An Unusual Way to Reach FSBOs

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How do you reach out to a FSBO?

If you’re like many Realtors®, you’re going to call. After all, the early bird gets the worm, right? So if you call quickly, you might beat out other agents.


Each FSBO is inundated with calls. If you want to stand out, consider a different approach.

Define the Benefit to the Homeowner

There’s always going to be someone trying to convince homeowners to sell without an agent. You need to think about why that’s appealing.

Many homeowners are trying to save money. How can you address that? Perhaps by pointing out that you can earn them far more than they will “save”?

There are many, many benefits to having an agent sell a home. Write them down and make sure you’re aware of how to present each one.

Reach Out in a Unique Way – Through the Mail

What? Postal mail?

Won’t a FSBO be long gone by then?

Not likely! Postal mail – especially postcards – help you get your benefits in front of homeowners in a better way.

You’re not losing tons of time. A local postcard will arrive in two or three days. But, you will be able to reach the FSBO in a unique way. Instead of calling on the phone – and being hung up on – you can put your benefits in writing.

Point out how much less FSBOs sell for. Talk about how buyers lowball these homes. Give the benefits you bring to the table – in quick, easy-to-understand bullets.

You’ll be surprised how effective it is!

Follow Up With a Visit or Call

If you want to call, here’s your chance – AFTER you’ve sent your mail.

Instead of just starting a spiel, you’ll be able to start with “Hey, did you see the postcard I sent you?” This will give them something to think about, to remember. No one wants to be forgetful and no one wants to miss things. They’ll probably say yes, and continue the conversation.

If you’d rather, stop by and see if you can talk to them in person. It’s much easier to hang up on someone than to slam the door on them.

Most of all, continue to follow up. The person who’s most persistent often wins the deal. After a few weeks of headaches from looky-loos, hard-driving buyers, and marketing costs, they may be much more willing to consider you.

So try this simple process – list benefits, create a mailing, and follow up (more than once). That’s it!


What about you – do you use mail to approach FSBOs? Why or why not? Share in the comments!


This post originally shared on PrinterBees' Real Estate Marketing Magazine.


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Mary Ellen Holleran
Holleran Real Estate - Chapel Hill, NC

I like dropping off a a packet after I send a postcard/call. Providing information but not too much and showing I have value. Thanks for this post!

May 16, 2018 05:46 AM #1
James Grant
Asheville, NC

Hello, Nadine, I like to use postcards to get attention before I make a call. Thanks for sharing!

May 16, 2018 07:12 AM #2
Carol Sommer
Key Realty - Columbus, OH
Full service buying and seling agent.

Great information.  Well done!

May 16, 2018 06:37 PM #3
Ellen Caruso
Daniel Gale Sotheby's International Realty - Glen Head, NY

Postcards and handwritten notes are the best means to having FSBO’s relate to an agent that really wants to help and sell their house.

May 16, 2018 06:39 PM #4
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

I like the feel of this approach, mailing  FSBOs first.

You are right, they get a ton of calls right from the start.

We need to find a way to get our value before their eyes.


May 17, 2018 08:43 AM #5
Bruce Hicks
Best Homes Hawaii - Honolulu, HI
Your Lifetime Friend/Helper!

never tried FSBO's after my first year of experience. Nadine Larder   because there might be less than 30, when we have over 7500 agents on the island. I tried mailers, postcards, phone calls, none worked for me. 

May 17, 2018 09:36 AM #6
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

Thanks for reminding me about why I call fizbos as a Mortgage lender. Once I tell them who I am am, the defensive shield comes down and they normally get truthful with me. I don't have the energy to say how our conversations unfold but I think each Realtor should have Loan Officer carve out some time and make these calls...

May 17, 2018 09:46 AM #7
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Nadine Larder

Real Estate Marketing Expert/PrinterBees Founder
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