FSBO Scripts to Highlight Hidden Costs for Sellers Resisting Price Adjustments

Introduction

Ever feel like you're stuck in a loop with a stubborn FSBO seller who just won't budge on price? This script is designed to help you gently, yet powerfully, reveal the true, often unseen, costs of holding onto an unrealistic asking price. We'll shift their perspective from just "price" to "total financial outcome" through a helpful, consultative approach that builds trust and delivers results.

Opening Lines

"Hi [Seller's Name], it's Edi Shek here. I'm a local real estate advisor." "I noticed your beautiful home is still on the market, and I completely understand wanting to maximize your investment." "My quick call is just to offer a fresh perspective on something many sellers overlook, especially with market shifts. Do you have a quick minute?" [PAUSE] [LISTEN] "Great. I specialize in helping sellers like you avoid common financial pitfalls that can quietly erode their profit and extend their timeline."

Main Script Body

"I know you're aiming for the best possible price for your home, and that's incredibly smart." "However, sometimes, holding out for that 'perfect' price can actually cost you more than a strategic price adjustment today." "Have you ever calculated what each month your home sits on the market is actually costing you?" [PAUSE] "I'm talking about your ongoing mortgage payments, property taxes, homeowner's insurance, utilities, and even the small maintenance items that add up." "For example, if your average holding costs are $2,500 a month, and your home sits an extra three months waiting for a buyer, that's already $7,500 directly out of your pocket. [PAUSE] And that's before we consider any potential price drops down the line." "Beyond these direct costs, there's the 'opportunity cost.' What if you're planning to buy a new home? Are rising interest rates a concern if your purchase is delayed?" "Also, the longer a home sits on the market, the 'stale' it can appear to new buyers, sometimes leading to even deeper price reductions later to attract attention." "My goal isn't just to sell your home. It's to help you secure the most favorable financial outcome in the shortest timeframe possible. Often, a small, strategic adjustment now can save you significantly more in the long run by accelerating the sale and minimizing your holding costs." "Would you be open to a quick, no-obligation comparison? We can look at what similar homes in your neighborhood are actually selling for, and what your total 'holding cost' projection looks like over the next few months. It's all about helping you make the most informed decision."

Handling Objections

1. "I need to think about it." "Absolutely, this is a big decision, and it deserves careful thought. What specifically are you thinking about? [LISTEN] My goal is to provide clarity, not pressure. Sometimes, just seeing the numbers laid out – especially your potential savings by acting strategically – makes the decision much clearer. Could we take 15 minutes to review those figures together?"

2. "The price/rate is too high." (Meaning their current asking price is what they think is fair, and they're not willing to lower it.) "I completely understand wanting to get top dollar. Many sellers feel that way. What I'm suggesting isn't a reduction in your total return, but a strategy to maximize it. Often, a minor, strategic adjustment now can attract the right buyer faster, saving you thousands in holding costs and preventing a much larger price drop later down the line. My analysis isn't just about market comps; it's about projecting your overall net profit when factoring in time and expenses. Shall we review that personalized report?"

3. "I'm working with someone else." "That's great; it sounds like you're proactive. Many sellers I work with still appreciate a fresh, independent perspective – especially when it comes to maximizing their financial outcome. Is the person you're working with currently providing you with a detailed breakdown of your total holding costs and the potential impact of market shifts on your property value over time? [PAUSE] My insights are specifically focused on optimizing your financial returns, which often goes beyond just a basic listing. There's no harm in a second opinion when it could literally save you thousands, is there?"

4. "I'm not ready yet." "That's perfectly fine. 'Ready' often means having all the information to make the best decision. What aspects are you still feeling uncertain about? [LISTEN] Is it about timing, the market, or perhaps fully understanding the true costs involved in waiting? I could quickly share some data on how market conditions typically evolve over the next few months and what that could mean for your equity. It might help you feel more prepared when you are ready, even if that's still a few weeks out."

Closing Sequence

"Based on our conversation, it sounds like understanding your total financial outcome and minimizing hidden costs is really key for you right now." "How about we schedule a brief, no-pressure chat? We could meet virtually next Tuesday at 10 AM or Thursday at 2 PM, whichever is better for you." "I'll prepare a personalized 'Holding Cost Analysis' report, completely free, so you can see the exact numbers clearly for your specific situation." "This way, you'll have all the facts to make the most profitable decision for your home. Which time works best for you?"

Follow-up Strategy

If they don't commit to a time, send a value-driven email within 24 hours. Reiterate the benefits of the 'Holding Cost Analysis' and include a link to a relevant, short article or case study about a seller who benefited from a strategic price adjustment. Follow up with a soft call or text a few days later, offering to answer any questions about the report or general market insights you can provide.

Embrace the numbers, empower your sellers, and secure profitable outcomes.