FSBO Script: Getting Past "I'm Saving the Commission"

Call enough for-sale-by-owner sellers and you'll hear one sentence more than any other: "We're selling it ourselves to save the commission." Most agents answer by defending their fee, and ten seconds in they're on the wrong side of the conversation.

Agree with the seller instead, then change the subject to what they take home. The script below is built on that move, with the data behind it and the follow-up questions that can turn a brush-off into an appointment.

Why do FSBO sellers say they want to save the commission?

Most FSBO sellers you call give one of two reasons. They want to keep more money, or they had a bad experience with an agent and don't want a repeat. Your response depends on which one you've got, so find out.

Ask directly:

"Out of curiosity, why did you decide to sell on your own instead of hiring a professional?"

Let them finish. If it's about money, use the commission script below. If it's about a past agent, acknowledge it and set yourself apart: "I'm sorry that happened. One bad agent shouldn't keep you from getting good service now."

The FSBO script for the commission objection

Step 1: Agree with them

Don't argue. Wanting to save money is reasonable, and saying so lowers their guard.

"I'm with you. Saving money, and making the most money, should be top of mind for anyone selling a home."

Step 2: Restate what they want

"So what I'm hearing is that what matters most is what you take home at closing, more than the commission itself. Is that fair?"

Once the seller agrees, you're talking about their net proceeds, which is a conversation you can have with real numbers.

Step 3: Show how selling alone can cost more

Now bring facts, and make sure they're real. Here's what the National Association of Realtors' research shows.

Agent-assisted homes sold for a higher median price. In NAR's 2025 Profile of Home Buyers and Sellers, the median FSBO sold for $360,000, compared with $425,000 for agent-assisted sales. Be careful with this one on the phone. Those medians compare different homes in different markets, so they don't mean this seller's house will sell for $65,000 more. They do show that agent-listed homes, as a group, sold at higher prices.

FSBO sellers also struggle with the same few tasks. In the same report, they most often named pricing the home, getting it ready for sale and selling within their timeframe as the hardest parts. NAR also found that 40% of FSBO sellers didn't market their homes at all.

Many report legal mistakes and stress, too. A Clever Real Estate survey cited by NAR found that 43% of FSBO sellers admitted to legal mistakes, and 47% said the process brought them to tears. The same article notes that most FSBO sellers still end up paying a buyer's agent commission.

On the phone, keep it short:

"Here's what I'd want you to know. NAR's latest seller survey found agent-assisted homes sold at a higher median price than FSBOs, and a lot of owners who sold on their own said pricing and paperwork were the hardest parts. My job is to help you net as much as possible, even after my fee."

Step 4: Talk about time and carrying costs

Every month a home sits unsold costs the owner money in mortgage interest, property taxes, insurance, utilities and upkeep. Do the math with them:

"Roughly what does the house cost you each month to hold? Mortgage, taxes, insurance, utilities?"

Multiply that by the extra months it might take. Once a seller sees two or three slow months eating a big piece of the commission they're trying to save, the tone of the call shifts. Use their numbers, not yours.

Step 5: Qualify the buyer's agent question

"If I brought you a qualified buyer, would you be open to paying a buyer's agent commission?"

Many will say yes, which tells you they're already willing to pay someone. Follow with:

"Great. And do you already have your next place picked out, or are you still looking?"

If they ask why you want to know, be straight with them: "If you're buying next, I might be able to help with that too."

Step 6: Close for a visit

"I'd like to see the home in person and give you an honest opinion on price. Does tomorrow at 5 work, or is Saturday morning better?"

This is often where the commission question comes back. Push it to the meeting: "That's one of the first things we'll go over when I'm there. My fee is negotiable, and I won't let it be the reason we don't work together." Don't negotiate your fee on the phone.

What are other common FSBO objections?

"I'm not interested." Try: "I understand. Would you be interested if I could get you the price you're asking for?"

"I already have buyers coming through." Ask about results: "That's great. How have the showings gone so far, and have any turned into offers?"

"Agents just want the listing." Concede it and put yourself on the hook: "Fair. I'm calling because I think I can help you net more. If I can't show you that, you shouldn't hire me."

"Call me if you have a buyer." Say yes, then dig into price: "Happy to. What would a buyer need to offer for you to take it seriously, and how did you arrive at your price?"

When is the best time to call FSBOs?

There's no proven best day, but early in the week is worth a try. By midweek, sellers holding a weekend open house are often busy getting ready for it. If they are holding one, stopping by in person to introduce yourself can do more than another call. Track when your FSBO owners actually pick up and adjust from there.

A sign in the yard isn't permission to call a number on the Do Not Call Registry. Scrub every FSBO number first and follow the rules in our guide to cold calling rules.

Not legal advice. Check your state rules and your broker.