How to Address FSBO Concerns About Agent Fees and Commissions
Scripts + a simple value framework to handle “we’re not paying commission” without getting defensive — and keep the conversation moving.
The FSBO Opening Script That Doesn’t Sound Like a Telemarketer
A clean opener that earns permission, lowers defenses, and keeps the conversation going — plus 3 variations for different seller moods.
FSBO Town
January 25, 2026
6 min read
If your opener triggers their defenses, the rest of your skills won’t matter.
This opener is built around permission and clarity — not pressure.
The opener
“Hi {{first_name}}, this is {{your_name}}.
I saw you’re selling the home at {{address}} — do you have 20 seconds for a quick question?”
Then ask:
“What’s your plan if it doesn’t sell in the next few weeks?”
Why this works
Permission lowers defenses. A “plan B” question creates curiosity without pitching.
Why it works
- It’s short. You don’t “pitch” before you earn attention.
- It’s respectful. You ask permission instead of taking time.
- It’s strategic. You introduce a plan B without saying “list with me.”
3 variations (use based on seller mood)
1) The skeptical seller
“Totally fair — you’re going to get a lot of calls.
I’m not calling to convince you to list today. I just have one question if that’s okay…”
2) The busy seller
“I’ll be quick — are you open to a buyer-agent bringing a qualified buyer if the terms work for you?”
3) The confident ‘we got this’ seller
“Love it. If you’re handling it yourself, what would you say is the one thing that would make you consider a plan B later?”
Next step: don’t wing the follow-up
The opener earns you the next conversation. The follow-up cadence wins the listing.
Pro tip
When they answer, don’t “educate.” Ask 1–2 questions, then earn the follow-up with a simple value drop.
Recommended follow-up: Pair this opener with a short, repeatable 10-day cadence.
