Real Estate Agents: How to Get Listings by Working FSBO’s


Real Estate Agents: How to Get Listings by Working FSBO’s

Starting out “brand new” at anything in life is never easy and becoming a Real Estate Agent is no different. You likely have gone to school, or acquired a certification through training, and now you are expected to jump right in and start selling homes, right? Well, not only can this be frightening for first time agents, without the assistance of a more experienced broker, it may even seem down right impossible. After all, the competition is stiff, and only the strong survive.

The fact is, that as a “rookie agent” you are going to have to hustle to get clients. Why even the old school professionals will tell you that the hustling will likely never end. There is a myriad of options to choose from concerning the development of your skill set in order to gain the necessary experience needed to be successful in the housing arena.

In this article, we will introduce you to FSBO’s (For Sale By Owner) as one potential corner of the market where you just may be able to get your foot in the door of your first sale!

What are FSBO’s you say? Some people choose to sell their homes without the services of a professional agent. It is up to you to convince them that the value of your experience far outweighs the costs of allowing you to sell their home. But how do you convince them to let you list their home?

Well here is what you DON’T DO: Cold-call homeowners and ask them to let you list their home.

Instead develop a long-term relationship which will potentially lead to an “Ah Ha!” moment, whereby the seller comes to the realization that you are more qualified than themselves to get their home sold quickly. But, how do you go about developing this relationship?

The first step is to comb through the FSBO listings ( and search out current Open Houses in your target area. Once you have compiled a list of prospects it’s time to start making those calls. You didn’t think that you could pull this off without a little cold calling did you? Remember, you are not trying to get a listing from this initial call. Look at this first call as you just trying to start a friendship, and make a new friend.

Introduce yourself, and let them know that you simply like to stay on top of your game and noticed that they had a listing, and you would like to come preview the home. DO NOT share with them that you already know about their upcoming Open House. Let them tell you. Trust me, they will. They are hoping for as many people as possible, so you will certainly be invited. Make sure that you set the appointment as close to the end of the viewing as possible. That way the owner will be less distracted by potential buyers and be more focused on your message.

Once you arrive, take a look around the home and see if there are any brochures, disclosure or sign-in forms etc. that are common in houses being handle by professional agents. If you see none of these then offer to provide them to the prospect at no charge, and discuss their importance. After all, you do have stacks of these types of seller tools in your trunk, right? The homeowner is now beginning to see that there may be some things they might need help with to get their house sold.

Continue stopping by every week with something new to offer. This can be anything from more brochures and useful forms to a marketing analysis of the owners’ neighborhood. Believe it, or not, by taking these actions you are simply selling yourself without overtly demanding the listing through other means. After several visits, the owner will more than likely “see the light” and realize that your value is worth the expense (especially when their home is sitting stale from lukewarm marketing efforts). At that point, they will ask you if you would be interested in listing their home for them. The real point being made here is to not give up after the first try. It is proven that the majority of sales occur after several attempts (three, four, and even five).

Remember that this is only a crude outline of only one method you can use to convince FSBO’s to list with you. After all, is said and done, you are the product you are selling. Break out those old books on salesmanship and combine those ideas into this one and develop this into a winning strategy to strengthen your own brand, and reap the rewards of turning potential clients into paying friends. Finally, when in doubt always remember:




To learn how to take your real estate business to the next level check out:

100% Commission Brokerage and Death of the Big Box Realty

How to Choose a Real Estate Agent




Money!  is the number one factor consumers consider before choosing a real estate agent to purchase, or sell a home. “How much will it cost? How much will it save me? How much more will I make?” These are just a few of the questions that go through the minds of homebuyers and sellers everywhere when deciding how to buy/sell a home in today’s improving economy.

After all, why are they hiring you in the first place? They are making a trade-off between you getting them MORE money then them advertising it on their own on the web, flyer, etc.

There is little doubt that unless a home buyer or seller has extensive experience in the real estate game, they will most definitely benefit greatly by hiring a reputable agent, rather than traversing the choppy waters of today’s recovering housing market alone. Why? An experienced agent can know how to maneuver and has an in-depth knowledge of the market. It is their primary duty to be on top of new changes in real estate laws, recent and historic market data, and to provide you with market comparisons for similar homes on the market. This knowledge, in the hands of a qualified agent, ensures that the home buyer or seller will get the most savings and the most profit.

This all translates in GETTING THE MOST MONEY for the customer.

So, what if you don’t have experience? Then your company needs to have it. You sell the company! If your working with a seller, show them how they can maximize exposure and get them the most money for their home. Alternatively, you can even offer them a discounted listing to help them save if their property has little to no equity.   This way there’s enough room for you to still list it and for them to sell it. If your working with a buyer, a great strategy is offering them a rebate.

So, if you make 3% as a cooperating agent on let’s say a $300,000 single family home, you will receive $9,000 gross commission income. What if you were to rebate 50% of that? How happy would that buyer be? How many more referrals would he or she send your way?

If you would like to receive a FREE rebate agreement check out  100 Percent Commission Brokerage as SHAH lay’s out step-by-step on how to make more money and add more value to your clients.

Real Estate is a tricky, and highly competitive business. You have to continue to fight for business. However, you don’t have to fight hard just smart.


Kirkus Review-Big Box Realty


A real estate broker uses his experience as a guide for others who are interested in starting a high-volume business.

In this book, Shah (REO Boom, 2011) draws on his own successful creation and sale of a real estate business to offer enthusiastic guidance to potential newcomers to the industry. The key difference between Shah’s brokerage and most other well-known, franchise real estate agencies is in its disposition of the agent’s commission on each sale: it allows an agent to keep the entire commission, instead of the 50 to 80 percent offered by a franchise brokerage. The book provides many examples to demonstrate how the author’s model works out to the agent’s advantage. Although the practice is known as “100% commission,” Shah’s model succeeds by collecting a flat fee from its agents on each transaction, so the percentage that the agent retains varies. The author also encourages brokerage owners to develop additional revenue streams by providing agents with sales leads for an additional fee, subletting office space, and offering title services in-house. Volume, in both sales and recruitment, is the key revenue driver for this business model. As a result, the book seems less concerned with quality than quantity, as it encourages brokers to sign agents with no experience and to outsource marketing and website management to “dirt-cheap labor from around the globe.” Readers outside the industry may cringe at the book’s defense of transaction fees (“It’s just another way to make money. It’s pretty much a junk fee, but it’s standard across the industry”), while veteran agents will observe that although the book endorses a new revenue model, it proposes no other changes to the practice of selling real estate. Shah’s enthusiasm is undeniable, though, and he’s clearly knowledgeable about the industry, which make the book’s calculations, recruiting scripts, and other pieces of advice useful tools for readers who want to build a similar business.

A concise, informative real estate business handbook.

Pub Date: Sept. 16th, 2015
ISBN: 978-1-943684-00-7
Page count: 102pp
Publisher: 99 Pages or Less Publishing LLC
Program: Kirkus Indie
Review Posted Online: Nov. 18th, 2015