Strategy #17 - How to Grow Your Rent Roll Using ‘For Sale By Owner’ Listings (7 minutes)

Once you’ve identified FSBO properties, the next step is reaching out. There are several ways to do this:

• Messaging through Facebook Marketplace – Many FSBO sellers list their properties here and allow direct messaging.

• Website contact options – Many platforms provide phone numbers or email addresses for FSBO listings.

• Phone calls and emails – A direct approach can effectively initiate conversations.

Being proactive and reaching out through multiple channels increases your chances of engaging with FSBO sellers.​

When making initial contact, the key is to position yourself as a helpful resource rather than just another salesperson. Here’s how:

• Introduce yourself – Clearly state that you’re a property management expert.

• Offer value – Explain how you can assist them in speeding up the sale process by connecting them with potential investors.

• Highlight your expertise – Many FSBO sellers may not be aware of rental market conditions. You can educate them about the potential rental returns and tenant demand in your area.

A simple conversation starter could be:

[Script] “Hi [Seller’s Name], my name is Deniz Yusuf and I work in the property management department for IGT Realty. I speak with investors regularly and help provide them with relevant information about ideal properties to purchase.

I even provide them with investment letters for their financial institution to help them secure loans.
I’d be happy to provide you with one of these letters for anyone interested in purchasing the property from you for investment purposes.

This will also help speed up the process of selling your home. I can pop around and do a rental evaluation, which will only take about 15 minutes.”

By taking an educational and helpful approach, you build trust and increase the likelihood of further discussions. Remember that if these properties don’t sell, they will likely also consider renting them.

Once engaged, offering tangible resources can solidify your credibility, build trust and create interest. Consider providing:

• A rental appraisal letter – Outlining the estimated rental return if the property were leased today.

• Marketing material – Flyers detailing your property management services and key points of difference.

• Investor-focused content – Information that would appeal to potential buyers considering rental investments.

• Social media engagement – Encourage sellers to connect with your social media pages to gain further insights into property investment trends that you share.

These resources position you as a valuable ally, not just another industry professional trying to sell a service.

Power Tip: Ensure that the rental appraisal letter you provide to the FSBO has information on the back for the purchasers to read. An example of this could be “Five reasons why to use IGT Realty (or a real estate agent) to manage your investment”.

If any of the potential purchasers who view their property for sale ultimately come to you to manage the property, you need to thank the lead source. In this case, it’s the FSBO.

Offering an incentive can effectively entice FSBO sellers to work with you. Some ideas include:

• Charitable donations – For every property listed through your referral, you could donate to a local charity the seller supports, or even a school their family is associated with.

• Community engagement initiatives – Partnering with local businesses or clubs to foster goodwill around your service. You can utilise local companies and/or your strategic alliances to offer promotions, donate items, or provide other benefits.

Before implementing any incentive, ensure compliance with local regulations and laws regarding real estate incentives.

Providing money as an incentive may be breaking the law in your country or state!