By Sean Colón
FSBO sellers can be a goldmine for new business — if you approach them the right way. We’ll walk you through proven scripts, psychology-based outreach, and how to use listing photography as a powerful conversation starter.
Why FSBO Listings Are Everywhere in Arizona Right Now
With Arizona’s housing market shifting in 2025, more homeowners are testing the waters by selling “For Sale By Owner” (FSBO). According to the National Association of REALTORS® (NAR), FSBO homes accounted for 7% of all home sales nationally in 2023, but in competitive markets like Phoenix, the share is often higher. Sellers often believe they can save the typical 5–6% commission by handling the process themselves, especially when the median home price in Maricopa County sits at $450,000+.
But here’s the reality: NAR data shows the median FSBO home sells for $120,000 less than agent-assisted homes. That gap is your opening as a realtor — and why Arizona agents should view FSBO sellers not as competition, but as opportunities.
Step 1: Lead With Value, Not With a Sales Pitch
Most FSBO sellers are bombarded with cold calls from agents saying the same thing: “You’re leaving money on the table — hire me.” That approach puts them on the defensive. Instead, Arizona realtors should:
Start by asking questions. (“What’s been your biggest challenge so far in marketing the home?”)
Offer something useful upfront. Share a quick market stat, recent neighborhood sales, or an insight about timing.
Stay conversational, not transactional. Your goal is to build rapport, not close a deal on the first call.
The psychology here is simple: when sellers feel understood, they become open to hearing how your expertise can help.
Step 2: Use Listing Photography as a Conversation Starter
One of the most effective (and least salesy) ways to connect with FSBO sellers in Arizona is through professional listing photography. Most FSBOs rely on phone photos or low-quality images, which immediately hurts buyer perception.
You might say something like:
“I noticed your listing photos don’t really showcase your mountain views and backyard — would you be open to seeing how professional photography could make your home stand out?”
This frames you as a partner offering solutions, not a salesperson pushing a contract. And with Arizona’s competitive real estate photography market, you can easily point to examples of homes that sold faster and at higher prices with strong visual marketing.
👉 If you need a resource to share, you can reference this NAR study on staging and photography impact.
Step 3: Scripts That Don’t Sound Salesy
Here are a few psychology-based scripts Arizona agents can adapt when reaching out to FSBO sellers:
Opening Call:
“Hi, I noticed you’re selling your home in Gilbert. The market’s been moving quickly in your neighborhood — how’s the response been so far?”Value Add:
“A lot of FSBO sellers I’ve spoken with didn’t realize homes with professional photos get up to 60% more views online. Would you like me to send you a few examples from similar Arizona listings?”Gentle Close:
“I understand you want to try selling on your own first. If it doesn’t go as planned, would you mind if I checked back in a couple weeks?”
Notice that none of these scripts ask for the listing right away — they simply open the door and let you position yourself as a trusted advisor.
Step 4: Know When to Step Back
Persistence matters, but pushiness kills deals. If a seller isn’t receptive, thank them for their time, leave behind a professional card or resource (like a market report), and move on. Many Arizona FSBO sellers circle back after weeks of frustration with little buyer activity. If you’ve positioned yourself as helpful and approachable, they’ll think of you first.
Why Arizona Realtors Should Double Down on FSBO Outreach in 2025
With inventory in Metro Phoenix up 22% year-over-year and buyers having more options, FSBO sellers are going to feel the pressure more than ever. Homes that sit too long without traction usually lead to price drops — and that’s when sellers finally realize they need a realtor.
By approaching FSBOs with empathy, market knowledge, and real value (like photography, staging, or pricing insights), Arizona realtors can:
Build new listing pipelines.
Position themselves as neighborhood experts.
Close listings competitors overlook.
Final Takeaway
Approaching FSBO sellers in Arizona doesn’t have to feel awkward or salesy. The key is to focus on value-first communication, leverage professional listing photography as your differentiator, and use psychology-based scripts that build trust over time.
The best Arizona agents in 2025 won’t be the ones who chase the same MLS leads as everyone else — they’ll be the ones who recognize FSBO sellers as one of the biggest untapped opportunities in the market.
By the way, I help realtors improve their online and social media presence by providing beautiful photos of their listings. That is why I’ve created this FREE HOME PREP LIST for your clients to help your listings look their best. Feel free to share.