For sale by owner owners hang up
Real Estate Agents. Do you know why most for sale by owners hang up on you when you call?
Because you say and do the exact same thing as every other agent.
You tell them they’re making a mistake.
You make them feel stupid for trying to sell on their own.
You tell them you may have a buyer, when you don’t actually have a buyer.
They’ve heard all of that before. So they save their time and simply hang up.
Instead, stop trying to convince them of anything.
Ask questions.
Come from curiosity.
Ask them what their future holds when the home sells.
Ask how quickly they need the home sold.
Ask how much activity they’ve had so far.
Your job is to gather information.
Because once you understand their situation, you can provide solutions to their challenges and their problems.
And that’s what gives you the opening to say,
“It sounds like it might make sense for me to stop by and take a look, so we can talk through some options face to face.”
That’s how you get the appointment.
In my experience working alongside real estate agents, I’ve noticed that the key to successful communication with For Sale By Owner (FSBO) sellers lies in genuine curiosity and empathy. Instead of jumping in with sales tactics or assumptions, approaching these homeowners with thoughtful, open-ended questions helps break down barriers. For example, asking a FSBO seller about their timeline or what their ideal outcome looks like encourages them to share more, making them feel heard rather than judged. Many FSBOs are wary of agents because they’ve felt dismissed or pressured in previous calls, so demonstrating patience can transform the interaction. It’s also helpful to recognize that FSBO sellers have often invested a lot of effort and emotions into selling their home themselves, so respecting their journey and offering to explore solutions collaboratively opens doors. When I’ve suggested agents frame their conversations around understanding the seller's challenges rather than pushing listings or buyers, I’ve seen more positive engagement and appointments booked. This approach aligns perfectly with the article’s advice to stop persuading and instead focus on gathering information. By doing so, agents position themselves as problem solvers rather than adversaries, which is much more appealing to FSBO owners. Moreover, following up with personalized insights after the initial call, such as market updates or tailored suggestions, further builds trust and authority. Ultimately, turning FSBO calls into conversations about the seller’s future plans and concerns creates opportunities to add value and form meaningful connections that lead to successful partnerships.
