3 Proven Ways To Convert Myrtle Beach FSBO Sellers Into Clients

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

Do you want to be the agent FSBOs turn to when they’re ready to list? FSBO stands for “For Sale By Owner,” and these are sellers who try to market and sell their property without hiring an agent.

Over the years, I’ve worked with FSBO owners all across South Carolina and coached agents on how to convert them faster and more effectively. Let me share three of the biggest lessons I’ve learned.

1. Position yourself as a resource, not a salesperson. One of the biggest mistakes agents make is coming across too much like a salesperson. If you start that way, most owners will shut down and won’t even give you the time of day. It works much better to approach them as a resource. You can do this by offering to pre-qualify any buyers who have come through their property or by introducing them to a loan originator who can help.

Even connecting them through a quick three-way text can save time and frustration. Additionally, sharing helpful information upfront, like contracts, property disclosures, or capital gains details, lets them see that you add real value instead of just chasing a listing.

2. Address their real challenges. Most FSBOs aren’t really getting the number of showings needed to sell because there’s so much inventory in the MLS. That’s one of the biggest challenges FSBOs face, whether they know it or not. When you point that out, it usually resonates as they realize how true it is.

From there, it’s your opportunity to show how you can solve their problem by creating demand. More showings lead to more offers, and that usually means a faster sale and a higher price. This is exactly what FSBOs want.

3. Demonstrate your marketing power. It’s not enough to just say what you do; You have to show it and explain why it matters. For example, I invest about $20,000 a month in pay-per-click Google ads that generate over a thousand buyers monthly. I can connect the dots for FSBOs: the advertising brings in the buyers, those buyers view homes, sales happen, and clients leave positive reviews.

Showing the list of sales along with reviews makes the cause and effect clear. This isn’t just about saying I have marketing power, but it’s about demonstrating the results that marketing produces.

Patience and rapport are key. None of this works without patience. Converting FSBOs isn’t an overnight process. You have to build rapport, stay consistent, and let the relationship develop over time. If you can combine patience with these strategies, you’ll find yourself converting more FSBOs in your market.

Those are the main lessons I’ve learned: be a resource, address their challenges, demonstrate your marketing, and stay patient. These simple steps can make all the difference in building trust and winning listings from FSBO owners. For more information or if you have any questions, just visit realestatesalessolutions.com. I’d be glad to help.