FSBO Prospecting PlanFSBOs that you already have, but eventually you’ll need a
list of at least 200 to 300 FSBOs to effectively make the
numbers work to your advantage. Over time, your list
should grow to the point where you can call FSBOs five
days a week and not run out of FSBOs to call. If you’re
struggling on ways to find FSBOs, first you’ll have to think
like a FSBO.
Newspaper Classified Ads
One of the first advertising media FSBOs turn to is the
newspaper classifieds. This will probably be your main
source of FSBO leads. In many cities there are several
newspapers with classified sections. Try to get your hands
on as many as you can. Keep this in mind, the best FSBO
leads are the ones that not many other agents know
about.
How to Spot a FSBO
Sometimes it’s difficult to spot which newspaper ads
are FSBOs and which are listed with an agent in the clas-
sified section. It seems that all of the ads run together and
are hard to distinguish from one another. So here’s a tip.
In most states, by law, if a property is listed through a li-
censed real estate agent, the advertisement must indicate
just that. For most ads you should be able to tell whether
they are listed or not. Sometimes the only thing that dis-
tinguishes the listed ads from the FSBOs is a small code,
usually on the bottom of the ad, which the office uses to
reference which property that ad belongs to. And almost
always, a real estate office will not list the address of the