FSBO Cold Calling Script
The exact FSBO cold calling script that converts 12% of conversations to appointments. Includes opener, objection handlers, voicemail script, and pro tips from agents who make 100+ dials daily.
1The Opener
Hi, is this {{owner_name}}?
Great! My name is {{your_name}} with {{your_company}}. I noticed your home on {{street_address}} is for sale by owner—I saw the sign when I was in the neighborhood.
I'm not calling to list your home or anything like that. I actually just had a quick question—do you have about 60 seconds?2Discovery & Pitch
Perfect. So I work with buyers in {{neighborhood}} all the time, and I'm curious—what's your asking price on the property?
[LISTEN - Write down the price]
Got it. And how did you arrive at that number?
[LISTEN - They'll mention Zillow, comps, or a guess]
That makes sense. The reason I ask is because I just sold a home on {{nearby_street}} for {{sold_price}}, and the market's been moving pretty fast lately.
Here's my question for you, {{owner_name}}: If I brought you a qualified buyer who was pre-approved and ready to close in the next 30-45 days... would you be opposed to paying me a small commission for bringing you the buyer?
[LISTEN - This is the key qualifying question]
Most FSBOs I talk to are happy to pay a buyer's agent commission if I'm bringing them a legitimate buyer. That way, you still save the listing side commission, which is the biggest piece.
I'd love to stop by, take a quick look at the property, and see if it might be a fit for any of my current buyers. I could also share some of the recent sales data so you can see exactly where the market is. No pressure, no obligation—just a quick 15-minute visit.
Would {{day}} at {{time}} work, or is {{alternate_day}} better for you?3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
I totally understand—that's exactly why you're selling it yourself. I respect that. I'm not asking to list your home. I'm just asking if you'd be open to paying a buyer's agent if I brought you a qualified buyer. You'd still save thousands in listing commissions. Does that make sense?
4Closing Options
Would {{day}} at {{time}} work, or is {{alternate_day}} better for you?
I'm in the area on {{day}}. Could I swing by at {{time}} for a quick 15-minute visit?
Let's do this—I'll come by {{day}} at {{time}}, take a quick look, and if it's not a fit for my buyers, I'll share some market data that might help you price it right. Sound fair?
I've got an opening on {{day}} at {{time}}. Let's block that off and I'll bring some comps from your neighborhood. What's the best number to confirm with you?
Voicemail Script
Hi {{owner_name}}, this is {{your_name}} with {{your_company}}.
I saw your home for sale on {{street_address}} and I have a few buyers looking in {{neighborhood}} right now.
I'm not calling to list your home—I'm wondering if you'd consider paying a buyer's agent commission if I brought you a qualified buyer.
Give me a call back at {{your_phone}}. Again, that's {{your_phone}}. Thanks!Variables to Customize
{{owner_name}}The homeowner's name from your list or sign{{your_name}}Your first name{{your_company}}Your brokerage name{{street_address}}The property address{{neighborhood}}The neighborhood or subdivision name{{nearby_street}}A nearby street where you've sold a home{{sold_price}}The price of your recent nearby sale{{day}}Your first appointment time suggestion{{time}}Specific time for appointment{{alternate_day}}Your backup appointment day{{your_phone}}Your callback phone numberPerfect For
- Real estate agents prospecting FSBO listings
- New agents building their pipeline
- Experienced agents looking for listing opportunities
- Teams with ISAs (Inside Sales Agents) making calls
- Agents in competitive markets where FSBOs are common
- Part-time agents who need efficient prospecting
Not Ideal For
- Agents who don't work with buyers (listing-only)
- Markets where FSBOs are extremely rare
- Agents unwilling to do in-person appointments
- Those expecting immediate listings (this is a long game)
- Agents without recent sold data to reference
Pro Tips
Call within 48 hours of a new FSBO sign going up—you want to be the first agent they talk to
Drive the neighborhood before calling so you can reference specific streets and landmarks
Don't lead with 'I want to list your home'—position yourself as a buyer's agent first
Always ask for the appointment, even if they're resistant. The in-person meeting is where conversions happen
Track your conversion rates: Dials → Conversations → Appointments → Listings. Most agents convert 10-15% of conversations to appointments
If they mention they've been on market more than 3 weeks with no offers, they're much more likely to list with you
Bring a CMA to the appointment even if they didn't ask—it positions you as the expert
Follow up every 2 weeks until the home sells or lists with someone else
Common Mistakes
Talking too much—let them talk, especially about their price and motivation
Bashing other FSBOs or their pricing decision—they'll get defensive
Asking for the listing on the first call—this is a relationship-building call
Not having recent sold data ready when they ask about the market
Giving up after the first objection—most appointments happen after 2-3 objections
Leaving weak voicemails or not leaving any at all
Not following up—FSBOs who don't sell often list within 30-60 days
Practice Exercises
Role-play the script with a partner until the opener feels natural (not scripted)
Practice the 'cooperative commission' pitch until you can explain it in 15 seconds
Drill each objection response until you can handle them without hesitation
Record yourself and listen back—eliminate filler words like 'um' and 'uh'
Time your calls—the opener should take 15-20 seconds, not 60
Tone & Delivery
Confident but not pushy. You're a professional offering a solution, not begging for business. Speak at a measured pace—rushing signals nervousness. Smile when you talk—it comes through in your voice. When they object, pause for 1-2 seconds before responding. It shows you're listening, not just waiting to talk.
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