On your 1st call, you have three (3) basic objectives to accomplish:
Obviously, is to GET A LISTING APPOINTMENT. When you ask when they will list the home, you want them to say they are ready now. This will probably not happen often but if you call enough FSBO’s, it will happen. It is important to set this as your primary intention on every call you make to a FSBO.
SET A PREVIEW APPOINTMENT. A preview is simply when you go out to take a look at the home and meet with the seller for a few minutes. There are certain requirements a FSBO must meet before you want to preview their home which will be discussed later.
Decide if you ever want to call them back. If the seller is rude and you feel you would never want to work with him, throw them away. You are in CONTROL. Also, if you determine they absolutely have an agent they would list with, dump them.