Why Now Is the Time to Reach the Quiet Sellers in Your Database
If you think your potential sellers will call you when they’re ready, think again.
Today’s homeowners are quietly watching the market, and some are seriously considering selling on their own. Why? Because they’re not hearing from their agent.
And if you’re waiting for them to ask, “Should I sell now?” – you may already be too late.
Here’s what the data says.
According to the National Association of Realtors (NAR), homes sold with an agent last year brought in $55,000 more, on average, than those sold without an agent. That’s a 15% difference. And in today’s market, that kind of gap is hard to ignore (see graph below):
And yet, some sellers are still trying to get the job done on their own.
But here’s the twist. According to Zillow, 21% of FSBO sellers end up using an agent anyway. Basically, they realize too late in the game that the market has changed, and what worked for their neighbors a few years ago isn’t working now.
How to Win FSBO Sellers Before They Go Solo
With inventory rising, homes are taking longer to sell, and buyers have more negotiating power. That means pricing, presentation, and strategy matter more than ever. But many homeowners assume their house will sell itself – and you know that’s just not the reality.
A great agent doesn’t just list a house. You:
- Position it to stand out in a more competitive market
- Price it with precision based on the latest local comps
- Negotiate on your client’s behalf to preserve their equity
- Manage expectations around timelines, buyer feedback, and offers
That’s not easy to DIY. Especially when the market’s shifting right under their feet.
Starting the FSBO Conversation with Your Database
So, what can you do about it? Waiting for a lead to fill out your contact form is the wrong move right now. Instead, get proactive and personal.
Reach out to the homeowners in your database who’ve gone quiet. The ones who thought about selling a year or two ago. The ones who said, “Maybe next spring.” The ones who haven’t responded to your last few emails.
And when you do, don’t lead with “Are you ready to sell?”
Lead with value.
Here’s how to frame it:
“I know you might not be ready yet. But when the time comes, I want you to be equipped with the right strategy and the right info. There’s a lot changing in the market right now, and I’d love to show you what’s working in our local area. Has someone taken the time to explain to you what’s happening in our market right now?”
Because the truth is: It’s not just that FSBO sellers didn’t hire an agent. It’s that they didn’t think like one. They didn’t think like you.
Want to Make These Conversations Easier?
This time, try using the KCM Playbook for a simple and effective engagement strategy. It’s packed with:
- A blog that explains exactly why the FSBO price gap is growing
- Email, text, and voicemail templates to start high-impact conversations
- Talking points to help you explain your value without sounding salesy
- A video script and graphic you can share on social to stay visible and top of mind
Use these tools to connect with homeowners in your database before they become FSBO stats – or someone else’s listing.
Bottom Line: Be the Agent Who Shows Up First – and With Facts
This market doesn’t require perfection. It requires presence. And nothing builds trust like giving your clients clarity before they even ask for it.
Because most agents know what’s happening.
Good agents understand it.
But only KCM agents can truly explain it. And that’s your differentiator.
Don’t wait for someone to ask you “how’s the market?”
Answer it first with confidence, context, and the data only you have that they didn’t know they needed.
Ready to take the next step? Start more confident conversations with help from the KCM Playbooks.
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