They are usually friendly and willing to put their
trust in others. These personalities take compliments
well. These FSBOs will consider listing very soon.
Oftentimes these are first-time sellers.- Class B FSBOs are the intellectual, open-minded
types. They think that they will make money by sell-
ing it themselves, but they will listen to what you
have to say and consider it. They want bottom-line
information to make an educated decision on
whether to list with you or go a different route. - Class C sellers are the talkative ones. You can let
these sellers talk until they reveal their motivations.
They especially love talking about themselves and
their home. These sellers are going FSBO because
they “heard” it’s easy to do and that it saves them
from paying a commission. It is your job to convince
them otherwise. - Class Dsellers may have had a bad experience with
an agent in the past, may think they can do a better
job than an agent, or just don’t want to spend the
money. Many are rude at first, but they can be won
over. They usually have a lot of pride in self-accom-
plishment. These are tough sells but are still list-able.
DO NOT GIVE UP ON THESE!
Class B and C personalities are ones that you’ll en-
counter most. It is important that you do your best in de-
termining which personality class a FSBO falls into and
mark it in your FSBO Journal. Also, don’t give up on Class
D sellers. The reason for this is because every other real es-
The Real Estate Agent’s Guide to FSBOs