We know it can be demoralizing when you’re prospecting for sellers and one of them tells you, “I’m just going to sell my house myself. I don’t need an agent.”
As hard as it can be not to take that personally, it doesn’t mean you should write them off forever.
This week on the Hot Sheet, Byron Lazine shared a script to use in conversations with for-sale-by-owner (FSBO) sellers.
This isn’t about whether they use you as an agent or not. This is about being relentlessly helpful to the people in your community. It’s about being the agent who delivers value without any expectations.
Because even if they don’t work with you this time around, they’ll remember what you did for them—and how it transformed their view of real estate agents. And that’s something the industry needs more of.
Read on for the script. Then make time to enjoy the full broadcast, with news on FSBO sellers and the particular challenges they face.
Script for FSBO Sellers
Anytime you talk to a FSBO—even if all they want is free information on the process of selling a home—treat it as an opportunity.
And no, I’m not talking about an opportunity to persuade them that they’re wrong to choose the FSBO route. That would be their cue to hang up.
Instead, focus on being as helpful as possible—and then go further.
Zoodealio can add even more value to your conversation. Its platform allows you to instantly connect leads and clients with a menu of cash offers, providing several options to choose from. You can share this tool with FSBO sellers in your market, demonstrating your unique value without pressuring them to list with you.
(Did you know? BAMx members gain access to Zoodealio at no additional cost! Learn more here.)
Here’s a sample script using Zoodealio’s instant offers, along with your knowledge, to add value for FSBO sellers:
Agent: “Hi [Name], I’d like to come tour the property. I have buyers in the area, and I could bring you some offers right now.”
FSBO Seller: “Do you have a buyer?”
Agent: “Actually, I do. I can even bring you a few offers when I come to look at the property, along with a packet of information you can use if you don’t like any of those offers. I can also leave you a package on my go-to-market strategy.”
FSBO Seller: “Wow! You’ll do that for me? You’ll bring me some offers, you’ll bring tips for me to sell the house on my own if I decide to stay a for-sale-by-owner, and you’ll drop me off your own go-to-market strategy?”
As Lazine put it, “That might be the easiest conversation in the world to have.”
For-sale-by-owner sellers talk about their over-the-top positive experiences as much as anyone. Every one of these conversations could impact a growing web of homeowners in your market, many of whom will think about moving in the next year or so.
Redefine expectations—one seller at a time
Homeowners planning to sell their properties without an agent would expect a real estate agent to try to sweet-talk them into signing a listing agreement with them—especially if the agent is calling them.
With access to the Zoodealio platform, you can present multiple offers without any strings attached.
And to prove you’re not desperate to make them your client, you can double down on the value by offering them some proven tips for getting the best results as a FSBO seller—as well as materials breaking down your go-to-market strategy.
By using a script like the one above to show FSBO sellers in your market that you care more about helping them get the results they want than about whether they pick you as their agent.
And if you’re a BAMx member, use your Zoodealio membership to access buyer offers.
This is how you upgrade consumer perceptions of real estate agents, while also standing out as the agent who transformed their expectations and earned their respect and gratitude.
Not a BAMx member yet? Join now for access to our library of done-for-you templates and scripts, 30+ video trainings, a supportive community, and Zoodealio—a $199/month value—at no extra cost. Use code ZOO at checkout for 25% off your first year or month!
