What is a FSBO consultation for a Canadian realtor?
A FSBO consultation is a structured conversation with a homeowner considering or attempting a for-sale-by-owner transaction. Clarify the purpose and your role, understand the seller’s priorities, compare responsibilities and explain any service proposal accurately. The outcome may be further research, a later conversation or no engagement.
The Canadian FSBO Consultation Kit supplies a playbook, five worksheets and six email choices. It supports an agent’s discussion; it is not a consumer legal package for selling without an agent.
Start with an honest reason for the conversation
Do not imply you have a buyer unless that is true and you can accurately explain the situation. State whether the conversation concerns a possible listing service, an actual buyer enquiry or another defined purpose. Check representation, contact eligibility and brokerage requirements before proceeding.
In Ontario, RECO’s representation-agreement guidance explains the framework for representation. Use your own province’s requirements and brokerage process to determine what you can do and say in the particular relationship. A consultation worksheet does not establish that relationship.
Ask which responsibilities the seller wants to retain
Explore the seller’s timeline, experience so far, available time and questions. Discuss the work in concrete terms: preparing marketing, checking property facts, arranging access, reviewing enquiry quality, coordinating professionals and managing documents. Let the seller describe which tasks they want to handle before presenting a service option.
| Work area | Question for the homeowner | Information to confirm |
|---|---|---|
| Marketing | Who will prepare and approve the material? | Facts, photo permissions and publication process |
| Access | How will appointments be organized? | Availability and property-access arrangements |
| Documents | Who will explain and review the documents? | Appropriate independent professional support |
| Next decision | What information would help you decide? | Task owner and agreed review date |
Do not fill the comparison with assumptions about what a private seller cannot do. Record the actual plan and the gaps the homeowner identifies.
How should you discuss fees and service?
Explain the scope, costs and conditions of the actual proposal. In Ontario, RECO notes that fees are not fixed or approved by a regulator or real estate association. Avoid suggesting a standard required rate. Provincial rules and the specific agreement still need review.
Use the seller’s priorities to explain relevant work, without promising a sale price or claiming that a service automatically pays for itself. If a question calls for legal or tax advice, identify the appropriate professional instead of using a script to improvise an answer.
Close with a recap the homeowner can correct
Summarize the stated priorities, responsibilities discussed, questions referred and one voluntary next step. Ask whether you have understood correctly. If the homeowner declines, respect the decision and applicable contact preferences.
Six email templates do not mean six compulsory sends. Choose the message that matches the conversation and check the CRTC CASL guidance and recipient record. For a difficult service or fee question, prepare using the conversation practice guide before the meeting.