The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

Special Telephone Techniques

you. This type of seller will need someone to handle the
listing because they are just too busy.

Discussing Fees, Discounts, and Incentives

Justify Your Brokerage Fee

According to NAR, 53 percent of sellers choose to sell
“by owner” because they don’t want to pay a brokerage
fee. By and large, the brokerage fee is going to be the most
common argument you’ll face when calling FSBOs.

Seven Tips for Justifying Your Brokerage Fee

1. Selling FSBO versus selling through a real estate
   agent costs the seller on average 32 percent at
   closing. If you do the math, based on a 5 percent
   brokerage fee the seller receives over 640 percent
   return on their investment in an agent. This is the
   single best factor you can acknowledge.


2. Eighty-seven percent of homes sold are through
   the MLS. Without the MLS, FSBOs will experi-
   ence significantly less market exposure.


3. Real estate agents have been through many trans-
   actions and have the know-how to deal with the
   paperwork and legal ramifications that come with
   selling a property, unlike sellers who may have ex-
   perienced only a handful of transactions over
   their lifetime.