Spread the objections by asking basic questions. The key to making a FSBO list is constant and systematic follow-up of leads. Experienced seekers know that many FSBO marketers won't be ready for a real ad appointment until at least the fifth or sixth contact. This provides repeated opportunities to build the relationship by adding value.
Provide beneficial information each time, such as neighborhood data, a comparative market analysis, property profile information, or a pre-listing presentation. Call and let them know when other homes go up for sale, enter into contract and sell in your area. Treat each contact as an opportunity to prove yourself as an agent. Let's review some of the common objections often raised by the FSBO before an agreement is signed and discuss how to respond.