Build your relationship and earn their trust.
You can continue to systematically follow up and ask how their sale is going. Give them any insight you have. but don’t ask them to list with you. By demonstrating your helpfulness, expertise and even friendliness, when they cave finally (which 91% do, so it’s probably going to happen) it will be a simple choice for them when they call you.
You know they will eventually list. You just don’t know WHEN.
This is why prospecting is not a great way to go after FSBOs. Or at least the standard way of doing it. With that system, after you didn’t get a listing you move on to the next leads. So that’s where this ideology differs. Don’t ask them or pressure them, and they stay a warm or even hot lead.
What are you going to say the next time you call the FSBO?
“Hey, you didn’t want to list the last time I called you. Do you want to list today?”
Don’t go that route. But, if you have any materials or helpful things they can use, this will win your trust over. Offering a limited-service option, bringing up your stats and using certain lead-generation tools are good but it’s best just to inform them of these things while or sandwiched around your advice and tips.
Even if the FSBO sells on their own, you can add them as a contact to your database for regular contact and maybe they’ll turn into a referral.