Going after FSBO leads can be a very lucrative prospecting technique. You already know they’re looking to make a move, it’s just up to you to overcome their objections to using a real estate professional and get that listing. At the very least, if you can’t convince them to list with you, you should be able to persuade them to use you as a buyer’s agent. Either way, you wind up with some kind of check to cash!

Here are a few common objections and rebuttals for FSBOs:

I HAVE SEVERAL OTHER REAL ESTATE AGENTS TO CALL.

There’s really no need to contact any other agents – I can show you every listing available by every agent out there – this’ll save you both time and aggravation.

Why on earth would you want to work with several agents when you only need one – me!

Well, it’s always great to have choices, but I’m here with you now, ready to do anything you need to make this process as easy and stress-free for you as possible. Please just give me the opportunity to do that for you!

I WILL NOT SIGN A BUYERS AGENCY AGREEMENT .

That’s no problem, and I wish you the best of luck in your endeavor. Please just keep in mind one thing: the reason I have people sign a Buyer Agency Agreement is simple – I only want to work with people that really want to work with me. My time is valuable and I give 110% to every single one of my clients, but in order to commit myself to them, I need them to commit to me. Don’t you want me putting that 110% to work for you? Well then sign here, because I won’t show you homes without that signature!

Well, before you make that final decision, let me tell you why I ask my buyers to sign one. Without an agreement, when I show you a listed home, I am, by law, a sub-agent for the seller of that home, which means I have to work in THEIR best interest and if there’s anything I know that may weaken their negotiating position and strengthen yours, I can’t tell you. However, if you sign a Buyers Agency Agreement with me, I’m legally obligated to you and can do everything in my power to work things in your favor. Besides, it really doesn’t cost you a dime – my payment comes from the commission of the agent who listed the home you buy.

If you find an agent out there willing to show you homes without a Buyer Agency Agreement, I have to tell you – that’s an agent who does not value their time. And trust me, when you’re working with someone who doesn’t value their own time, they’re definitely NOT going to value yours!

I’m sorry, but this is how myself and professional real estate agents operate and I’m not willing to work with someone who won’t commit to me. Remember, if at any point you are dissatisfied with the service I’m providing, I will rip the agreement up in front of you and we can go our separate ways. I don’t ever want anyone to feel obligated and trapped into working with me!

WHY DO I NEED A PRE-APPROVAL LETTER

It’s truly not fair to waste your time, my time and the time of the homeowners when looking at homes in a price range too high or too low for your need. The pre-approval letter isn’t obligatory, it just states that you have the means to buy a home when you find one you like – it also helps the sellers take you more seriously. It’s that simple!

The only reason you WOULDN’T want a mortgage pre-approval letter is if you’re paying cash (in which case I’d need proof of funds) or there is something you’re not telling me about your credit that would make it tough for you to get approved. If it’s the latter, just talk to me about it – I want to help you with EVERY aspect of the transaction, including mortgage approvals!