FSBO Script.

Intro
Hey It's Andrew Dellacca here, how’s it going? I apologize I was looking for the owner of 123 Main St. is that
you or is that somebody else? That is you? Oh perfect! Well… I saw you had it listed for sale by owner, full
transparency with you by the way, I am a real estate broker on the Hellickson Team at Skyline Properties,
how has the for sale by owner been going for you?

Intro 2
Hello… Hey, this is Andrew with Skyline Properties I was giving you a call about the home for sale. Is this
the owner?
Let me tell you why I was giving you a quick call I saw that you had a home for sale and I work with a lot of
buyers and sellers in your area. I was wondering about the home and how long it’s been on the market for.
Flow

How Long
Mirror. How long have you guys been on the market?

Where to next
Mirror. When you guys do end up selling where do you plan on moving to next?
“Location”…Oh thats interesting what takes you down to “Location”

What time frame

Mirror. What’s the timeframe for you guys to get down to “location” 1111 If they say asap, mirror and move
on, If they say “no timeline,” mirror, so if it takes 3, 4, 5 months then you guys would be comfortable with
that? Move one

Time to market yourself.

Mirror. And how long were you wanting to market the home yourself before chatting with some of the better
agents in the area to see what we can do for you as opposed to what you’re doing.

What Methods
Mirror. In terms of getting the home sold what methods are you using to market the property?

How many showings / offers.

Mirror. What has been your success with that how many showings have you had in the time that you’ve
been on the market? Mirror. Of those showings how many offers have you guys received?

Closes
Net Close…Mirror. I know where your properties located. I know that homes in that area generally don’t last
long. I’m surprised to hear you say that you had it on for that long with no results. I’m curious if I was able to
get that home on the market, get it marketed correctly And get you what you want, and maybe even a little
bit more in your pocket, and take care of all of the commissions and stuff getting you what you want to net in
the long run. would you be open to hearing about that plan, and see if it would work for you? Fantastic, does
5pm or 7pm work better for you?

Option 2 close… Mirror. If there was something more effective, then just advertising it and doing open
houses to get your home sold, would you be opposed to hearing about that plan?? I can come by at 5pm or
7pm which works better for you?
 Objection Handlers FSBO.
Do you have a buyer?
Potentially, of course, I don’t want to guarantee anything for you. I do work with a bunch of cash offer folks
and they’re always looking to buy some new properties.

I don’t know, I haven’t seen the place and that’s actually why I was calling, because with the inventory that
we’re carrying we’re getting between 3 to 4 new buyers a day so, even if I didn’t have one today, we could
possibly have one in the future

I don’t know. That’s why I’m calling. If I did, I’d be happy to try and show it and sell it …… Are you offering
commission to those that do have buyers?
Mirror

What is your commission

you know I don’t have a set commission I feel like that’s price-fixing
So what we do is have a commission menu and based on what work needs to be done is how much we will
be compensated.

Commission in the state of Washington is actually 100% negotiable. So I actually bring you a menu so I get
paid based off of what you want me to do.

Where are you Located

I always tell people that my office is actually located in my car, my team and I handle real estate all over
Washington state.

If I was going to list I already have an agent.

When you’re looking for a home, you would want to look at multiple properties right and find the best one
that fits your needs the most correct.
You wanna do the same with real estate agents as well. And of those agents how many of them have more
than 20 pending transactions right now?

I don't want to pay a commission.

right and I totally understand what you’re saying. I probably wouldn’t want to either, but let me ask you what
matters more to you: how much I make or how much you net?

FSBO homes sold for an average of 5.5–26% less than comparable homes listed on the MLS. source
Collateral Analytics, National Association of Realtors, Clever Real Estate
Yeah, I definitely understand what you’re saying. I probably wouldn’t want to either. Well… did you know the
owner of for sale by owner.com? Actually listed his home, for sale by owner, and after it didn’t sell for a
whole month he listed it with a broker and sold for $150,000 more than it was listed on for sale byowner.com
so what really matters more to you how much I make or how much you net?

I’ve done it before, so I know I can do it.

Mirror. What methods are you using in order to market the property?
If I hear what you're saying correctly you’re not in a rush and you’ve done it before and you think you can get
it done again.

Well, I think that’s good because unfortunately a lot of people are in the position where they have to sell as
fast as possible and you compete against these people because they can’t afford their payments anymore.

If you were to list it with an agent, what would you expect somebody like myself to do in order to get the
home sold?

It would be to actually get the home sold

And here’s a thought for you that might be helpful in the market today. It’s a little bit different than when you
sold your last home.
The market we’re in today there’s not a lot of buyers out there. There’s a few more homes to choose from
and when you were in the market last time it pretty much didn’t matter what you did to sell because there
weren't enough homes to choose from. I’m just curious, what do you think you’re gonna do differently to
attract buyers to compensate for that?

What would you do differently

I would want to do two things number one make sure that all the buyers that are out there are aware the
home is for Sale, and #2 sell it as fast as possible because the market is going to soften a little bit
throughout the next few months
most sellers ask me at that point. If that’s the case, I would love to come over and take a look at the
property… See it, smell it, and get an accurate idea of what the home is worth. Number two find the
right price that’s going to cause the home to sell and number three what would I do differently than
what you were doing because if I’m not doing anything different, I wouldn’t expect you to change at
all. I would expect you to do the same thing you’re doing so you could save the commission, now
does a 5 PM or 7 PM work better for you?

We have some people looking at the property and they seem pretty interested!
That’s good and you should have a lot of people looking at the property because most are for sale by
owners that are successful Are Successful in the first two weeks may I explain?
A lot of people don’t know what you have and that’s the honest truth so a lot of people are going to come
take a look at it because it’s new and it’s fresh…. and if there was something more effective, then just
advertising and doing open houses, would you be opposed to hearing about that plan?

I’m just going to wait..

Are you aware of what’s going on in the market right now?

In terms of the market Home prices in Washington are down 8.7% year-over-yearl. At the same time, the
number of homes sold fell 38.4% and the number of homes active on the market fell 12.9%.

With that being said The longer you wait the more equity you are going to lose…

I find that most for sale by owners kind of get lost in the shuffle. And I’m just curious what do you think you’re
going to do differently this time to attract buyers to compensate for that.
 Expired script

Intro
Hi this is Andrew from Skyline Properties I’m looking for “owner name” hey “owner name” I was looking on
the MLS last night and I saw you had a home for sale and it sort of popped up off the market as an expired
listing. Did you sell that or is that still for sale?
Intro 2
Hey “lead name” it’s Andrew Dellacca here, how’s it going?
I am on the Hellickson Team at Skyline Properties does our team ring a bell?
I was looking on the MLS the other day and I saw you had a home for sale, and it sort of popped up off the
market as unsold and I was calling to see if you were still interested in selling your home.
Flow
How many Days on Market?
Hey “owner name” let me ask you because I know the neighborhood you’re in and I saw the home was on
the market for about 100 days. Does that sound about right?

Offers?
In the time you were on the market, did you get any offers at all?

Where to Next?
If the home sold for you, where were you planning to move next? Oh, that’s exciting! What takes you down
there?

What Time frame?

What’s the timeframe to get you back down there? Besides 100 days ago.
So even if it takes 3,4,5,6 months your flexible there.

How did you Choose agent.

I’m just curious. I seen the price of the home and how long it’s been on the market and all the rest of it. How
did you pick the last agent you listed with?

Close
If there was a different approach that could give you different results would you be opposed to meeting in
hearing about that plan?

Evidence of success close… Mirror. well… our team actually specializes in second chance homes and we
have actually built a niche around selling homes that for whatever reason other agents could not sell and
we've been successful at selling these homes that were previously on the market for 6 months, 12 months,
even 24 months. So I'd like to get together with you, sooner than later, so I can show you what we are doing
differently and how we are able to get the most for your home. Would 5pm or 7pm work best for you?
 Objection Handlers Expireds

We are just going to hold off.

Acknowledge and Continue flow

Where was everybody when I was on the market.

I totally understand what you’re saying and that’s definitely an honest question. We’re actually not allowed to
call you while the house is on the market, even if we see something that’s not right, we are not allowed to
step on that brokers toes. As soon as I seen the property come off the market, I saw my opportunity and I
wanted to give you a quick call to find out what your plans are to get this home sold let me ask you if there
was a different approach that could give you different results, how soon would you want to relist the home?

How many million dollar homes have you sold?

That’s a good question. I'm sure you’re asking that because you want someone that number one sells these
kinds of homes, maybe lives in a home like this, and really appreciates the kind of home this is, and can
maybe sell it to somebody else.
When we get together and meet, I’ll make sure to go through the home with a fine tooth comb, tell you
everything that I would appreciate in a home like this, if there’s anything missing, you can fill in what you
think is worth putting in the listing, and when we put it on the market, will make sure a buyer sees all the
value in this property. Sound fair enough?

We are going to give it a shot on our own.

Mirror. If that’s all it took just to get a home on the market stick it on the Internet and just go from there that’s
what a lot of the other agents are doing, What kind of results do you think most agents are getting with that
approach

Right and I guess what I’m saying is I appreciate that you want to do whatever it takes to get this property
sold but quite honestly that’s probably gonna be the least effective one can I explain?

The only buyers that are out there right now are those who are working with agents, these are the ones that
just sold their homes and have already been set up with a real estate broker. and in this marketplace for sale
by owners really get lost in the shuffle. That would probably be the last approach I suggest In getting your
home sold.

I just gave you a call because I know the kind of home you have and frankly we sell a lot of them and I think
we could help you. So what I would like to do is come down there and meet with you to see if what I’m doing
works for you. Would 5 PM or 7 PM work better for you?

I’ll give you a call back in a few weeks

And I can certainly do that, but what you want is to make as much as possible am I right or am I wrong
Well, you guys wanna get your home sold and our team and I have listed and sold more than 100 homes in
the past year and currently have more than 15 pending transactions, why don’t I come by a little bit later see
the home smell it and let you know what our team and I are going to do differently to get this home sold

I don’t want any BS

Our reputation is not for BS. In fact it’s for getting home sold why don’t I come by tomorrow at five you guys
are gonna be able to feel me out whether I’m BS or not if you feel I’m not one and you think my plan is
gonna work better than what happened last time, then we can take it from there.

We are just going to rent it out.

No, I totally understand where you’re coming from now. Let me ask you is that some thing that you wanted
to do or would you rather just sell it and wash your hands of it here and move

If you decided to come back on the market, would you go back on with your last agent who didn’t get the job
done or would you be looking for a second opinion someone who could give you a different approach and
more importantly different results?

You had a previous agent let me ask you do you think he tried as hard as he could to get the home sold? Do
you think he tried to bring everybody he had every buyer he had available? And said hey guys get in here
and take a look at this property? I’m sure you probably think he had every agent in his office saying if you
guys get any buyer. in this price range show this house first.

And I’m sure he did and let’s face it. He probably wanted to get your soul home sold and get that
commission so if you go back to the same agent who has the same tools, same buyers and same agents
around him, you most likely get the same results and just going by a different agent like myself, or any other
agent your going to expose your home to a new pool of buyers, new pool of age with buyers, and otherwise
get a home sold and if you go with an agent like me, who can actually get a home sold, you’re going to get it
sold quicker in this market and you know what that means for you? More money.
So what I would like to do is come by and see the place today at 5 PM so I can get an idea of what you’re
working with just to give you a second opinion and so you can see for yourself if wet I’m doing is different
than what you’re doing so it is 5 PM or 7 PM for you