What to Say (and Not Say) When Buyers Ask Tough Questions
Learn how to handle tough buyer questions with confidence during your FSBO sale. Build trust, stay in control, and avoid deal-killing mistakes.
You’re Showing Your FSBO Home... and Then It Happens
The place is spotless. Candle lit. Windows open for that fresh-air vibe.
A couple walks in, takes a look around... and then the guy drops:
🗣 “So... why are you selling?”
Boom. Your chest tightens. You weren’t ready for that.
Real-Life Scenario:
When Lisa and Matt listed FSBO, they thought they had it all dialed in. But when a buyer asked why they were selling, Matt blurted out:
"We just can’t afford the payments anymore."
Instant leverage loss. The buyers lowballed—and got the house under asking.
Here’s the truth: Every word you say matters. As a FSBO seller, you’re the negotiator. How you answer these questions sets the tone for the deal.
Confidence Check: Are You Ready?
Before your next showing, ask yourself:
✅ Can I handle tough questions without stumbling?
✅ Do I know how to protect my position?
✅ Am I projecting confidence—or desperation?
If you hesitated on any of those, keep reading. This guide is your FSBO armor.
Top 5 Buyer Questions (and How to Own the Response)
1. “Why are you selling?”
❌ Don’t say:
"We’re divorcing.”
"I lost my job.”
"We can’t afford it anymore."
That opens the door for buyers to take control.
✅ Say instead:
"We’ve loved it here, but we’re relocating for a new opportunity."
OR
"We’re ready for a new chapter and hope the next owner enjoys it as much as we did."
Keep it neutral. Keep it future-focused. You’re not hiding—you’re holding your ground.
2. “Will you take less?”
❌ Don’t say:
"We’re flexible.”
"Make an offer and we’ll see."
✅ Say instead:
"We priced based on market comps and feel it’s a strong value, but we’re open to serious offers."
Set the tone. You’re not desperate—you’re dialed in.
3. “How long has it been on the market?”
❌ Don’t say:
"It’s been sitting for a while.”
"No offers yet."
✅ Say instead:
"We listed X weeks ago and have had steady interest—we’re just waiting for the right fit."
Even if it's been months—never sound stale. Stay confident.
4. “What’s wrong with the house?”
❌ Don’t say:
"Nothing’s wrong at all.” (Sounds sketchy)
"Well, the AC’s old and the roof needs work..."
✅ Say instead:
"We’ve maintained it well. Everything’s laid out in the disclosures—we believe in full transparency."
Pro Move: Hand over a clean, organized Seller Packet with:
Repair receipts
Pre-inspection reports
Home warranty info
That screams “prepared” and builds trust fast.
5. “Do you have any offers?”
❌ Don’t say:
"Nope."
Or worse—make one up.
✅ Say instead:
"We’ve had interest, and we’re expecting more activity this week. If you’re serious, we recommend moving quickly."
Create urgency—not pressure.
Avoid These FSBO Deal-Killers
Oversharing personal details = Leverage loss
Sounding uncertain = Red flag for buyers
Offering extras too early = Hold your cards
“I don’t know” answers = Signals you’re not in control
Power Phrases to Stay in Control
Use these when things get awkward:
✅ "Great question—happy to walk through that after the tour."
✅ "Everything’s detailed in our packet, but I’m happy to clarify."
✅ "We’re focused on finding the right fit, not rushing the process."
✅ "Feel free to make an offer—we’re reviewing all serious interest."
Confidence builds trust. Use calm, measured language—and don’t flinch.
What to Say When Buyers Push Too Hard
Buyers can get bold. That doesn’t mean you owe them everything upfront.
Use these pivots to keep your edge:
🚪 "That’s something we handle during the offer process."
📝 "Let’s stick to the tour—I’m happy to follow up after."
✍️ "We’re open to offers and happy to consider anything serious."
FSBO FAQs: When It Gets Real
Q: What if I don’t know the answer?
A: Say, “That’s a great question—I’ll find out and follow up.” Simple. Honest. Solid.
Q: Should I mention past offers that fell through?
A: Only if asked. Keep it chill: “We had some early interest, but timing didn’t line up.”
Q: What if I overshare by accident?
A: No stress. Just redirect: “Anyway—let me show you the kitchen upgrades.” Reset and move forward.
Final Word: You Don’t Need to Be a Realtor—Just Be Ready
You’ve got this. With the right prep, you can sell like a pro—without paying like one.
Every showing is a chance to build trust and close strong. Own your role. Know your scripts. And keep the leverage where it belongs—with you.
Want Scripts, Checklists, and Step-by-Step FSBO Guidance?
Grab the FSBO Power Play Course—your full toolkit to handle buyers, close confidently, and keep more of your profit.
Inside, you’ll learn how to:
✅ Handle buyer objections like a pro
✅ Price, market, and negotiate with confidence
✅ Close without giving away commission
Your home. Your rules. Your win.
Quick Links
Transaction Coordinator Service (TC) - $1295
About this blog
This blog is for the bold—for the homeowners, hustlers, and hands-on sellers who refuse to play by broken rules. Whether you're selling on your own, facing foreclosure, or just tired of feeding bloated brokerages, this space is for you.
We break down what actually works in today’s market—no sugar-coating, no gatekeeping. From FSBO power plays to pre-foreclosure lifelines to commission-free brokerage hacks, we serve up real strategies that protect your equity, your options, and your peace of mind.
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