FSBO Scripts to guide overwhelmed inherited property sellers

Introduction

Navigating the sale of an inherited property can be an emotionally taxing and logistically challenging journey. This script is designed to help real estate and mortgage professionals confidently approach For Sale By Owner (FSBO) inherited property sellers, offering genuine value and compassionate guidance from the very first interaction. Our goal is to position you as a trusted advisor, not just another salesperson.

Opening Lines

"Hi, this is [Your Name] with [Your Company]. I'm calling about the property at [Property Address]. I saw it's listed as For Sale By Owner, and I understand it's likely an inherited property. [PAUSE] My experience tells me that dealing with an inherited home can be quite overwhelming – there are often a lot of moving parts and emotional complexities involved. My call isn't to pressure you, but simply to see if I could offer any clarity or resources that might simplify things for you. Do you happen to have a quick minute?" [LISTEN]

Main Script Body

"Great, thanks for taking my call. Many people I speak with who've inherited a property find themselves juggling everything from property clean-outs, repairs, and maintenance, to understanding potential capital gains taxes or even navigating probate. What's been the biggest challenge for you personally in getting the property ready for sale or managing the process so far?" [LISTEN]

"I hear you. That's a very common hurdle. Often, the initial thought for an inherited property is to sell it 'as is' to avoid more costs. But sometimes, even small, strategic updates or understanding the financing options for those updates can dramatically increase the sale price, putting more money in your pocket. [PAUSE] Or, on the flip side, we can connect you with investors who specialize in true 'as is' purchases, ensuring a quick, no-hassle close if that's your priority."

"My role is to help you understand all your options, not just one. Have you had a chance to consider what a comprehensive market analysis might look like for your specific property, taking into account its current condition versus its potential with a few smart moves? [PAUSE] We also help with understanding the implications of an inherited property sale from a financing perspective – sometimes there are options to help with immediate needs or even bridge loans if you're looking to purchase another property."

"Ultimately, my aim is to make this process less stressful for you. We can help with everything from getting a clear, accurate market valuation, to connecting you with trusted contractors for repairs, or even coordinating with probate attorneys if necessary. What's your ideal outcome from this sale? What would make this whole experience feel successful and stress-free for you?" [LISTEN]

Handling Objections

1. "I need to think about it." "Absolutely, I completely understand this is a big decision, and it requires careful thought. [PAUSE] To help you think it through, what specifically are you considering? Perhaps I can provide some additional information or resources right now that could help clarify things for you? For instance, I have a concise guide on '5 Key Financial Considerations When Selling an Inherited Home' that might be helpful. I could email that to you right away."

2. "The price/rate is too high (if discussing my service or a proposed solution)." "I appreciate you bringing that up. When you say 'too high,' are you referring to my service fee, or the investment in preparing the home for sale, or perhaps the perceived value of what I'm offering? [PAUSE] My fees are always transparent, and often, the strategic guidance and marketing exposure we provide actually save sellers money and maximize their net profit in the long run. Let me quickly walk you through a recent example where our approach added over [X]% to the final sale price, far outweighing any initial costs. For loan officers, 'rate' can refer to a loan product: "I understand. It's easy to focus on the rate alone. However, with inherited properties, sometimes it's about the terms and flexibility more than just the rate. Let's look at the total cost over time or if a different product could meet your specific short-term needs better, like a bridge loan for repairs."

3. "I'm working with someone else." "That's great to hear you're making progress. I certainly respect your existing relationships. Just out of curiosity, are they specifically experienced with the unique challenges of inherited properties, such as navigating potential probate issues, understanding estate tax implications, or connecting you with specialized clean-out and repair services? [PAUSE] Often, a second set of experienced eyes can uncover opportunities or solutions that might be overlooked, especially in these complex situations. There's no harm in a quick, no-obligation comparison, just to ensure you're truly getting the most comprehensive support possible."

4. "I'm not ready yet." "I completely respect that. Selling an inherited property isn't something to rush into, especially with all the emotions involved. [PAUSE] When you say 'not ready yet,' is it more about the property's condition, the emotional aspect, or are there still some financial or legal loose ends you're tying up? [LISTEN] Regardless, I'm here as a resource. Even if you're not ready to sell today, I'd be happy to provide you with a complimentary 'Inherited Property Checklist' to help you organize your thoughts and prepare for when you are ready. Would you find that helpful?"

Closing Sequence

"Based on our conversation, it sounds like having a clear, personalized plan would be incredibly beneficial in navigating this process. How about we schedule a brief, no-obligation consultation, either by phone or at the property, to map out a clear action plan that respects your unique situation and goals? What does your calendar look like early next week for a 20-minute chat?"

Follow-up Strategy

Send an email within 24 hours reiterating your conversation, attaching any promised resources (e.g., inherited property checklist, market report sample), and proposing specific dates/times for the next meeting. Mention a specific value-add for the next call, like "During our next chat, we can review a tailored market analysis for your property."

The most impactful conversations start with empathy and end with a clear path forward. Be the guide your clients need.