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In this article, we’ll guide you on effectively converting unrepresented sellers into listings and sales using our proven FSBO scripts. These scripts have been crafted based on our extensive experience as brokers and coaches in the real estate industry. They are designed to address the concerns of prospects and demonstrate why listing with you is the ideal solution for selling their home. It’s a straightforward process that yields results!
Following the scripts, we will provide you with six tips on how to deliver and personalize them, along with insights on why FSBOs are more accessible to close than you might think. Are you ready to dive in?
What is a FSBO?
A for-sale-by-owner (FSBO) refers to a homeowner who opts to sell their property without hiring a listing agent. As FSBOs often sell at lower prices compared to homes represented by Realtors, they present a lucrative opportunity for ambitious agents to secure listings. The key lies in understanding their needs and desires and demonstrating how you can assist them in achieving their selling objectives.
The only FSBO scripts you’ll ever need
Are you prepared to delve into some scripting? Rest assured, you won’t need any special techniques or aggressive tactics. Our refined scripts are strategically designed to ask the right questions in the right sequence to secure appointments. They effectively address all objections that prospective sellers may raise.
1. The marketing pitch FSBO script
If you’re a newer agent without extensive listing experience, emphasizing your marketing skills is a wise approach. Instead of immediately focusing on the buyers you can attract, this script starts by expressing your interest in staying informed about the local market. This humble approach can help you stand out amidst a sea of assertive agents.
Agent:
After they respond:
2. The place, put, and pray FSBO script
This script aims to understand the homeowner’s motivation, selling timeline, and goals while maintaining a conversational flow. By focusing on how you can assist the seller in achieving their objectives, rather than solely aiming for the listing, you can build rapport effectively.
Specific phrases like “the three P’s” and inquiring about their motivation level on a scale of 1 to 10 help create a memorable initial impression. The questions posed to prospects ensure a smooth dialogue.
Agent:
If they ask why you’re asking:
Regardless of their response:
If they share their destination:
After they respond:
After they answer:
If they express interest or curiosity:
If they say no or express interest:
3. The reverse prospecting FSBO script
This script initially offers to bring qualified buyers to tour the property, then smoothly transitions to pitching the agent’s listings. By providing FSBOs with what they need (buyers) and desire (a new home after selling theirs), you subtly showcase your ability to work with qualified buyers and have listings in their area.
Agent:
After they respond:
6 tips for using FSBO scripts to book more appointments
How effective are FSBO scripts?
By implementing the scripts as instructed and understanding their rationale, you can expect to see results within the initial interactions with five to ten FSBO prospects. Some prospects may require follow-up calls, while others might compare you with other agents before making a decision. Remember, only 11% of homeowners successfully sell on their own, highlighting the importance of guiding the remaining 89% who rely on your expertise.
Are FSBOs hard to close?
Contrary to common misconceptions, FSBOs are a valuable source of seller leads in the real estate market. They are in need of assistance, making them easier to close than perceived. Here are three reasons why FSBOs are more accessible to close than some agents believe:
How much can you earn working FSBOs?
Here’s a breakdown of potential earnings by working with 25 FSBOs per week with a 4% closing rate:
- Average home price: $425,000
- Average net listing agent commission: $9,000
- Number of listings at 4% closing rate: 12
- Number of closings: 10
- Annual income: $90,000
List and sell just one FSBO per month, and you can earn $90,000 annually, converting frustrated sellers into satisfied clients. Selling two FSBO listings per month could potentially double your earnings. These figures exclude potential buyer referrals, highlighting the profitability of working with FSBOs.
FSBO scripts: The full picture
As a dedicated and skilled real estate agent, seeking motivated sellers in your market is a constant endeavor. Leveraging the interest of individuals looking to sell their homes, who willingly share their contact information, presents a valuable opportunity. By utilizing the scripts provided, making proactive calls, and offering solutions, you can embark on a successful journey in assisting sellers with their real estate needs.
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