Cold-calling FSBO Sellers and Presenting Value
Bless their hearts, FSBO (For Sale By Owner) sellers usually have good intentions but often find themselves overwhelmed. As real estate agents, we know the road from “For Sale” to “Sold” is full of potholes—especially without professional guidance. That’s where you come in. But first, you have to earn their trust. And that starts with the right conversation.
Let’s walk through some of the best real estate call scripts for reaching out to FSBO sellers, plus some real-world advice to help you sound less like a salesperson and more like a neighbor offering a helping hand.
1. The “Curious Neighbor” Script
This approach is warm, non-threatening, and perfect for breaking the ice without making folks feel defensive.
“Hey there, this is [Your Name], I’m a local real estate agent here in [City/Neighborhood]. I noticed your home at [Address] is listed for sale by owner—I just wanted to reach out and ask how things are going for you so far?”
Let them talk. Listen closely. Then ease into:
“That’s great to hear! I work with a lot of buyers in this area, so I like to keep an eye on FSBO listings. Do you mind if I ask what your timeline looks like, or if you’d be open to working with a buyer’s agent if I had someone interested?”
Why It Works: It positions you as someone who adds value, not someone trying to “take over.”
2. The “Supportive Consultant” Script
This one works when you sense the seller might be struggling a bit, or if the home has been sitting unsold for a while.
“Hi, this is [Your Name] with [Your Brokerage]. I saw your property at [Address] listed as FSBO, and I know that can be a tough route to take. I’ve helped a few folks in similar situations recently, and I was just curious how things have been going for you?”
Let them vent a little, then gently offer:
“If you ever have questions or hit a snag, I’m happy to be a resource—no pressure, just neighborly support. Sometimes a quick chat with a local expert can save a lot of time and stress.”
Why It Works: It shows empathy and positions you as a problem-solver rather than a commission-chaser.
3. The “Market Expert with Buyers” Script
This is especially effective when inventory is tight and you really do have buyers looking in their area.
“Hi there, I’m [Your Name] with [Your Brokerage]. I work with a few buyers searching in [Neighborhood], and I noticed your home at [Address]. If it’s still available, I’d love to learn a little more about it and see if it might be a fit.”
After some back and forth:
“Would you be open to a showing if I had a serious buyer who was pre-qualified? And just out of curiosity, what would it take for you to consider listing with an agent?”
Why It Works: It shows immediate value while planting a seed for a future listing conversation.
Tips for Making FSBO Calls Work
- Smile when you talk. It really does come through the phone.
- Use their name and property details. Personalization shows you did your homework.
- Follow up respectfully. Even if they say no now, keep the door open with a handwritten note or monthly market update.
- Keep it short and sweet. The goal is to start a relationship, not pitch a listing on call #1.
Final Thoughts
Y’all, FSBO sellers may seem like a tough crowd, but they’re really just folks trying to do their best. If you approach them with genuine care, local knowledge, and professional value, you’ll stand out in a sea of pushy agents. And remember: even if today’s call doesn’t lead to a listing, it plants a seed that may bloom later.
Want more FSBO strategies, follow-up email templates, or tips for converting cold leads? Stay tuned to Real Agents Playbook for more insider tools and Southern-savvy advice.
The FSBO Playbook: Scripts to Overcome Objections and Present Value
The FSBO Playbook: Free Script Guide for Real Estate Agents
Struggling with FSBO calls? This free guide gives you ready-to-use scripts to handle objections and show sellers why they need a pro. Learn what to say, how to say it, and turn more “no’s” into listings.
Download here for free and start winning more FSBOs today.
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