Unlock the secrets to successfully prospecting For Sale By Owner (FSBO) listings! In this episode, David Thompson walks you through a proven, easy-to-follow system for connecting with FSBO sellers, building rapport, and turning preview appointments into listings. Learn the exact scripts, objection handlers, and follow-up strategies that top agents use to win more business from FSBOs.
Whether you're a new agent or a seasoned pro, this step-by-step guide will help you master the FSBO process and grow your real estate business.
00:00 - Introduction & Overview
00:21 - The Initial FSBO Call Script
00:36 - Establishing Agent Cooperation
01:05 - Setting Up the Preview Appointment
01:27 - Handling the "Pictures Are Online" Objection
01:41 - Building Rapport During the Preview
02:15 - The "Most People" NLP Technique
03:14 - The Six-Week Listing Window
04:09 - The Forward Commitment Close
06:33 - Weekly Follow-Up Calls
07:38 - The Math: Preview Appointments to Listings
08:19 - Calculating Your FSBO Success Rate
09:16 - Final Thoughts & Takeaways