Field Guide to Working With FSBOs
(Updated March 2007)
Every home seller must eventually decide whether to hire a REALTOR® or to sell the home on their own. But even after they decide to go solo, FSBOs can still be convinced to use a REALTOR®'s expertise. On this page you'll find dozens of articles, books, videos, studies, statistics and Web sites to help you find out who FSBOs are and how to work with them. (D. McCormick, Technical Coordinator)
Most Important Reason for Selling Home As FSBO
Did not want to pay commission fee: 44%
Sold it to a relative / friend / neighbor: 27%
Buyers contacted seller directly: 14%
Agent was unable to sell home: 6%
Did not want to deal with an agent: 5%
Seller has real estate license: 2%
Could not find agent to handle transaction: 1%
Other: 1%
Source: 2008 Profile of Home Buyers & Sellers, (NATIONAL ASSOCIATION OF REALTORS® - Research, 2008).
Information from NAR
Home Sellers Seeking Professional Representation Rising, (NATIONAL ASSOCIATION OF REALTORS® - Economist's Commentary, Feb. 12, 2009).
The Facts about FSBOs, (NATIONAL ASSOCIATION OF REALTORS® - Research, 2007).
FLIP those FSBOs, (REALTOR® Magazine, Apr. 2007).
5 inroads to FSBOs, (REALTOR® Magazine, Mar. 2007).
From skeptic to client: Buyers who go it alone, (REALTOR® Magazine, Jan. 2007).
Fewer sellers go FSBO in slow market, (REALTOR® Magazine Daily News, Jan. 22, 2007).
Public Awareness Campaign: Don't Try this at Home, (NATIONAL ASSOCIATION OF REALTORS® - Public Affairs, 2007).
Converting FSBOs, (REALTOR® Magazine Toolkit).
Talking Points: FSBOs/For Sale By Owners, (NATIONAL ASSOCIATION OF REALTORS® - Public Affairs, Spring 2005).
High-tech FSBO prospecting, (REALTOR® Magazine, July 2002).
Responding to FSBO Objections, (REALTOR® Magazine).
Responding to FSBO Objections - Answer Sheet, (REALTOR® Magazine).
A FSBO Prospecting Plan, (REALTOR® Magazine).
Eight Reasons FSBOs Need You, (REALTOR® Magazine).
Ten Free Things FSBOs Want, (REALTOR® Magazine).
Working for the Enemy? A look at four in-house FSBO programs, (Today's REALTOR®, June 1998).
FSBOs and the Internet 
FSBO goes national, (Orlando Business Journal, Feb. 5, 2007).
Zillow to Allow FSBO and Agent Ads to be Posted at No Cost, (RISMedia.com, Dec. 7, 2006).
Non-traditional Real Estate Broker Finds Marketing 'Gold' in National FSBO Web Site, (RISMedia.com, Nov. 1, 2006).
Web business thrives on helping sell-it-yourself, (Puget Sound Business Journal, June 2, 2006).
New for-sale-by-owner options increase competition with REALTORS®, (East Bay Business Times, Jan. 6, 2006).
Cutting the Commissions, (Newsweek, July 18, 2005). Q
RealtyTrac adds 40,000 For-Sale-By-Owner properties to its national real estate database, (RISMedia.com, May 19, 2005).
As Web tools grow, expect to see more "For Sale By Owner", (The Cincinnati Business Courier, May 16, 2005).
Real estate brokers dismiss threat of online home sales, (Boston Business Journal, Oct. 27, 2003).
FSBO Websites: Yahoo! provides a list of over 40 FSBO Websites that you may want to be aware of.
Housing Market & Statistics
Will we see a rising tide of FSBOs and BUBBAs?, (Realty Times, Sept. 5, 2006).
FSBOs Remain Viable Market Force, (Realty Times, Aug. 4, 2006).
FSBO Fears? Don't believe the hype, they’re not overtaking the market, (California Real Estate, Mar. 2006).
More home sellers trying 'do-it-yourself' plans, (Puget Sound Business Journal, June 3, 2005).
For sale by owner, (Dayton Business Journal, Apr. 29, 2005).
San Antonio lawyer brings "For sale by owner" business to Houston, (Houston Business Journal, May 17, 2004).
Proven ways to skip the agent, (Kiplinger's Personal Finance, Apr. 2004). Q
Alternative brokers offer cost savings to home sellers, buyers, (Silicon Valley/San Jose Business Journal, Oct. 6, 2003).
Salesmanship
For Sale By Owner: A Rookie's Best Friend, (RISMedia.com, Mar. 14, 2007).
"Fizbo's" (For Sale By Owner): An Agent's Best Friend, (Realty Times, Jan. 5, 2007).
For Sale by Owner Programs Offer Sellers an Edge, (RISMedia.com, Dec. 12, 2006).
FSBO: Not necessarily best business approach, (Birmingham Business Journal, Nov. 24, 2006).
REALTORS® Use New Incentive Program to Snag More Listings, (RISMedia.com, Nov. 7, 2006).
Home Seller's Choice: List with a REALTOR® or sell by owner", (Business First of Louisville, June 16, 2006).
How do you spell "Profitable Niche Market?": FSBOs, (RISMedia.com, Nov. 17, 2004).
Use the "DISC: method to determine FSBO personality type, (Realty Times, May 12, 2004).
Proven ways to skip the agent, (Kiplinger's Personal Finance, Apr. 2004). Q
Four good reasons to work the FSBO market, (Realty Times, Apr. 26, 2004).
10 steps to a successful FSBO transaction, (Today's Buyer's Rep, Aug. 2003).
How a new agent handles FSBOs, commission objections, (Realty Times, July 7, 2003).
New survey delves into the minds of sellers, FSBOs, (Realty Times, May 15, 2003).
5 favorite FSBO flips, (REALTOR® Magazine, Mar. 2003).
Books, eBooks & Other Resources
Books, Videos, Research Reports & More
The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.
Get your foot in the door with "for sale by owners", (Real Estate Professional, Mar./Apr. 2006, p. 38, 40).
FSBO fears? Don't believe the hype, they're not overtaking the market, (California Real Estate, Mar. 2006, p. 41-42).
Don't call them... they'll call you, (Texas REALTOR®, Sept./Oct. 2005).
N.H.: FSBO Web site may need license, (IR Tech, Spring 2005, p. 3).
Iowa REALTORS® win dispute with FSBO site, (IR Tech, Spring 2005, p. 3).
Looking for more FSBO business? Try these strategies, (Real Estate Broker's Insider, Nov. 1, 2004, p. 1-3).
"For sale by owner" - is this an obstacle or an opportunity?, (Real Estate Professional, July/Aug. 2003, p. 48, 50).
Grab the "For Sale by Owner" market, (Florida REALTOR®, Sept. 2002, p. 24-26).
I brake for FSBO's and other opportunities, (Plantation, FL: Francois Gagnon Seminars, 1992). CT414
For Sale by Owner: How to Sell Your House in California - On Your Own or with Help from an Agent, (Berkeley, CA: Nolo, 1992). HD 1341 D49f
For Sale by Owner: A No-Nonsense Guide to Getting the Best Price for Your House, (Chicago, IL: Probus, 1990). HD 1341 L83
How to list a home every day! A complete system for success, (Bend, OR, 1990). CT422
For Sale By Owner, (New York, NY: Simon & Schuster, 1989). HD 1341 G42 2d rev. ed.
What every for sale by owner should know..., (Sterling Heights, MI: Wickman Productions, 1989). CT422
For sale by owners and effective farming methods, (San Clemente, CA: Danielle Kennedy Productions, 1989). VT077
Field Guides & More
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to Effective Online Marketing
>> Have an idea for a new Field Guide? Click here to send us your suggestions!
The inclusion of links on this Field Guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked to this Field Guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.
E-mail 
