BE MORE THAN JUST AN AGENT WITH LIBERTAS
By Tim & Julie Harris · April 2, 2026
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"FSBOs advertise their phone number, invite you to call, and host open houses you can walk into. They are the most accessible sellers in the market — and most agents ignore them entirely."
If you've been skipping FSBOs because they seem overpriced, difficult, or not worth your time — you're bypassing one of the most predictable listing sources available.
Many FSBOs haven't met the right agent yet. They're testing the market. And many still need to buy. That's not one deal — that's potentially two.
~5%
Of FSBOs successfully sell on their own — the other 95% eventually need help
2–4
Weekends most FSBOs try before they adjust their plan or give up
$360K
Conservative annual income from 2 FSBO listings per month at $15K avg.
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The irony most agents miss
Agents complain they can't find phone numbers, don't know who to call, and have no one to prospect. Meanwhile FSBOs are advertising their number, inviting contact, and hosting open houses you can walk right into.
FSBO EXPOSURE
Yard sign and word of mouth
Their own social media
Self-hosted open houses
Limited reach — limited buyers
AGENT + MLS EXPOSURE
MLS syndication to every major portal
Exposure to every active buyer's agent
Professional marketing and open houses
Maximum reach — maximum offers
What to say about exposure — use this exactly
"Right now your home is only being seen by the buyers you can reach. When it's listed, it's seen by every buyer working with every agent."
Don't argue. Just show the gap. The math speaks for itself.
The conversation sequence — in order, no skipping
1. Open with permission — lower the guard immediately
Don't pitch. Ask. One question that opens the door without triggering resistance.
OPENING QUESTION
"Are you open to working with an agent if they brought you a buyer?"
Most will say yes. Now you have permission to continue the conversation.
2. Uncover motivation and timeline
Two questions. Listen more than you talk. Their answers tell you everything — including whether there's a second transaction.
Ask both of these
"What price are you hoping to get?"
"Where are you headed next?"
The answer to "where are you headed next?" often reveals a buyer transaction. That's potentially two deals from one FSBO call.
3. Bridge to the appointment — don't skip this
Once you understand their situation, suggest the logical next step. Not the listing — the appointment. That's a much easier yes.
CONVERSION BRIDGE
"It sounds like you're doing everything you can — but you may not be getting the exposure or qualified buyers you need. Why don't we schedule a quick time for me to show you exactly what I'd do differently?"
You're not asking for the listing on the phone. You're asking for 20 minutes in person.
The FSBO math — what 5 calls per day produces
5 calls/day × 5 days
25 conversations
1 listing @ $15K avg. commission
$15,000
Twice per month
$30,000/mo
Annualized
$360,000/yr
Not counting buyer-side deals, referrals, future listings
Higher
Ignoring FSBOs is costing you a minimum of $360,000 per year. And that's before the buyer-side transactions, referrals, and repeat business that follow every listing.
Your 5-day FSBO sprint — before noon tomorrow
NON-NEGOTIABLE STANDARD — 5 DAYS STRAIGHT
5 FSBO calls per day — before noon, every workday this week
Use the sequence in order — open, uncover, bridge. Never pitch first.
Follow up consistently — "How's the activity been so far?" is all you need
Track three numbers — conversations, motivated sellers, appointments set
"FSBOs don't convert instantly. They convert eventually — to the agent they remember."
Most agents avoid FSBOs, try once, and quit. Top agents show up consistently, follow up professionally, and build relationships over time. Doesn't it make sense to get good at helping the sellers who are already asking for help? Make the calls before noon tomorrow.
Want to start winning listings before your competition figures this out?
Free coaching, instant access, no catch → PremierCoaching.com or text 512.758.0206
— Tim & Julie Harris
Tim & Julie Harris® Real Estate Coaching
https://whylibertas.com/harris
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