In the competitive world of real estate, every listing counts and FSBOs (For Sale By Owner) remain one of the most misunderstood and underutilized lead sources in the business. Despite their declining popularity, FSBOs still represent motivated sellers who have taken concrete action to get their home sold.
And here’s the kicker: 92% of FSBOs eventually list with an agent. So why not be the one they choose?
In this article, you’ll learn a 9 step FSBO script refined through years of experience. More importantly, you’ll understand how to use it authentically, with empathy and professionalism, so you can convert conversations into appointments and eventually, listings.
While search traffic for FSBOs has dropped since its 2007 peak, they still account for about 7% of U.S. home sales. And because FSBOs have already expressed clear intent to sell, they can be more motivated than many cold leads you’ll encounter.
Agents who master FSBO outreach understand this is more than just a numbers game—it’s about mindset, connection, and consistency.
Before diving into the script, let’s address the elephant in the room: FSBOs are skeptical of agents. Most have already decided they want to avoid commissions. That’s why the goal isn’t to pitch it’s to connect. To build trust. To become the natural fallback when selling solo doesn’t work out.
This script is designed to position you as the helpful professional, not the pushy salesperson.
Here’s a closer look at how to approach FSBOs over the phone, following a natural and strategic progression.
"Hi, this is [Your Name], I’m a local Realtor. How are you today?"
Start upbeat. Expect a range of responses. Don’t be robotic be real.
"I saw your home is for sale by owner. Are you open to working with a buyer’s agent if they bring you a fully qualified buyer?"
This question cuts through the noise. No gimmicks. No pretending you already have a buyer. Just honesty.
Most FSBOs will say yes. They’re often okay with paying a buyer’s agent commission but resist paying for full representation.
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"Have you already moved, or are you still living in the home?" "Where are you heading when the home sells?"
These questions reveal their urgency and reasoning. Plus, it shows genuine interest.
"I’m sure with the market being strong, you’ll have no trouble selling on your own. But if for some reason it doesn’t work out, you’re probably not considering other options for a few weeks, right?"
This technique disarms the seller by agreeing with them then subtly introduces doubt.
"Would you mind if I stopped by one day this week to take a quick look? Would mornings or evenings work better for you?"
Assume the visit. Don’t oversell. Just offer to view the property.
"Great. I’ll tentatively plan for tomorrow at 4 p.m. If anything changes, I’ll let you know. Sound fair?"
Make it easy for them to say yes. Take control of the schedule.
"I’ll send you a quick email with my contact info and resume. What’s a good email address for you?"
Use a pre listing package to impress and show professionalism.
Don’t just show up empty handed. Bring:
Provide value. Be helpful. Be the backup plan.
Understand that most FSBO listings don’t convert on the first appointment. But by offering value and staying consistent with follow ups, many agents see results within 2–6 weeks.
Keep detailed notes. Schedule regular check ins. Be ready when the seller realizes they need professional help.
Don’t expect every seller to welcome you with open arms. Here are common scenarios:
Regardless, your job is to deliver value without pressure. If you do that, you position yourself as the agent of choice.
To consistently set 3–4 appointments per week, you’ll likely need:
Track your activity. Improve your script. Stay consistent. That’s how agents win in the FSBO game.
FSBOs may seem tough at first, but when approached strategically and respectfully, they can become a reliable source of listings. By using a smart script, adapting it to your voice, and leading with value you won’t just get in the door, you’ll stay top of mind.
Apply this strategy starting today and watch how your pipeline grows.
FAQ
1. Why do most FSBOs eventually hire an agent? Because they underestimate the complexity of pricing, marketing, and negotiating and end up needing expert support.
2. What makes this FSBO script effective? It’s authentic, non pushy, and focuses on building a real connection rather than forcing a listing appointment.
3. Should I use the script word for word? No. Use the structure, but adapt the language to sound like you. Sincerity is more persuasive than perfection.
4. How long should I wait to follow up with a FSBO? Start your first follow up within a week. Then schedule regular check ins based on their timeline.
5. What should I bring to a FSBO appointment? A CMA, seller disclosure forms, and anything that shows you’re prepared and professional even if it’s not a formal listing appointment.
