Disclaimer: BatchDialer is designed to support responsible outreach. However, customers should still take necessary steps to ensure their cold outreach complies with applicable laws and obtain any required permissions.
Key Takeaways:
- FSBO sellers are often stressed, legally exposed, and struggling to price their homes, making them highly receptive to a straightforward cash offer from an investor.
- Timing your outreach strategically dramatically improves your chances of reaching a motivated FSBO seller.
- With BatchDialer’s FSBO lead list add-on, you can find, filter, and call FSBO leads all in one place, making it easier to build a consistent pipeline of off-market deals.
FSBO properties represent a small slice of the housing market, but for investors who know how to find and approach them, they can be a goldmine.
In this article, we’ll cover what motivates FSBO leads to sell, where to find them, how to talk to them over the phone, and more. By the end, you’ll have everything you need to source motivated FSBO leads and convert them into closed deals.
Common FSBO Seller Pain Points
A for-sale-by-owner (FSBO) property is a home listed and sold directly by the owner, rather than through a real estate agent. According to a recent NAR study, FSBO transactions account for about 5% of home sales, and the most common motivations for homeowners to sell this way include selling to a friend or relative or avoiding paying an agent commission.
However, despite the potential savings of avoiding an intermediary, going the FSBO route has its challenges. In a survey conducted by Clever, more than half of FSBOs described the selling process as stressful, and 47% admitted it brought them to tears. Furthermore, 43% admitted to making legal mistakes, and nearly 30% struggled with pricing their home. Ultimately, 64% of FSBOs conceded they didn’t achieve their desired sales price.
In short, FSBO sellers tend to struggle with a stressful sales process, unexpected legal liabilities, and being forced to lower their asking price (often to the point that it wipes out any commission savings). As a real estate investor, you can use this information to your advantage by offering FSBO sellers a quick cash sale that requires little effort on their part.
Where to Find FSBO Leads
That said, the first step to working with FSBO leads is identifying them.
While you could filter the MLS or online marketplaces for FSBO listings, there’s an easier way. With BatchDialer’s FSBO lead add-on, you can quickly source FSBO leads in your market and add them to your dialing campaign.
Start by clicking the puzzle icon on the right side of the BatchDialer platform. Then click the toggle under Lead Lists to select your desired number of monthly leads. From there, you can search for properties in your market that are listed as FSBO. You can also narrow your FSBO leads by applying additional search filters across equity, ownership length, distress indicators, absentee ownership, and other property characteristics.
Once your FSBO lead list is finalized, you can assign it to a dialing campaign.
Note: You can also decide how to handle duplicate contacts in a campaign by choosing between Reject, Keep Old, and Keep New options.
Outreach Timing Strategies
To boost your chances of connecting with FSBO leads, follow these timing strategies:
Call Within the First Few Days of Listing
FSBO sellers are often emotionally invested in selling right after listing. Reaching them early can position you as proactive and give you an edge before other buyers call.
Follow Up on Listings That Have Gone Stale
Properties that have been sitting for many weeks without a sale are a prime opportunity, as sellers are likely frustrated and more open to a cash offer or an alternative solution.
Call When Leads are Most Likely to Be Available
Experiment with calling at different times of day and days of the week to see when you get the best response. For example, weekends and weekday evenings may be the best time to catch homeowners off work. Whatever you do, don’t call before 8 a.m. or after 9 p.m. local time (it’s illegal).
Re-engage Relisted FSBOs
If a listing was taken down and relisted (or briefly listed with an agent before going back to FSBO), that can signal that the seller is frustrated and highly motivated to sell.
Pro Tip: Use BatchDialer’s Rapid Fire or Predictive Dialing modes to call more leads per hour. For leads that require a more delicate approach, use BathDialer’s Preview mode.
Example Scripts
Here are some example scripts for cold calling FSBO leads:
Opening for New FSBO Listings
“Hi, is this [Name]? My name is [Your Name]. I came across your property at [Address] and saw it’s listed for sale by owner. I’m a local real estate investor, and I work with homeowners who want a fast, hassle-free sale. Is that something you’d be open to hearing more about?”
Opening for Stale FSBO Listings
“Hi [Name], this is [Your Name]. I noticed your home at [Address] has been on the market for a little while now. I know selling on your own can be a lot to manage. I work with homeowners in similar situations and help them close quickly without the headaches. Do you have a minute?”
Handling the “I’m Not Interested” Objection
“I completely understand. I don’t want to pressure you at all. Can I just ask, is there a particular outcome you’re hoping for with the sale? Sometimes I can help in ways sellers don’t expect, whether that’s a fast close, flexibility on the timeline, or just a backup offer if things don’t work out the way you’re hoping.”
Handling the “I Already Have Buyers Looking” Objection
“That’s great! Sounds like there’s some interest! Out of curiosity, do you have anything under contract yet? The reason I ask is that many sellers like having a confirmed cash offer in hand as a backup while they explore other options. It costs nothing to hear the number.”
Voicemail Script
“Hi [Name], this is [Your Name] calling about your property at [Address]. I’m a local investor, and I may be able to make you a cash offer and close on your timeline. Give me a call back at [Phone Number] when you get a chance. I’ll keep it brief. Talk soon.”
Pro Tip: Upload FSBO scripts directly into BatchDialer to follow along during calls. The platform even provides real-time call guidance, automatic post-call labels, and call summaries.
Cold Calling Mistakes to Avoid
To make the most of each cold call, avoid these common pitfalls:
Leading With Your Offer Too Soon
Jumping straight to numbers before you’ve built rapport or understood the seller’s situation is a fast way to get hung up. Ask questions first, listen, then position your offer as a solution.
Talking More Than You Listen
The best cold callers spend more time asking questions than pitching. FSBO sellers will often tell you exactly what they need (their timeline, frustrations, price expectations) if you listen.
Giving Up After One or Two Attempts
Most deals don’t close on the first call. Failing to follow up consistently is one of the most common ways investors leave money on the table with FSBO leads.
Ignoring Cold Calling Regulations
Cold calling is governed by rules like the Telephone Consumer Protection Act (TCPA) and the national Do-Not-Call Registry. Calling numbers on the DNC list or outside of permitted hours can expose you to serious legal liability.
Find and Contact Your Next FSBO Lead With BatchDialer Today
With BatchDialer, you can find and contact your next FSBO lead without ever leaving the platform. But you don’t have to take our word for it. Try the platform yourself.
Start your 7-day free trial now!
Frequently Asked Questions (FAQs)
What are FSBO leads?
FSBO leads are homeowners who’ve listed their property for sale without a real estate agent. For investors, they present valuable leads because they are often highly motivated to sell.
How do you find FSBO leads?
There are many ways to find FSBO leads, including searching online marketplaces, driving for dollars, and scanning local classifieds. However, the fastest way to build a list is with a dedicated FSBO lead-generation tool like BatchDialer, which lets you source and filter FSBO leads directly from the platform.
What should I say when cold calling FSBO leads?
Effective FSBO scripts lead with empathy and ask questions before making an offer. Start by acknowledging the seller’s situation, then ask about their timeline, goals, and any challenges they’ve faced. The example scripts in this article are a good starting point, and BatchDialer lets you upload scripts directly into the platform so you can reference them in real time during calls.
What is FSBO lead generation, and how does it work?
FSBO lead generation is the process of identifying and compiling a list of homeowners who are selling their properties without an agent. This can involve manual research across listing sites and classifieds, or using a platform like BatchDialer that automates the process and lets you filter leads by equity, distress indicators, ownership length, and other criteria before adding them to a dialing campaign.
