← Octavius Notes

7 FSBO Objections and How A Top Producer Actually Answers Them

Not the canned scripts from the $297 course. These are the exact words I've used to turn FSBOs into listings while closing $7.7M in the last 90 days.

1. "I don't want to pay a commission."

The wrong answer: defending commissions. The right answer: reframe to net dollars.

"Totally hear you. Most FSBOs I talk to end up netting less, not more, once the buyer's agent commission, the price negotiation, and the time on market all add up. I'd rather you sell for the most money in the shortest time. If I can show you net numbers higher than what you'd get alone, we should talk. If not, I'll walk away and you sell it yourself."

2. "I already have a buyer."

"That's great. Is the buyer already pre-approved, do they have proof of funds, and is the appraisal contingency removed? If yes, you need a transaction coordinator more than an agent. If no, you don't have a buyer, you have a maybe. I can help you close the yes or the no fast either way."

3. "I want to try it myself first."

"Smart. I'd do the same. My only ask: give me 15 minutes to show you the 3 things that kill FSBO deals, so you can avoid them. If you still want to try it alone after, I'll genuinely cheer you on. Fair?"

4. "All agents do the same thing."

"You're right that 87% of agents do the same thing. I'm in the 13% that doesn't. Here's what I do differently: [proprietary comp methodology, buyer database, AI follow-up system]. If I can't show you something materially different in 10 minutes, I don't deserve the listing."

5. "Zillow said it's worth $X."

"Zillow's algorithm is trained on national data. It doesn't know your block. I sold [nearby comp] for [real price] last month. Want me to pull a real CMA using active, pending, and closed comps from the last 90 days? I'll send it over tonight, no commitment."

6. "I want full price, no negotiation."

"You can get that. You just need to price it right on day one. 68% of homes that sell for list price sell in the first 10 days. After 10 days, every day costs you about 1%. I can show you the number that gets full price in week one, or close to it."

7. "Call me in a month if it doesn't sell."

"Will do. Two questions before I go: (1) What's your hard deadline to be in your next home? (2) If it's not sold in 30 days, what's your plan? I'll check in at day 21 with a net sheet showing you where you'd be if we'd listed on day one. No pressure, just data."