Getting The Brush-Off
You’re searching for a home, scanning listings, barely able to contain your excitement; but your realtor seems to brush off every inquiry you make about a For Sale By Owner (FSBO) property. He keeps insisting that they’re “not worth the time,” but you somehow can’t shake the feeling he’s protecting his commission, not your interests. Here’s how FSBOs actually work and what options you have when an agent ignores them.
What FSBO Listings Really Are
FSBO homes are properties sold directly by the homeowners without the involvement of a listing agent. Sellers skip the listing commission but are usually willing to pay a buyer’s agent commission. This means your agent still gets paid. Understanding this part of the equation matters because it undermines the notion that FSBOs are somehow problematic or unworkable for buyers.
Why Some Realtors Dislike FSBO Homes
FSBO sellers sometimes lack experience with all the necessary paperwork, disclosures, and timelines, which can slow down transactions. Realtors know from experience that they’ll need to do more legwork getting the seller through the process. Still, the extra work alone is not a good reason to keep you from seeing a home. A professional agent should be presenting you all the available options, not filtering out homes based on convenience.
Commission Concerns
Some FSBO sellers offer lower buyer-agent commissions than traditional listings. While a lot of these still pay a standard rate, others reduce it to save money. An agent who works strictly on commission might want to steer clear of these listings to maximize earnings. The problem with that is that it’s a financial conflict of interest, one that directly impacts your ability to examine every viable home on the market.
Your Agent’s Fiduciary Duty
If you signed a buyer-agency agreement, your realtor has a legal duty to work in your best interest. Ignoring FSBO listings without giving you a clear explanation may violate that duty. An agent has to present you with all the homes that meet your criteria, no matter who listed them, and realtors absolutely cannot prioritize personal financial gain over your goals.
FSBO Doesn’t Mean “Bad Seller”
Many FSBO sellers are experienced, well organized, and motivated. Some of them may have used a realtor in the past and have now chosen to sell independently to keep a bigger share of the profit. Others hire real estate attorneys or transaction coordinators to handle the paperwork. Your agent’s blanket refusal to show FSBO properties shows a lack of awareness of the wide range of seller professionalism that exists out there.
Negotiation Can Be Easier Than Agents Claim
Agents sometimes like to claim that FSBO sellers don’t negotiate fairly, but that’s often exaggerated. Without an agent taking a commission, a seller could offer more flexibility on price. They might also be highly motivated if their home has been sitting for a while unsold. An experienced buyer’s agent should guide you, not shield themselves from more involved negotiations.
Legal Protections Apply
Just because a home is FSBO doesn’t mean you lose legal protections. Standard contracts, state disclosures, inspection contingencies, and attorney reviews all still apply. You aren’t flying blind. Your inspector, lender, attorney, and even your agent can all help ensure the transaction goes through the required legal steps, whether or not a listing agent is involved.
If You Request A Showing
If you directly ask your agent to arrange a showing for you, they have to make a reasonable attempt to contact the seller. Refusing outright is unprofessional. Some agents fall back on “policy” or “company rules” as an excuse, but you have every right to request a written explanation. That request alone can get to the bottom of whether the issue is genuine or not.
When An Agent’s Bias Limits Your Search
If an agent filters the market based on their own personal preferences instead of your criteria, you risk missing out on the best home. FSBO properties sometimes sell below market value because buyers overlook them. An agent determined to ignore FSBOs could cost you opportunities, especially in competitive markets where the inventory is already tight.
Ask Your Agent Directly
In this case, the simple approach works best: “I’m interested in seeing this FSBO property. Can you contact the seller and schedule a showing?” If your agent starts some song and dance about how it can’t be done, just ask point blank, “Is there a commission issue? If so, can we negotiate terms or address it in writing?” This shifts the conversation toward transparency and protects your interests.
Understand Commission Adjustment Options
If an FSBO seller offers a lower buyer-agent commission, there are three possible options you can use to negotiate a solution: the seller increases it; you pay the difference; or your agent agrees to accept the offered rate. Agents tend not to mention option three (for obvious reasons), but it does exist. It’s perfectly reasonable to ask whether they’ll work with you on a reduced commission.
Buyer Agency Agreements Affect You
If you signed an exclusive buyer agreement, it may require you to pay your agent’s commission if the seller doesn’t. Read the contract again carefully. Understanding the terms helps you push back if your agent tries to use the agreement as a way to avoid FSBO listings. Contracts should never be used as ways to go against legitimate buyer requests.
Consider Working With A Different Agent
If your realtor stonewalls, natters at you to drop FSBOs, or refuses to communicate transparently, it may be that the time has come to switch agents. Many buyers don’t realize they can terminate an agreement early. Sometimes this requires notice, other times a small fee. No property search should be held in limbo by an agent’s personal preferences.
Benefits Of Seeing FSBO Homes
Viewing FSBO homes gives you more data points for comparison on price, condition, and neighborhood trends. Even if you don’t end up buying one, the comparisons give you more negotiating power on listed properties. Broadening your search also lowers your chances of overspending just because agents funneled you toward commission-friendly listings.
Red Flags: When Agents Push Back
An agent who refuses to schedule showings, criticizes FSBO sellers without being specific, or claims the properties are “time-waster” could be signaling a conflict of interest. Professional agents should be giving you clear, factual reasons, not across-the-board dismissals. Vague statements are often a smokescreen for financial motivations that have nothing to do with looking out for your interests.
When FSBO May Not Be A Good Fit
Some FSBO homes actually can be a challenge: there are sellers who overvalue their home, refuse inspections, or won’t follow through with the required legal steps. A good agent will explain these risks using concrete details. If your agent lays out their specific concerns about a particular FSBO listing, that’s legitimate feedback, not a blanket refusal based on commissions.
Use A Real Estate Attorney For FSBO Deals
In many FSBO transactions, a real estate attorney can be brought in to handle contracts and ensure legal compliance. This reduces risk and gives you professional support even if your agent is not too keen, or is inexperienced with FSBOs. An attorney’s involvement also can put your agent’s mind at ease that the deal will follow proper procedure.
Protect Yourself During The Buying Process
Ask for disclosures in writing, insist on inspections, and make sure deadlines are clearly documented and adhered to. If the seller is inexperienced, clarify responsibilities at each step in the process. Keeping your communications professional and documented minimizes misunderstandings. A buyer’s agent should help guide you through this, but if they refuse, other professionals can fill the gaps.
You Have Options
A realtor who refuses to show FSBO homes could be motivated by convenience, commission concerns, or bias, none of which are in your best interests. You have the right to request showings, ask for transparency, and work with an agent willing to access the full market. FSBOs aren’t inherently risky; they’re just a different type of opportunity. And you deserve access to all of them.
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