Forty-five days.<\/p>\n
That is roughly the point at which a for sale by owner listing stops being a fresh lead and becomes something more useful. The dozen agents who called in the first week have moved on to newer ads. The showings that came from the first weekend’s traffic have stopped. The seller’s own deadline, if they set one, is arriving or has passed, and the price they were sure of has been reduced once or is about to be. And almost nobody is calling them, because every FSBO list in the market is sorted by newest first and worked from the top.<\/p>\n
The old expireds<\/a> piece makes this case for the expired list, and the FSBO version is stronger, because a FSBO at day forty-five has something an aged expired does not: a plan that visibly failed on a timeline the seller chose. The FSBO follow-up plan<\/a> runs seven touches to reach this moment with a seller you spoke to on day one. This piece is about the sellers you never reached, or never called, who are sitting at day forty-five with nobody on the phone.<\/p>\n Three things, and each one changes the call.<\/p>\n The seller’s math has been tested.<\/strong> On day one the seller had a price and a savings figure, the twenty-four thousand dollars the FSBO objections<\/a> piece describes. Six weeks in, they have carrying costs they did not count, a price reduction that ate part of the savings, and a showing count they can recite. The math conversation that was theoretical on day one is now a conversation about numbers they have lived.<\/p>\n The competition is gone.<\/strong> Fresh FSBOs draw a crowd because the ad is new and every dialer in the market pulls the new file. At day forty-five the same seller is on nobody’s list, and the expired timing piece<\/a> explains why that matters: the seller’s tolerance for agent contact has recovered, and you are the only voice that week.<\/p>\n The status may have changed.<\/strong> This is the one that bites. An aged FSBO may have quietly signed with an agent, and the listing may not be on the MLS yet, or may be there under a coming-soon status you did not check. Standard of Practice 16-4 of the Code of Ethics<\/a> bars soliciting a listing that is exclusively held by another broker, and the odds that a given FSBO has listed rise every week. The status check that was a formality on day one is the first step at day forty-five.<\/p>\n The aged FSBO list is the fresh list, six weeks later, minus the ones that sold or listed. Three signals mark the ones worth calling first.<\/p>\n A price reduction on the ad. The seller has already reconsidered once, in public.<\/p>\n A reposted or refreshed ad with the same address and phone. The seller noticed the traffic dropped and tried to restart it.<\/p>\n An address that was on the expired list before it was on the FSBO list. This is the segment nobody works on purpose, and it is the most interesting one in the market: a seller who tried an agent, fired the agent, tried it themselves, and is now six weeks into the second failure. They are not anti-agent in the way a first-time FSBO is; they are anti-the-last-agent. Cross-reference the two files by address and the segment appears on its own.<\/p>\nWhat changed between day one and day forty-five<\/h2>\n
Finding them<\/h2>\n