already have a home to move to once you sell your current home?
How quickly would you like to make all of that happen?
Do you cooperate with buyer’s agents? [Explain what cooperation means, if necessary.]
I’m curious, though. What’s the main reason you’re selling your home on your own instead of hiring an agent? Is it the commission?
If I were able to show you a way to sell your property for more money than you could on your own, even after my commission is paid, would you be interested in that?
(I don’t see how you could do that.)
I see where you’re coming from. After all, if you felt that an agent could do that for you, I’m sure you would have hired one already, right?
But hypothetically speaking, if there was a financial benefit of working with me rather than selling the home on your own, and I could PROVE it and show you the numbers, would you at least consider it?
That’s why we need to meet in person. I’m available at 2 p.m. and 5 p.m. today. Which one works best for you?
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.
Set appointments and manage leads with REDX. (Source: REDX)
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.
Hi, this is [name]. I am a realtor here in [company]. How are you?
Oh, that’s awesome. I saw that your house just went up for sale, and I know that you’re selling it on your own, but I just wanted to know if you’d be open to working with a buyer’s agent if they can bring you a fully qualified buyer.
OK, great! Have you already moved, or are you still living in the home?
OK, got it. So, where are you off to when the home sells?
Very cool! And I’m sure with the market being so good right now, you’ll probably have no issues with selling on your own. But if, for some reason, if you’re not able to sell, you’re probably not going to be looking at other options for at least a few weeks, right?
Makes sense. Well, I’d maybe like to stop by one day this week to take a quick look—either before or after I head into work. What usually works better for you? Mornings or evenings, if I can come and take a quick peek?
OK, I’ll tentatively put you on my calendar for tomorrow at 4 p.m. If I need to change that, I’ll give you a call. Fair enough?
Perfect! I’ll send you a quick email with my resume and contact information.
What’s a good email address for you?”
Perfect! I’ll send you a quick email, and I’ll plan on seeing the home quickly tomorrow around 4 p.m. Thanks so much!
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.
Hi, this is [name] calling from the [company]. I noticed you have a house for sale in my coverage area. Is it still available?
(Yes.)
Great, do you have a real estate agent?
(No.)
OK, I know the area well, and I’m wondering how much you are asking for the house?
($xxx,xxx)
If I had a buyer willing to buy your house for this price, would that be helpful to you?
(Yes.)
Great, so how about we set a time when I can come by and look at the house to see if it would work for any of my clients? I’d also like to share some of the things we do to help homesellers like yourself. Do you have time at [time and date], or would [alternative time and date] work better for you?
(You know, I really don’t want to work with an agent. If you have someone who’s serious, you can send them by, but I’m not looking to sit down for a sales pitch with an agent.)
Sure, I can appreciate that. Let me ask you this: Why are you selling your house without a professional agent?
(Well, I wanted to save the money, you know. A 5 or 6% commission would be a lot.)
Yeah, I can understand that completely. Interestingly enough, 90% of the homesellers I speak with tell me the exact same thing. If there was a way for you to get the same money or possibly even more using our services, would that be something you’d be open to?
(Well, basically what we’re trying to do is break even. We bought the house two years ago, and the value hasn’t really gone up.)
So, what’s the main reason for your sale?
(I’ve been transferred. We’re moving to [another area]).
Oh, congratulations. And when will you need to be in [that area]?
(We need to be there in 90 days.)
Gotcha, so the clock’s ticking for you. And if the house doesn’t sell in 90 days, what’s your plan B?
(Well, we’re going to have to go—the house will just be empty.)
Oh, yeah, I’d hate to have that happen to you. If I could sell the house, have you break even, and get it done before you get to [that area], would that be a win for you?
(Yeah.)
OK, perfect. Why don’t we meet? I’d love to see if I can do that for you. I’ll be 100% honest with you. If I can do it, I’ll let you know. If I can’t, I’ll let you know that as well. How does that sound?
Awesome, I appreciate that. I’ll see you this afternoon at four. Will that work?
(Sure, see you then.)
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.
Hello, may I speak with the owner of the home for sale at [address]? Is it still for sale?
My name is [name] from [real estate agency]. I see that you’re selling your home on your own.
Are you open to cooperating with a buyer’s agent?
Great! Can you tell me more about your home? Size of the rooms, age of the home, etc.?
Listen, I got a few buyers that are looking for a home like yours. Would it be OK if I come and take a look at the property before bringing in my clients?
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.
Hello, may I please speak to the owner of the home for sale at [address]?
I understand that you are selling by yourself, and I’m not trying to interfere with that. I was just wondering, are you cooperating with buyer’s agents?
Oh, sure, let me clarify that. When I say “cooperating,” I mean, if I’m working with a buyer that makes an offer, are you willing to pay the standard [%] commission in our area for a buyer side only?
OK, that sounds great! Do you mind telling me a little bit about your home?
That sounds really nice. I’ve got a couple of buyers right now that I think would be interested.
Is there a time I could come by and take a look at the property before bringing my clients, though?
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:
Hello, I’m [name] from [company]. I noticed you’re selling your home independently. Did you know you might be leaving thousands on the table? I specialize in helping homeowners get the most value. Can we discuss your options with a quick appointment this week?
📱Offering interested buyers to FSBO sellers:
Hi, I’m [name] with [company]. I see you’re handling your home sale. I have several interested buyers looking for homes in your area. Interested in working with an agent to connect with these buyers and secure the best price for your home?
📱Showcasing your value as an agent:
Hello, this is [name] from [company]. I noticed you’re going the FSBO route to save on agent commissions, but you could still leave several thousand more on the closing table. I’ve helped sellers secure above-asking offers and have access to top-notch marketing tools and resources. Let’s explore how I can make your home stand out. Are you interested in learning more?
📱Offering tools and resources:
Hi there, I’m [name] from [company]. I noticed you’re managing your home sale independently, and I wanted to offer you some helpful resources like a free home valuation tool and useful insights into the homeselling process. What’s your email?
Send automated text messages through Follow Up Boss (Source: Follow Up Boss)
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.
Bottom Line
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.
