Achieving success in real estate relies on the utilization of efficient tools and strategies. One indispensable tool for agents is the opportunity to convert a FSBO (For Sale By Owner) into one of your own listings. In this article, we put together a comprehensive collection of 30 best FSBO scripts with the intention of assisting real estate agents in obtaining an increased number of listings.
These scripts encompass more than mere words; they represent a strategic method to effectively connect with homeowners who desire to sell their properties independently. We will not only furnish you with scripts, but also offer an in-depth analysis of why they are effective and address potential objections that may arise.
By utilizing this guide, real estate agents will be equipped with the dialogue and understanding necessary to engage in significant discussions, establish credibility, and successfully transform FSBO prospects into lucrative property listings.
- Why a FSBO Should Use a Real Estate Agent Instead
- FSBO Introduction Script
- FSBO Value Proposition Script
- Market Insights Script
- The Collaborative Approach
- The Time-Saving Script
- The FSBO Problem-Solver
- The Trust Builder Script
- The Market Expertise FSBO Script
- The FSBO Consultation Offer
- The Pricing Strategy Script
- The Local Specialist
- The Emotional Connection Script
- The Testimonial Approach
- The Exclusive Marketing Script
- The Follow-Up Script
- The FSBO Win-Win Approach:
- The Neighborhood Benefits
- The Negotiation Expert FSBO Script
- The Referral Request Script
- The Storytelling FSBO Script
- The Full-Service Agent Script
- The Pre-Listing Package Script
- The Competitive Advantage FSBO Script
- The Objection-Handling Script
- The Price Reduction Strategy
- The Consultation Request FSBO Script
- The Win-Win Proposal
- The Step-by-Step Plan
- The Direct Request
- The Friendly Neighbor FSBO Script
- Key Components of a Successful FSBO Script
- In Conclusion: Calling FSBO Owners
Why a FSBO Should Use a Real Estate Agent Instead
Here are some interesting facts you could share with that FSBO:
- According to the National Association of Realtors study in 2023, homes sold with an agent-assisted strategy typically fetched $55,000 more than those sold under ‘For Sale By Owner’ (FSBO).
- Research suggests that approximately 92% of FSBO listings eventually end up collaborating with a realtor, implying the effectiveness of good FSBO scripts.
- A study shows that nearly 70% of FSBO sellers initially resist hiring agents due to lack of awareness about the complexity of real estate sales and value agents could add – suggesting that powerful scripts can often transform this perception.
Those statistics speak to why that FSBO needs you! Convince them!
They need to know that selling a house as a For Sale By Owner (FSBO) can present many challenges, such as attracting qualified buyers, accurately pricing the property, handling negotiations and legal paperwork, effectively marketing and showcasing the property, and gaining trust and credibility with potential buyers.
It’s not easy. They need a real estate agent. They need you!
If you are in need of easy to find FSBO leads, be sure to read our REDX review. They also offer expired listing, For Rent By Owner (FRBO), pre-foreclosure leads and more.
Here is our list of thirty top FSBO scripts for real estate agents…
FSBO Introduction Script
The Script: “Hello, I’m [Your Name], a local real estate agent. I noticed your property is listed as a FSBO. Could you share your reasons for selling, and have you considered working with an agent?”
Why It Works: The FSBO Introduction Script initiates a dialogue by demonstrating a sincere curiosity in the seller’s motivations and requirements. Additionally, it resolves the typical objection by emphasizing the potential advantages that come with collaborating with an agent.
Common Objection: “I can sell it myself and save on commissions.”
Response: “I understand your desire to save on commissions. However, working with an agent often leads to a higher sale price that can more than offset those costs. Let’s discuss how we can maximize your net proceeds while also benefiting from my expertise.”
FSBO Value Proposition Script
The Script: “Good [morning/afternoon], I’m [Your Name]. We’ve helped homeowners like you achieve better results. We offer expert marketing, negotiation skills, and extensive market knowledge. Would you like to hear how we can help?”
Why It Works: The FSBO Value Proposition Script underscores the significance of an agent’s contribution to the FSBO seller, particularly when there is existing buyer interest. It focuses on the criticality of navigating negotiation and paperwork, which can be intricate and formidable for sellers attempting to manage independently.
Objection: “I’ve already had a lot of interest from buyers.”
Response: “That’s great to hear! It’s clear your property is attractive. But having an agent can help you navigate the negotiation process, handle paperwork, and ensure you get the best deal. Let’s talk about how I can assist you further.”
Market Insights Script
The Script: “Hi, I’m [Your Name], and I specialize in this area. I can provide you with the latest market insights and trends. Are you interested in staying updated on the market conditions?”
Why It Works: Sellers might feel reluctant as a result of unfavorable encounters with agents in the past. The Market Insights Script acknowledges this concern and provides a solution by showcasing the agent’s dedication to delivering an improved experience.
Objection: “I’ve had a bad experience with real estate agents in the past.”
Response: “I’m sorry to hear that you had a negative experience. I’d like to change that perception and provide you with a better experience. Let’s discuss your concerns, and I’ll do my best to address them.”
The Collaborative Approach
The Script: “Hello, I’m [Your Name], and I’m all about collaboration. We can work together to sell your property faster and at a better price. Interested in learning more?”
Why It Works: The Collaborative Approach acknowledges the seller’s reluctance to engage with an agent while providing a relaxed and informative consultation. It prioritizes cooperation, ensuring that the seller feels empowered and in charge throughout the process.
Objection: “I’m not ready to commit to an agent yet.”
Response: “I completely understand. How about we schedule a no-obligation consultation? We can discuss your goals, and if you decide not to proceed, that’s perfectly fine. It’s just an opportunity to explore your options.”
The Time-Saving Script
The Script: “Good day, I’m [Your Name]. Selling a home can be time-consuming. We can save you time and handle all the details. Would you like to discuss how we can help with that?”
Why It Works: By emphasizing the potential for a higher sale price that can offset the commission cost, along with highlighting the time-saving aspect of working with an agent, the Time-Saving Script effectively addresses the objection regarding commissions.
Objection: “I don’t want to pay a commission.”
Response: “I appreciate your concern about commissions. Keep in mind that my goal is to help you get the best possible price for your property, which can often cover the commission and leave you with more in your pocket. Let’s chat about the numbers.”
The FSBO Problem-Solver
The Script: “Hi, I’m [Your Name], and I’m a problem solver. If you’re facing any challenges with your FSBO sale, I can help. What specific issues are you dealing with?”
Why It Works: The FSBO Solution-Provider recognizes that establishing trust through the seller’s conviction is an effective method for establishing a connection. The dialogue subsequently proposes a cooperative strategy, underscoring how an agent can augment the seller’s endeavors.
Objection: “I’m confident in my ability to sell it on my own.”
Response: “Confidence is fantastic, and it’s clear you’ve done a great job. However, working with an agent can enhance that confidence by handling the details, marketing, and negotiations. Let’s explore how I can complement your efforts.”
The Trust Builder Script
The Script: “Hello, I’m [Your Name]. Trust is vital in real estate. Can we talk about how I can earn your trust and help you achieve your selling goals?”
Why It Works: The primary focus of the Trust Builder Script is to establish a strong foundation of trust, which plays a crucial role in every real estate transaction. This script strategically encourages an open dialogue regarding the agent’s worth, compelling the seller to consider the potential advantages.
Objection: “I don’t see the value in working with an agent.”
Response: “I understand that you might have doubts about the value of an agent. Would you be open to a brief discussion where I can explain the specific ways I can add value to your sale and potentially increase your profit?”
The Market Expertise FSBO Script
The Script: “Good [morning/afternoon], I’m [Your Name], and I know this market inside and out. Would you like to hear how my expertise can benefit your sale?”
Why It Works: The FSBO Script, designed for those with Market Expertise, acknowledges the seller’s diligent work and proposes assuming the more challenging tasks, thereby effectively addressing concerns regarding commission expenses. The script also proposes a seamless integration with the seller’s current efforts, emphasizing a smooth and effortless transition.
Objection: “I’ve already invested a lot of time and effort into selling it myself.”
Response: “I can appreciate the time and effort you’ve invested. My goal is to make your life easier by taking on the heavy lifting from here. Let’s talk about how I can seamlessly integrate into your current efforts.”
The FSBO Consultation Offer
The Script: “Hi, I’m [Your Name]. I’d like to offer you a free, no-obligation consultation to discuss your property. When can we schedule a time to chat?”
Why It Works: The FSBO Consultation Offer presents a no-obligation opportunity for sellers to engage in a consultation session, wherein they can gain insights into the agent’s strategies and knowledge. This addresses concerns regarding unsatisfactory offers by emphasizing the aim of achieving the desired outcome.
Objection: “I’ve had offers already, but they weren’t what I wanted.”
Response: “It’s not uncommon to receive offers that may not meet your expectations. An agent can help you negotiate and structure deals that align with your goals. Let’s discuss how I can help you achieve the desired outcome.”
The Pricing Strategy Script
The Script: “Good day, I’m [Your Name]. Pricing is critical to a successful sale. Would you be open to a discussion about your property’s pricing strategy?”
Why It Works: The Pricing Strategy Script tackles the concern regarding having a friend who works as an agent by emphasizing the significance of in-depth knowledge of the local market and a well-established history of success.
Objection: “I have a friend who’s a real estate agent.”
Response: “Having a friend in real estate is great! However, you might want to consider working with someone who specializes in your local area and has a proven track record. Would you be open to discussing the benefits of having a local expert?”
The Local Specialist
The Script: “Hello, I’m [Your Name], and I specialize in this neighborhood. I’ve successfully sold properties here. Want to discuss how I can do the same for you?”
Why It Works: The specialist in the area highlights the distinct advantages of collaborating with a local expert, such as a deeper comprehension of the intricacies of the local market and pricing techniques.
Objection: “I’m not sure having a local specialist matters.”
Response: “I understand your hesitation. Having a local specialist can make a significant difference in understanding market nuances and pricing. Let’s discuss how it can benefit your sale.”
The Emotional Connection Script
The Script: “Hi, I’m [Your Name]. I understand selling a home can be emotional. Can we talk about your feelings and goals for this sale?”
Why It Works: The Emotional Connection Script acknowledges the emotional component of selling a house and proposes customizing the agent’s strategy based on the seller’s objectives and apprehensions.
Objection: “I’d rather keep emotions out of this process.”
Response: “I respect that. However, understanding your goals and concerns can help tailor our approach to meet your needs. Can we talk about your objectives for this sale?”
The Testimonial Approach
The Script: “Good [morning/afternoon], I’ve helped homeowners like you in the past. Would you like to hear some success stories from my previous clients?”
Why It Works: The Testimonial Approach reinforces the agent’s assertions with actual accounts of success, in addition to offering the provision of references, specifically addressing any doubts surrounding the authenticity of testimonials.
Objection: “How do I know those testimonials are real?”
Response: “I completely understand your skepticism. I can provide references and let you speak with past clients to verify the testimonials. Would that make you more comfortable?”
The Exclusive Marketing Script
The Script: “Hello, I’m [Your Name], and I have exclusive marketing strategies that can give your property an edge. Want to know more?”
Why It Works: By offering glimpses into distinctive marketing strategies and promising further information, the Exclusive Marketing Script successfully captures the seller’s attention and effectively handles any concerns regarding the agent’s marketing abilities.
Objection: “What’s so special about your marketing?”
Response: “Great question! Our marketing strategies are designed to give your property maximum exposure. I’d be happy to provide more details so you can see the difference for yourself.”
The Follow-Up Script
The Script: “Hi, I’m [Your Name]. If you’re not ready to list yet, may I follow up periodically to provide market updates and information?”
Why It Works: By providing a customizable communication plan, the Follow-Up Script acknowledges and accommodates the seller’s preferences to avoid follow-up calls, allowing them to feel a greater sense of autonomy.
Objection: “I’d rather not be bothered with follow-up calls.”
Response: “I respect your preference. How about we establish a communication plan that suits your needs? You won’t be bothered, but I’ll be here whenever you have questions or want updates.”
The FSBO Win-Win Approach:
The Script: “Good day, I’m [Your Name]. I believe in win-win outcomes. Let’s explore how we can both benefit from working together.”
Why It Works: The FSBO Win-Win Approach captures the seller’s interest through presenting a mutually beneficial collaboration, where the agent’s success is dependent on the seller’s contentment and emphasizing the importance of collective gain.
Objection: “What’s in it for you in this win-win?”
Response: “Fair question. The ‘win’ for me is helping you achieve your real estate goals. My success is tied to your satisfaction. Let’s discuss how we both benefit from a partnership.”
The Neighborhood Benefits
The Script: “Hello, I’m [Your Name]. When you work with a local agent, you access the benefits of this community. Would you like to learn more?”‘
Why It Works: The Neighborhood Benefits provides an opportunity to explore these advantages without exerting pressure on the seller to consider them as a primary focus, even if they may not be of utmost importance.
Objection: “I’m not sure the neighborhood benefits matter to me.”
Response: “I understand it may not be a top priority. But being part of a community often comes with advantages. Would you be interested in exploring these benefits, even if they don’t impact your decision?”
The Negotiation Expert FSBO Script
The Script: “Hi, I’m [Your Name]. Negotiation is a key skill in real estate. I can help you get the best deal. Want to discuss this further?”
Why It Works: Recognizing the seller’s adeptness in negotiation, The Negotiation Expert FSBO Script proposes that the agent can enhance those skills and potentially attain a more advantageous agreement.
Objection: “I’m a good negotiator myself.”
Response: “That’s impressive! Having a skilled negotiator on your side can still provide an edge. Let’s discuss how I can complement your negotiation skills and potentially get you an even better deal.”
The Referral Request Script
The Script: “Good [morning/afternoon], if you decide not to list, do you know anyone else considering a sale? I’d appreciate any referrals.”
Why It Works: The Referral Request Script acknowledges the seller’s present circumstances while simultaneously maintaining the opportunity for future referrals, showcasing a dedication to long-term association and nurturing a favorable connection.
Objection: “I don’t know anyone selling their home right now.”
Response: “No problem! If you do come across someone considering a sale in the future, would you keep me in mind and pass along my contact information? It would be greatly appreciated.”
The Storytelling FSBO Script
The Script: “Hello, I’m [Your Name]. Let me share a story about a recent successful sale in this area. It might give you some insights into the process.”
Why It Works: The Storytelling FSBO Script effectively blends information and narratives to demonstrate how an agent’s knowledge and skills result in favorable results, catering to the seller’s inclination for concrete data and statistics.
Objection: “I prefer to focus on the facts and figures.”
Response: “I respect your preference for facts. Stories can illustrate how those facts translate into successful outcomes. Would you be open to hearing how this story relates to your situation?”
The Full-Service Agent Script
The Script: “Hi, I’m [Your Name], and I offer comprehensive, full-service assistance. Want to discuss how this benefits your sale?”
Why It Works: The script for a Full-Service Agent highlights the advantages of an all-inclusive service, placing emphasis on a seamless and convenient selling process for the seller.
Objection: “What’s the advantage of a full-service agent?”
Response: “Great question! A full-service agent takes care of everything, providing a hassle-free experience for you. Let’s delve into the specific benefits of this comprehensive service.”
The Pre-Listing Package Script
The Script: “Good day, I can provide you with a pre-listing package that outlines everything we offer. Interested in receiving it?”
Why It Works: The script for the Pre-Listing Package acknowledges the worry of receiving materials by providing the package with no requirement to examine it right away, demonstrating consideration for the seller’s timeline.
Objection: “I don’t want to receive more materials right now.”
Response: “I understand your concern. How about I send you the package but without any obligation to review it immediately? You can look at it at your convenience.”
The Competitive Advantage FSBO Script
The Script: “Hello, I’m [Your Name]. We have a competitive edge in this market. Let’s discuss how it can work for you.”
Why It Works: The FSBO Script for Competitive Advantage encourages a thorough dialogue regarding the agent’s distinctive competitive edge and how it can directly enhance the seller’s selling process.
Objection: “What makes your competitive advantage unique?”
Response: “It’s a valid question. Let’s have a detailed conversation about the unique aspects of our competitive advantage and how they can directly benefit your sale.”
The Objection-Handling Script
The Script: “Hi, I understand you may have concerns. Can you share your objections, and I’ll address them?”
Why It Works: The Objection-Handling Script demonstrates a receptive attitude towards the seller’s concerns and aims to effectively resolve them, specifically targeting the objection that agents do not listen to their clients.
Objection: “I’ve heard agents don’t listen to their clients.”
Response: “I’m sorry to hear that you’ve had that experience. I’m here to listen to your needs and concerns. Let’s have an open conversation, and I’ll do my best to address any issues.”
Related Reading: Best Expired Listing Objection Handlers
The Price Reduction Strategy
The Script: “Good [morning/afternoon], if you’re struggling to sell, have you considered a price reduction strategy? Let’s talk about it.”
Why It Works: The Price Reduction Strategy proposes an alternate approach to decreasing the price and presents the option of exploring alternative tactics, catering to the seller’s preference to avoid lowering the price.
Objection: “I don’t want to reduce the price.”
Response: “I completely understand. A price reduction is just one strategy. Let’s explore other tactics and see if there’s an alternative that aligns with your goals.”
The Consultation Request FSBO Script
The Script: “Hello, I’d love to offer you a free consultation to help you understand your options. When can we schedule a convenient time for you?”
Why It Works: The Consultation Request FSBO Script presents an opportunity for an informative consultation that is conducted in a non-intrusive manner, accommodating the seller’s preference to schedule it at their convenience.
Objection: “I’m not ready to schedule a consultation.”
Response: “That’s perfectly fine. When you’re ready, I’ll be here to provide the information and insights you need to make an informed decision.”
The Win-Win Proposal
The Script: “Hi, I’m [Your Name]. I’d like to propose a win-win partnership. Can we explore this possibility further?”
Why It Works: The Win-Win Proposal offers a clear explanation of the win-win concept and outlines the mutual benefits that both parties can gain from the partnership.
Objection: “What does ‘win-win’ mean, and how does it apply here?”
Response: “Great question! ‘Win-win’ means that both of us benefit from the partnership. Let’s discuss the specific benefits and how they relate to your property.”
The Step-by-Step Plan
The Script: “Good day, I have a detailed plan for selling your home. Would you be interested in discussing it?”
Why It Works: The detailed and systematic strategy offers organization and guidance for a streamlined sales process, while also considering the seller’s desire for a more adaptable approach.
Objection: “I prefer to handle things as they come.”
Response: “I respect your approach. However, a step-by-step plan can provide structure and help ensure a smooth sale. Let’s discuss how it can be tailored to your preferences.”
The Direct Request
The Script: “Hello, I’m [Your Name], and I’d like to request the opportunity to list your property. Can we talk about what that entails?”
Why It Works: The Direct Request method clearly expresses intention and encourages a discussion regarding the listing without placing undue pressure on the seller to make an immediate choice.
Objection: “I’m not ready to list with an agent.”
Response: “I completely understand. Can we have a conversation to explore your concerns and objectives? There’s no obligation to list immediately.”
The Friendly Neighbor FSBO Script
The Script: “Hi, I’m [Your Name], your neighbor and a local expert. I’d love to help you with your sale and ensure a smooth transition. Can we discuss your plans?”
Why It Works: The FBSO Script for Building a Friendly Neighbor Relationship utilizes the sense of community and local knowledge, providing support while acknowledging the seller’s desire to maintain a distinction between personal and business affairs.
Objection: “I prefer to keep my personal and business matters separate.”
Response: “I respect your boundary. However, as a neighbor, my goal is to make your real estate experience as smooth as possible. Let’s discuss how I can assist without any intrusion.”
Each script above offers its own unique approach and strategy for engaging with FSBO sellers, building trust, and ultimately securing the coveted listing appointment. They can serve as valuable resources, providing guidance and inspiration for your own scriptwriting endeavors.
Remember, while these scripts provide a framework for success, it’s essential to tailor them to your personal style and adapt them to each unique seller’s situation. Use them as a starting point, but be sure to infuse your own personality and expertise into the conversations.
Key Components of a Successful FSBO Script
Crafting an effective FSBO script requires careful consideration of key components that will resonate with homeowners and increase the likelihood of securing a listing appointment. Let’s explore the essential elements that make up a successful FSBO script.
First and foremost, building rapport is crucial. Establishing a connection with the homeowner is essential to gain their trust and demonstrate your expertise as a real estate professional. Begin the script by introducing yourself in a friendly and confident manner, highlighting your experience and commitment to helping homeowners achieve their goals.
Next, highlighting the importance of pricing sets the stage for a productive conversation. Educate the homeowner on market trends and provide data-backed insights to help them understand the potential risks of overpricing or underpricing their property. Emphasize the need for an accurate listing price based on comparable sales in their area.
Think of pricing as finding the perfect balance on a scale – too high, and it may deter potential buyers; too low, and you risk leaving money on the table. It’s about striking that sweet spot where both parties benefit.
Another crucial component is addressing common objections that FSBO sellers often have. Anticipate and provide thoughtful responses to objections such as concerns about saving money on commissions or doubts about the value real estate agents bring to the table. Show empathy towards their concerns while emphasizing the benefits of working with an agent, from marketing expertise to skillful negotiation.
Additionally, establishing credibility is vital when presenting yourself as the right agent for their needs. Share success stories, testimonials, or case studies of how you’ve helped other sellers achieve their goals through professional representation. Demonstrating your track record and expertise can instill confidence in homeowners considering selling on their own.
Lastly, end the script by confidently asking for a listing appointment. Clearly communicate why you believe you would be an asset to their selling process and express your commitment to working diligently on their behalf. Offer a compelling reason for them to schedule an appointment with you, such as a detailed market analysis or a proven marketing strategy.
By incorporating these key components into your FSBO script, you can engage homeowners effectively and increase your chances of securing a listing appointment. Remember to adapt the script to your unique style and voice, making it genuine and authentic. With practice and refinement, you can master the art of FSBO scriptwriting.
Related Reading: Best Real Estate Cold Calling Scripts for buyers and sellers.
In Conclusion: Calling FSBO Owners
Remember, scripts serve as a foundation for your conversations, but it’s essential to adapt them based on each buyer’s unique situation and preferences.
Flexibility and active listening are key when engaging with potential buyers as an FSBO seller. Getting good at handling objections is going to be a skill you will learn with practice.
All the best calling those FSBOs and I wish you the best in acquiring some new listings!
About The Author: This article was researched and published by Tim Schroeder. As a husband and wife real estate team residing in Florida, Tim Schroeder brings deep expertise with over 8 years of experience as a licensed real estate agent.
Deb and Tim Schroeder have earned numerous real estate industry awards and recognitions. They have been recognized by Orlando Magazine as a “Top 100 Real Estate Professional” as well as earned Top Producer Designations with the Orlando Realtor Association for 6 years straight.