FSBO FLIPS
Scripts for converting FSBO's

If the FSBO says:  I’m sure I’ll get a buyer in no time.  I’ve had the house on the market for only one week, and I’ve already had three people come in to see it.

Counter with:  It’s great that you’ve had so much interest, but how many people have come back a second time?  One of the problems with showing a house is that you get a lot of browsers who just like to see other people’s homes. 

If the FSBO says:  What do I need you for?  I have put up a sign. 

Counter with:  It’s true that your sign will attract buyers, but many of them won’t be able to afford your home.  When I get a call from a house sign, I can prequalify buyers.  In addition, I won’t just put up a sign.  I’ll actively market your listing, through MLS, and other means, to brokers who are already working with qualified buyers.

If the FSBO says:  I can do this myself.

 Counter with:  Of course, you’re smart enough to do what has to be done.  But why spend all the time figuring out something you may not do more than a few times in your life. 

If the FSBO says:  I can’t afford to pay the real estate commission.  I need every cent I can get from the sale to put toward the new house.

Counter with:  I know it’s important to have the biggest down payment possible.  But an NAR survey the 2006 Profile of Home Buyers and Sellers, found that, the median home price for seller who use an agent is 31.9 percent higher than a home sold directly by an owner.  So even with my commission you’ll probably come out ahead. (survey can be found on Realtor.org)