Harnessing Hidden Opportunities: Why FSBO Listings Are Your Goldmine

By Jacqueline Smith

Jacqueline Smith started in real estate in 2015 and sold 52 homes her first year in the business as a solo agent. After considering growing her own team, and exploring different team models, she decided to partner with Place in 2017. The partnership allowed her to fast track her growth, and provide better systems and models to her agent partners. Her and her team in Vancouver Washington now close over $165M in annual sales volume, while keeping the quality of the agent and client experience at the forefront.

Are you looking to boost your listing count and solidify your presence in the real estate market? Today, I’m sharing a powerful strategy that’s often overlooked but can yield incredible results - tapping into the world of For Sale By Owner (FSBO) listings. Let’s dive into how this approach can be a game-changer for your business.

Picture this: These sellers have already declared themselves as “right now” sellers. They’ve placed signs in their yards, running ads, and actively seeking buyers. It’s a goldmine of opportunity for agents aiming to increase their listings portfolio. If you’re looking for immediate listings, FSBO sellers are your prime target.

However, there’s a catch. Many of these sellers believe they can save more money by not involving an agent. This is where your expertise and knowledge come into play. Educating them about the real value you bring to the table can be the turning point.

Allow me to share a story from my experience. I met with an FSBO seller who was an attorney, confident in her knowledge of contracts. She initially felt she didn’t need an agent. We made a deal - if she got an offer, I would evaluate it and honestly assess if I could beat it or if she should accept it.

The day came, and she received an offer for $515K. I knew this property’s potential was higher. With a short listing period, multiple offers rolled in, and we accepted an offer for $555K - a $40,000 difference. The satisfaction on her face, the referrals that followed, and the successful transaction made it evident that FSBO listings can be immensely rewarding.

Ready to dive into the world of FSBO listings? Here’s how to get started:

Initiate Conversations: Reach out to FSBO sellers. Make calls, stop by, and introduce yourself. Remember, persistence and consistency are key.

It’s a Numbers Game: Not every FSBO seller will list with you. Some have fixed ideas or personal connections. However, as you connect with more, you’ll find those who value your expertise.

Showcase the Math: Many FSBO sellers believe your commission is a cost, not an investment. Show them how your knowledge, network, and negotiation skills can fetch them higher offers, effectively outweighing the commission.

Share Success Stories: Share stories like the one mentioned above. Real-world examples often resonate better than theories.

The not-so-secret secret to more listings lies in the world of FSBO listings. These eager sellers are your gateway to expanding your listings and showcasing your value. Remember, it’s not just about transactions; it’s about building relationships, demonstrating your expertise, and ultimately helping your clients achieve their goals. So, go ahead, reach out, educate, and make a difference in the lives of FSBO sellers.

If you want more tips on how to approach FSBO sellers, or need help growing your real estate business, call or email me. I’m always happy to help.