"I've sold a home before. I think I can handle it myself and save the commission."
Response Framework
Respect the confidence → Educate on risks → Offer a hybrid option
Acknowledge their confidence and past experience. Then share FSBO statistics: NAR data shows FSBO homes sell for significantly less than agent-listed homes (often 15–26% less), and the process is far more complex than it used to be — legal disclosures, negotiations, inspections, financing contingencies. Ask: "What's your plan if the buyer's agent tries to renegotiate after inspection?" Offer a flat-fee or limited-service option if they're cost-sensitive, or offer to handle only the parts they're uncomfortable with. Make it easy to say yes to some level of help.
Key Phrases
"I respect that — you clearly know what you're doing. Let me share some data."
"FSBO homes statistically sell for 15–26% less than agent-listed homes."
"What's your plan for handling the buyer's agent negotiation after inspection?"
"What if I handled the parts you're least comfortable with for a reduced fee?"
Pro Tips
Always cite NAR's FSBO statistics — they're compelling and credible.
Ask specific 'what will you do when...' questions to surface their blind spots.
Offer a consultation or limited-service option to get your foot in the door.