Everyone in Real Estate is familiar with the dreaded For Sale By Owner (FSBO). I say “dreaded” because that is often the look I get from Agents when I ask them about their strategies when it comes to convincing a FSBO that it would be in their best interest to list with a Broker. However, why aren’t we seeing these as welcome opportunities?

Too often, Agents are concerned with battering a FSBO into listing with them. The mentality with these agents is, “LIST-LIST-LIST”. The most successful agents, however, talk to all FSBOs with the mentality of “LISTEN-LISTEN-LISTEN”.

When you listen to a FSBO, you learn all of the reasons why they’ve decided to try and sell on their own. Whether it be a savings on commission, a bad experience with an Agent in the past, or simply because they don’t view the process as entirely difficult, by listening to a FSBO, you gain an intimate understanding of all the points that you as an agent must address.

If you develop a conversational relationship with the FSBO that doesn’t seem threatening or aggressive, they are more likely to trust you as an industry expert. This is the first (and most important) step in showing a FSBO the ultimate benefits of listing with you.

By compiling a valid, non-aggressive, point-of-fact approach to any objections they may have, you will eventually sway their point of view and enlighten them on the true benefits (and cost savings) of working with a professional. It is a consultative sale and, after all, what are we if not consultants?