One of the most popular scripts out there for calling FSBOs is the Mike Ferry Script. He gives it away for free on his website. It is used in office training classes all over the country and is just used to death!!

I included it above for reference.

Here are 4 reasons I am not a fan and I do not think you should use this script to call FSBOs

  1. First thing in the script is it is set up as “I am doing a survey of FSBOs in your area”. I do not like this. We are in a business of building trust. I don’t think this is very trustworthy to claim as soon as they answer the phone.

    Plus this script is so widely used there is a good chance that you are the 5th? Maybe 10th agent this week calling to do a “survey of FSBOs” in the area.

    Just be upfront and honest…. “I am calling you because you have a house for sale and my job is to sell houses”.
  2. Question #4 “What methods are you using to market your home?” – We only have a few minutes on the phone. We already know their marketing is very limited. This has very little to do with anything. It is just an extra question that is not very relevant to having a first call with a FSBO. There are multiple questions like this.
  3. The script is 14 questions… All you are doing on the first call is making sure it is still for sale. Looking for motivation and seeing how motivated they are. Then attempting to set an appointment or setting yourself up to follow up with them.
  4. The close for an appointment is not very strong. It is a 3 question close. I just don’t feel like with sellers you will have the time to get through 11 questions before asking question 1 of 3 closing questions.

The whole script really should just be thrown away in 2024 or completely updated. This is a difficult script to get through with questions that are totally irrelevant to the actual sales call.