If you’ve ever called a For Sale By Owner (FSBO), you know how these conversations can go. The seller picks up, you introduce yourself, and before you can finish your sentence, they hit you with:
- “I’m not working with agents.”
- “I already have buyers.”
- “If you have a buyer, bring them, but I’m not paying a commission.”
Sound familiar?
I’ve been there. Early in my career, I used to wing my FSBO calls, thinking I could charm my way into a listing. But I quickly learned that FSBO sellers have one main goal: avoid paying commission. They don’t want a pitch. They don’t want pressure. And they definitely don’t want to feel like they’re being sold.
That’s why the right FSBO script makes all the difference. When you know exactly what to say—and when to say it—you can bypass resistance, start real conversations, and position yourself as the solution (not the salesperson).
In this guide, I’m giving you my best FSBO scripts, including how to:
- Start the conversation without triggering immediate rejection.
- Handle objections like “I don’t need an agent” without sounding pushy.
- Work with FSBOs as a buyer’s agent and still get paid.
- Turn FSBOs into listings (without begging for the business).
Why FSBO Sellers Resist Agents
(And How to Overcome It)
FSBO sellers don’t wake up one day and decide they hate real estate agents. Their decision to sell without an agent usually comes down to one thing: saving money. They believe they can handle the sale themselves and pocket the commission.
I once spoke with a FSBO seller who was confident he didn’t need an agent because he had sold a home on his own before. He had a yard sign, a Zillow listing, and was convinced he’d get a buyer. But when I asked how he planned to handle negotiations, paperwork, inspections, and financing issues, he hesitated. That hesitation was my opening.
Most FSBOs fall into one of these categories:
- They don’t see the value in hiring an agent.
- They believe they already have interested buyers.
- They think selling a home is as simple as listing it online and waiting for offers.
The key to converting FSBOs isn’t proving them wrong—it’s guiding them to realize the challenges they haven’t considered. That’s where the right scripts come in.
Let’s break down exactly what to say to FSBO sellers at every stage of the conversation.
FSBO Scripts to Win Listings
The Initial Call – Breaking the Ice
The first conversation with a FSBO seller is the most important. Get it wrong, and they’ll shut you down before you get a chance to build any rapport. The key is to start the conversation in a way that doesn’t make them feel like they’re being sold.
Here’s a script I’ve used hundreds of times to open the conversation without triggering resistance:
Agent: Hi, is this [Seller’s Name]?
FSBO Seller: Yes, who’s this?
Agent: My name is [Your Name], I’m a local real estate agent, and I saw that you’re selling your home on your own. I’m not calling to pressure you, but I work with buyers in the area, and I was wondering if you’d be open to a quick conversation.
This script works because it doesn’t jump straight into, “Are you open to listing with an agent?” That’s the fastest way to get shut down. Instead, it positions you as someone who could potentially bring them a buyer—something they actually want.
FSBO Script #1: The Soft Introduction
This script is great if you want to ease into the conversation without sounding pushy.
Agent: Hi, is this [Seller’s Name]?
FSBO Seller: Yes, who’s this?
Agent: My name is [Your Name], I’m a local real estate agent, and I saw your home is for sale. I just wanted to reach out and see how things are going for you so far.
This works because it’s open-ended. You’re not asking if they want to list, and you’re not immediately trying to sell them on anything. Instead, you’re inviting them to share their experience, which helps build rapport.
FSBO Script #2: Positioning Yourself as a Resource
If you want to offer immediate value and differentiate yourself from other agents, try this approach:
Agent: Hi [Seller’s Name], I saw you’re selling your home on your own, and I wanted to reach out. I work with a lot of buyers in the area, and I also help FSBO sellers navigate things like contracts, negotiations, and legal paperwork—whether they list with an agent or not. I’d be happy to share some insights if you’re open to it.
This script works because it positions you as a helpful expert, not just another agent trying to get a listing. It also piques their curiosity. Most FSBO sellers don’t fully understand the complexities of contracts and negotiations, so this can get them thinking about what they might be missing.
FSBO Script #3: The Buyer Inquiry Angle
If you want to get your foot in the door, using a potential buyer as a conversation starter can be very effective.
Agent: Hi [Seller’s Name], I saw your home is for sale by owner, and I wanted to reach out because I work with several buyers in this area. Would you be open to working with a buyer’s agent if I had someone who was interested in your home?
Most FSBOs will say something like, “If you have a buyer, bring them,” which keeps the conversation going. From there, you can transition into questions about how they’re handling the process and where they might need help.
Handling “I Don’t Need an Agent”
At some point in the conversation, you’ll hear the classic, “I’m not working with agents.” That’s fine. Don’t argue. Instead, redirect the conversation with a question:
Agent: Totally understand. Out of curiosity, have you had a lot of interest so far?
This question does two things. First, it shifts the focus away from you being an agent and back onto their experience selling the home. Second, it opens the door for a follow-up question like:
Agent: That’s great! Have you had any serious offers yet?
If they say yes, ask about the details:
- “Are the buyers pre-approved?”
- “Have you run into any issues with inspections or financing?”
If they say no, they’ll likely start telling you their frustrations, which gives you the opportunity to provide value and position yourself as a resource. Here is the FSBO script that works in that case:
Agent: That makes sense—buyers can be unpredictable. I’ve helped FSBO sellers attract serious, qualified buyers before. Would you be open to a quick chat about what’s been working in the market right now?
This keeps the conversation flowing and helps them realize where they might need help.
I once spoke with a FSBO seller who was convinced he didn’t need an agent. But after I asked a few questions, he admitted he was struggling with lowball offers and no serious buyers. That was my opening to say, “I’d love to share some strategies that have helped my sellers get top dollar. Would you be open to a quick chat?”
Most FSBOs won’t list with you on the first call, but if you can keep the conversation going and provide value, you’ll be the first agent they call when they’re ready.
Objection: “I already have buyers lined up.”
Agent: That’s great! Have any of them made serious offers yet?
If they say no:
Agent: I’ve worked with a lot of FSBOs who had interest at first but struggled to get real, qualified offers. Are you open to some tips on how to get buyers to commit?
If they say yes:
Agent:That’s exciting. Have you worked through all the contract details, inspections, and financing yet? Those are usually the biggest sticking points.
Most FSBO sellers don’t realize how complicated the closing process can be, so this is a natural way to position yourself as a valuable resource.
Objection: “If you have a buyer, bring them.”
Agent: Absolutely! My priority is always to match buyers with the right home. Just so I can get a better idea, are you offering a commission for a buyer’s agent, or would you prefer to negotiate that directly with the buyer?
This gets them talking about commission without making it confrontational. If they push back on paying a commission, you can transition into a conversation about how working with an agent might actually help them net more overall.
The Follow-Up Strategy
Most FSBOs won’t list with you right away, which means follow-up is key.
A simple but effective follow-up script:
Agent: Hi [Seller’s Name], just wanted to check in and see how things are going. Have you had any more interest since we last spoke?
If they say yes:
Agent: That’s great! Any serious offers yet?
If they say no:
Agent: I totally get that. The market is shifting, and buyers are getting more selective. I’d love to share a quick market update with you—would you be open to a five-minute call?
Persistence is what wins FSBO listings. Most of them won’t sell on their own, and when they get frustrated, they’ll remember the agent who stayed in touch without being pushy.
FSBO Working With a Buyer’s Agent – Key Scripts (Updated for 2024 NAR Settlement)
With the recent NAR settlement, buyers are now responsible for paying their agent’s commission rather than sellers automatically covering it. This shift means FSBO sellers will be even less likely to offer a commission. As a buyer’s agent, it’s critical to communicate this change clearly while ensuring FSBO sellers understand the value of working with an agent.
Script #1: When Your Buyer Wants to See a FSBO
Before reaching out to the FSBO seller, discuss commission expectations with your buyer. Since they’re responsible for covering your fee, they need to decide how they want to handle it—whether by factoring it into the offer or paying it separately.
Once that’s settled, use this script when calling the FSBO:
Agent: Hi [Seller’s Name], my name is [Your Name], and I’m a local real estate agent. I see you’re selling your home, and I have a buyer who’s interested. Since my buyer is responsible for my commission, I wanted to check if you’d be open to cooperating with an agent to facilitate the transaction.
Most FSBO sellers will respond in one of three ways:
- “Yes, I’m fine with that.” (Great—schedule the showing.)
- “I don’t want to work with an agent at all.” (More on handling this below.)
- “As long as I don’t have to pay anything, that’s fine.”
Since the buyer is paying your fee, the biggest objection you’ll face from FSBO sellers is their reluctance to involve an agent. That’s where education becomes key.
Script #2: Handling “I Don’t Want to Work With an Agent”
Some FSBO sellers believe that working with an agent—even if they aren’t paying the commission—complicates the process. The key here is to position yourself as a facilitator, not a roadblock.
Agent: I totally understand—you want to keep things simple. My role is to ensure that my buyer understands the process, handles financing correctly, and that everything runs smoothly through closing. Would you be open to a quick chat to go over how we can make this a win-win for both sides?
This approach reassures them that your involvement is about making the deal easier, not adding unnecessary complexity.
Script #3: Helping Buyers Structure Their Offer to Cover Commission
Since buyers now cover their agent’s commission, you need to help them structure the offer accordingly.
Agent to Buyer: Since the NAR settlement, buyers now pay their agent’s commission directly. We have two ways to handle this:
1. You can cover my commission out-of-pocket at closing.
2. We can increase your offer price and request a seller credit to help offset the cost.
If the buyer prefers to roll the commission into the transaction, here’s how you can present it to the FSBO seller:
Agent to FSBO Seller: My buyer is very interested in your home, and we’d like to structure an offer that works for everyone. To make this work, we’d like to increase the offer price slightly and request a seller concession to help my buyer cover their closing costs. That way, they can afford both the home and their agent’s fee. Would you be open to discussing that?
This allows the FSBO seller to net the same amount while making it financially viable for the buyer to work with an agent.
Script #4: Turning a FSBO Buyer Inquiry Into a Listing Opportunity
Some FSBO sellers think they can handle the sale alone, but once they go through the process, they realize it’s more complicated than expected. When you sense hesitation or frustration, use this approach:
Agent: I’ve worked with a lot of FSBO sellers, and I know how much effort goes into marketing, showing the home, and handling negotiations. If you ever decide you’d like professional help—not just with my buyer, but with getting the best possible offer—I’d be happy to discuss your options. No pressure, just a conversation.
This keeps the door open for a future listing conversation without pushing too hard.
Turning FSBO Sellers Into Listings – The Conversion Close
Most FSBO sellers won’t list with an agent immediately. They start off confident, thinking they can sell on their own. But as time passes, many realize it’s harder than expected—buyers aren’t serious, negotiations are tough, and handling contracts is overwhelming.
The key to converting a FSBO into a listing isn’t to argue or convince them upfront. It’s to stay in touch, provide value, and be the agent they call when they’re ready.
Script #1: The “Keep in Touch” Approach
If a FSBO seller is firm about staying on their own, don’t push. Instead, set yourself up as a resource.
Agent: I totally respect that you want to sell on your own. A lot of FSBO sellers start out that way, and some are successful. Would it be okay if I checked in from time to time just to see how things are going? No pressure, just to stay in touch.
Most sellers will agree because it doesn’t feel like a sales pitch. Now, you’ve got an open door to follow up.
Script #2: The Market Update Check-In
A few weeks after your initial conversation, call or text with relevant market information. The goal is to provide value and subtly remind them that an agent can help.
Agent: Hey [Seller’s Name], I just wanted to check in and see how things are going with your home sale. I noticed that [similar homes in their area] just sold for [price]. Are you still getting interest, or has it slowed down a bit?
This script works because it introduces market data and prompts them to reflect on their results. If they’re struggling, this opens the door to a deeper conversation.
Script #3: The “Would You Be Open to a Backup Plan?” Close
After a few weeks, many FSBO sellers get frustrated with the process. That’s when you can present yourself as a backup plan.
Agent: I know you’re still working on selling your home on your own, and I respect that. If you ever decide you’d like a professional strategy to maximize your sale price, would you be open to discussing a backup plan?
If they say yes, you’ve got a listing opportunity. If they say no, keep them on your follow-up list.
Script #4: The Net Sheet Strategy
Many FSBO sellers think they’re saving money by not hiring an agent, but they don’t realize they could net more with the right marketing and negotiation strategy. Offering a net sheet comparison can be an eye-opener.
Agent: I completely understand wanting to keep as much of your profit as possible. Would you be open to a quick side-by-side comparison? I can show you what you might net selling on your own vs. selling with an agent. That way, you’ll know for sure you’re making the best financial decision.
This works well because it’s framed as helping them confirm their decision, not trying to talk them out of it.
The FSBO Conversion Timeline: Why Follow-Up Matters
Here’s the truth: Most FSBOs don’t sell on their own. According to NAR, nearly 90% of FSBO sellers eventually hire an agent. But they usually don’t do it overnight. It can take four to six weeks before they get frustrated enough to seek help.
That’s why consistent, value-driven follow-up is so important. If you’re the agent who has been checking in, providing market insights, and positioning yourself as a trusted resource, you’ll be the first person they call when they’re ready to list.
