How to Turn FSBOs, Expireds, and Buyer Needs Into Listing Leads This Week

In today’s market, listings are still king. But if you're only waiting for referrals or running ads, you're missing easy wins hiding in plain sight:

👉 For Sale By Owners (FSBOs)👉 Expired Listings👉 And the buyers you already have

In our most recent coaching call, Shaun Farr and Shon Kokoszka broke down a smarter way to approach these opportunities—without sounding pushy or salesy.

🔁 Shift Your Thinking: Stop Trying to “Get Listings”—Start Solving Problems

“The best call you can make to a seller is: I have a buyer for your home.” —Shon Kokoszka

That one sentence flips the script. It’s no longer about you asking for business—you’re offering value.

🔄 Reverse Marketing: The 3-Step Listing Formula

Instead of calling expireds with the same old pitch, try this:

1. Start with your buyer needs

   • “I’m working with a pre-approved family looking for a 4-bedroom in [neighborhood].”

   • “They’ve missed out on 2 homes already. Do you know anyone thinking of selling?”

2. Layer in neighborhood data

   • Use recent “just sold” activity to warm up the call:“Two homes just sold nearby at record prices—this is still a great time to sell.”

3. Close with a value-based CTA

   • “Even if you’re not thinking about selling, would you be open to hearing what your home could sell for today?”

   • 
     

This approach works beautifully with:

• FSBOs who’ve had no traction

• Expireds who are frustrated with agents

• Cold homeowners who haven’t listed—yet

🧠 Bonus Nugget: It’s Not About Having. It’s About Being.

“You don’t get success and then become the agent you want to be. You start being that agent now.” —Shon Kokoszka

Focus on your knowledge, skills, mindset, and habits—not your comparison to others. That’s the real foundation.

📞 Ready to build your pipeline this week?Pull your buyer list. Search the MLS. Pick up the phone.

🎯 The opportunity is already there—you just have to call it.