Most real estate agents are intimidated to call For Sale by Owners. Why? Is it because FSBO’s eat their young?  Is it because you think the FSBO’s are smarter than you? Do they know more about selling houses than you do? What causes you to believe that you can’t list and sell a FSBO’s home? You do realize that in the current market, it’s almost impossible for a FSBO to successfully sell their home…So, let’s talk about calling FSBO’s …

Where Do I Find FSBOs?

If  you were a typical FSBO, how would you advertise your home? A sign on the lawn, ads in the paper, on for sale by owner websites, and craigslist are some obvious choices. It takes a lot of time to compile your own list of FSBOs; I recommend signing up for a service like Landvoice or REAP. These services charge a minimal fee ( they average about $1.00 a day)  and give you the names of the FSBOs in your area, with phone numbers and other pertinent information you need to successfully make the calls. Remember, often, you have to spend money to make money.

When’s the Best Time to Call a FSBO

In a competitive market like this, there really isn’t any specific “best” time to prospect FSBOs. I recommend calling 2-3 times a day until you speak to them.  Start by calling them around 9am, then again around 12pm, and if you haven’t reached them, try towards the end of the day, at around 6pm. Remember, it’s a lot easier to get a hold of a FSBO than an expired, because FSBOs are expecting calls from potential buyers.

What do I say to a FSBO?

Be positive when you communicate with a FSBO, make sure that you do not insult them by telling them that they are wrong for trying to sell it themselves because they will immediately become defensive and refuse to do anything with you.

Take a look at Mike Ferry FSBO Script, it’s simple, to the point, and most importantly, it works!

Preview Appointments

Be careful when making a “preview appointment.” It is fine to say, “I may have a buyer for your home, can I take a look at your property?” When you go on a preview appointment, I suggest you bring a camera, take pictures of the home, then, with confidence, look the seller in the eye, shake his or her hand and say, “I can sell your house within the next 45 days and get you 1 step closer to (where they want to go), what’s a good time for me to come back and show you how I will do that for you?”

At this point, 1 of 2 things will happen… they’ll tell you “no, I want to try it on my own for a while” This is where you go back to the script and say,” How much time will you take before you will consider interviewing an agent to sell your home? What has to happen before you will hire a powerful agent, like myself, for the job of selling your home? (Mike Ferry FSBO Script)

Follow Up

When you think of a FSBO, think of someone testing you to see how aggressive you are. Most FSBO’s eventually list with an agent, usually the agent who worked the hardest to get the listing.  You may have to go back to the FSBO 5-6 times before you get a contract signed; keep in mind that most agents stop after 1-2 contacts, hang in there, be the most persistent. Follow up is critical, don’t give up!