Your listing goes live. Within 48 hours, you get three inquiries.

One person asks if you're "motivated." Another submits an offer 15% below asking. The third ghosts after asking a few questions.

Here's what just happened: You accidentally told buyers you're desperate.

Not with your words—with your availability.

The 72-Hour Window: When Buyers Form Opinions

The first three days of an FSBO listing are critical. Buyers are watching:

• How fast you respond to messages

• Whether you're available for immediate showings

• How you react to their first lowball offer

• If you sound anxious or overeager

Common Mistake:
Responding within minutes to every inquiry, offering same-day showings, and justifying your price defensively.

What Buyers Conclude:
"This seller needs to move fast. I'll wait them out or offer low."

What Professional Agents Do Differently

Agents create strategic friction:

• They respond within 4-6 hours (not 4-6 minutes)

• They schedule showings for specific windows, not "anytime that works"

• They acknowledge low offers calmly, without justifying the asking price

• They mention "other interest" even when it's minimal

This doesn't make them rude. It makes them look like they have options.

The FSBO Seller's 72-Hour Strategy

Hour 1-24: Set Expectations

• Turn off instant notifications

• Create an auto-response: "Thanks for your interest. I review inquiries each evening and will respond within 24 hours."

• This alone changes your perceived leverage

Hour 25-48: Respond Professionally

• Answer questions thoroughly but don't over-explain

• Offer showing slots (e.g., "I have Saturday 2-4 PM or Sunday 10-12 PM available")

• Don't apologize for your price

Hour 49-72: Gauge Seriousness

• Ask for pre-approval/proof of funds before scheduling

• If someone lowballs, respond with: "Thanks for the offer. I'm currently reviewing interest from several parties. Let me know if you'd like to submit a stronger offer."

• Even if you have zero other offers, this language is fair game

The Psychology Behind It

Buyers want what other buyers want. When you act scarce, you become more valuable.

When you act available 24/7, you seem:

• Desperate to sell

• Inexperienced

• Willing to negotiate heavily

Neither is true—but perception matters.

Real Example

Two identical FSBO homes in Colorado listed the same week:

Seller A: Responded immediately, offered daily showings, engaged with every lowball offer.
Result: Sold after 47 days at 8% below asking.

Seller B: Set showing windows, required pre-approval first, responded within 24 hours.
Result: Sold after 23 days at 2% below asking.

Same homes. Different strategies. $14,000 difference in final price.

Your Action Plan

This week:

1. Turn off real-time listing notifications

2. Set specific showing availability (2-3 windows max per week)

3. Draft response templates for common questions

4. Add "Pre-approval required for showings" to your listing

For FSBO tools that help you manage inquiries professionally, check out REDBO.com.