By Robert Urban, FSBO Seller, Amateur Background Checker, and Guy Who Has Politely Said “This House Is Still Available” 47 Times in One Week
So, you’re selling your house yourself.
You’re the listing agent, the showing agent, the marketing team, the therapist, the tech support, and now — surprise! — you’re also the gatekeeper of who’s actually allowed to buy it.
Because here’s a cold, hard truth:
Not everyone who messages you is a serious buyer.
Some of them are:
- Daydreamers
- Window shoppers
- “Thinking about relocating in a year or two” types
- And the occasional weirdo who just loves walking through homes with no intention of ever buying
If you don’t qualify buyers before you show them the place or accept an offer, you risk wasting your time, slowing down the sale, or accidentally entering into contract with someone who couldn’t finance a cup of coffee.
So here it is — your no-fluff, laugh-through-the-chaos guide to qualifying buyers as a FSBO seller in Florida.
Step 1: Ask the Right Questions (Without Sounding Like You Are Interrogating them)
The goal isn’t to interrogate people like you’re on Law & Order: Home Seller Unit.
It’s to politely figure out if they can actually afford to buy your home before you rearrange your life for a showing.
Here are the magic words:
“Are you working with a lender or paying cash?”
Boom. That’s it.
No accusations. No drama. Just a simple, polite question that separates the dreamers from the doers.
If they say:
💬 “We’re paying cash.”
Follow up with:
“Awesome! Would you be open to sending over a proof of funds letter or a bank statement when you’re ready to move forward?”
If they say:
💬 “We’re getting a loan.”
Say:
“Perfect — do you have a pre-approval letter I can keep on file with the offer?”
If they say:
💬 “We’re just browsing.”
What they mean is: They are not your buyer.
Thank them, smile, and do not deep-clean your house for them.
Step 2: Know the Difference Between Pre-Qualified and Pre-Approved
Let’s decode the mortgage mumbo-jumbo real quick:
✅ Pre-Qualified = “They filled out a form and nobody checked anything.”
This is a lender saying, “In theory, if they’re not lying and their credit score isn’t 408, they might qualify.”
✅ Pre-Approved = “We actually looked at their income, debts, and credit, and they’re legit.”
This is what you want.
Ask for a pre-approval letter dated within the last 30 days, on lender letterhead, with an amount that covers your asking price.
If they can’t provide that, they’re not ready.
It doesn’t mean they’re bad people. It means they’re still working on it — and you shouldn’t base your life or your closing timeline on a wish.
Step 3: Be Upfront in Your Listing
Save yourself the drama by setting expectations in your listing from day one.
🛑 “Buyers must be pre-approved or show proof of funds prior to showings.”
🛑 “We love curious minds, but please schedule a tour only if you’re ready to buy.”
🛑 “We are not accepting offers from buyers who need to sell their home first unless they’re already under contract.”
This filters out the looky-loos and casual browsers who “just love real estate” like it’s a personality trait.
Step 4: Don’t Feel Bad About Saying No
You’re not being rude. You’re being smart.
You’re selling one of the biggest assets you own — not renting a bouncy house.
You have every right to say:
- “Let’s talk once you’ve spoken with your lender.”
- “Feel free to reach out again when you’re ready to move forward.”
- “I’m only doing private showings for pre-qualified buyers.”
Realtors do this all the time. You’re not being a jerk — you’re running a business.
Step 5: Understand Who’s Actually Buying (and Who’s Just Tagging Along)
Here’s a fun FSBO surprise:
Sometimes the person emailing you isn’t even the buyer.
- Sometimes it’s a friend scouting for someone else
- Sometimes it’s a parent trying to “help” their adult kid
- Sometimes it’s someone looking for investment properties on behalf of a client, company, or made-up trust
If they’re not the buyer, you don’t need to hand over your life story.
Just ask:
“Are you the decision-maker or helping someone else?”
And go from there.
Step 6: For Cash Buyers — Get Proof. Always.
If someone says they’re buying in cash but can’t show proof of funds, that’s a red flag waving from a parade float.
Acceptable proof:
- Bank statement (feel free to ask them to redact account numbers)
- Letter from a banker confirming available funds
- Screenshot of a brokerage account (with their name on it)
If they get offended by the request, ask yourself:
Do I want to be in a legally binding contract with someone who’s insulted by basic due diligence?
Didn’t think so.
Also, remember photoshop is amazing right now and easy to make any document. Verify everything. Especially for cash buyers.
Step 7: Watch Out for Red Flags During Communication
Sometimes the warning signs aren’t in their finances — they’re in the way they text you.
🚩 Vague or evasive answers about financing
🚩 Overly pushy to see the home now now now
🚩 Weird urgency but no real paperwork
🚩 Overly emotional sob stories followed by a lowball offer
🚩 “We’d like to do a rent-to-own with no down payment” (No, thank you.)
Your gut matters. If someone feels shady, chaotic, or impossible to pin down, you don’t have to move forward.
Step 8: Set a Process and Stick to It
Here’s a simple flow that will save your brain:
- Inquire? → Ask if they’re paying cash or getting a loan.
- Interested? → Ask for pre-approval or proof of funds.
- Approved? → Schedule the showing.
- Like the home? → Submit written offer with required docs.
- Offer accepted? → Escrow opens. Timeline begins.
Boundaries = efficiency.
Your time is worth protecting.
You’re the Gatekeeper Now — Act Like It
When you sell FSBO, you’re not just the seller.
You’re the bouncer at the velvet rope.
- Let in the serious buyers
- Politely decline the looky-loos
- Ask for paperwork up front
- Trust your instincts
- Use contracts that protect your time and sanity
Because selling your home shouldn’t feel like hosting an open mic night for people with no budget.
Good luck. I am rooting for you,
Robert Urban