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How to Win Over Tough FSBOs (and a Script to Help)

August 21 2023

Welcome back to another edition in our Tips and Tricks Tuesday series on "Finding More Homes for Sale." Last week, we highlighted a script for talking to expired listing leads. While those leads can be challenging, FSBOs are often a harder nut to crack -- and sometimes outright hostile to real estate agents. But with the right approach (and a thick skin), they can be a solid source of new listings.

In fact, Realtor Chris Molenaar began his real estate journey by cold-calling For Sale By Owner properties to find potential listings. It took a year and a half, but finally Molenaar's efforts began to pay off when he listed three FSBOs in a single day.

His secret? Establishing rapport and trust with FSBOs and using a script to build credibility and handle the inevitable objections. In the video above, Molenaar shares his strategy for turning tough leads into promising clients. Watch the video to learn:

  • The questions to ask to engage FSBOs in a productive conversation
  • Approaches for handling FSBOs' previous negative experiences with agents
  • How to highlight the challenges in a slow market
  • Tips for managing resistance and skepticism
  • How to make FSBOs feel important and validated
  • How to win over FSBOs
  • And more!

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