Which FSBO prospect is least likely to become a listing?

• A. Has unrealistic price
• B. Willing to sign quickly
• C. Is in need of relocation
• D. Does not need to sell

Answer: (D)

The main idea here is seller motivation. When a FSBO owner isn’t motivated to sell, they’re far less likely to enter into a listing agreement with an agent, because there’s no urgency to pay a commission or go through a marketing process.

If the owner does not need to sell, there’s little drive to hire help or sign a listing. They can wait or pursue other options, so the prospect of converting them into a listing is the lowest. In contrast, someone who feels pressure to move—such as a relocation, or someone who recognizes they must sell to achieve a goal—has a stronger incentive to work with an agent. Even a prospect who cites an unrealistic price may still be open to professional guidance and pricing strategies, which keeps them more likely to consider listing than the non-motivated seller. And a prospect willing to sign quickly shows readiness to engage and proceed with a listing.