Episode 06 - FSBO Objections over Paying a Commission

The most common reason why a homeowner chooses to For Sale By Owner is they don’t want to pay the real estate agent commission. They believe not paying commission saves them money.

With the right preparation and practice, real estate professionals can overcome FSBO objections to paying a commission and win their listing.

In this podcast, Brian Icenhower offers an example script real estate agents can use for speaking with For Sale By Owner homeowners. This particular script targets the FSBO belief that they will save money by not listing with a real estate agent. As you’ll hear, the goal of the FSBO script is to acknowledge their objections and land a listing appointment.

Brian goes onto explain why it’s important to not explain a real estate agent’s value over the phone. Instead, it’s best to tackle FSBO objections overpaying commission during the face-to-face consultation. With a little magic, real estate agents will convince homeowners that they will fully earn their home’s value and be worth the commission.

To see the transcript of for this FSBO script for telephone prospecting, visit the blog.

Watch the video here: https://www.youtube.com/watch?v=cmwjV85zmiU&t=1s 

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

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About us: Brian Icenhower is the Founder & President of Icenhower Coaching & Consulting (ICC), which offers structured real estate coaching programs designed to fit the specific needs of real estate agents and brokers seeking to increase their business income while maintaining a balanced lives. Icenhower Coaching & Consulting powers TheRealEstateTrainer.com, the world’s leading production training website for real estate agents, which offers free real estate training materials. Icenhower Coaching and Consulting has turned the techniques Brian uses to coach many of North America's top producing agents and teams into a number of books, online courses, and premium digital products. Visit https://www.therealestatetrainer.com/ to learn more.