1 Listing per Week = $8000
X 4 = $32,000
X 12 = $384,000
EACH LISTING GENERATES A BUYER OR LISTING
DOUBLE EARNINGS TO AN EASY
$768,000
WHAT IS AN EXPIRED LISTING?
LISTING THAT WAS ON THE MARKET THAT DIDN’T SELL DURING THE PARAMETERS OF THE LISTING AGREEMENT
WINDOW OF OPPORTUNITY
TIME BETWEEN WHEN IT EXPIRES AND WHEN THE SELLER HIRES A NEW AGENT OR RELISTS WITH CURRENT AGENT
WHY DO LISTINGS EXPIRE?
THE LISTING WAS OVERPRICED
THE AGENT TOOK AN OVERPRICED LISTING AND SOON STOPPED COMMUNICATING
TOP COMPLAINTS OF EXPIRED LISTING SELLERS:
THE AGENT DIDN’T COMMUNICATE
THEY DIDN’T SELL MY HOUSE
I WAS STUCK IN AN AGREEMENT
ALREADY USING REALTOR – NO CONVINCING
ON THE MARKET – READY TO SHOW
REALLY NEEDS TO SELL
TIME CRUNCH
JUST NEEDS TO MEET YOU!! ☺
WILLING TO LOWER PRICE
TIME IS ON YOUR SIDE
LOW HANGING FRUIT
TWO TYPES OF MARKETING
DIRECT
INDIRECT
WE WILL USE A COMBINATION OF DIRECT AND INDIRECT
CALLS
IN-PERSON VISIT
FOLLOW UP
IMPORTANT NOTE:
THE ONLY REASON FOR CONTACT IS TO SET AN APPOINTMENTG
FIRST
SUBSCRIBE TO A SERVICE THAT PROVIDES PHONE #S AND INFO
ie, TheRedX, Landvoice,
Mojo, Coles, Etc
1. Access the Expired numbers early– Sort by phone #
2. Call every lead before 10AM
3. Make notes on each expired that was not reached
4. If voicemail - Leave Message and Call back later
5. All unreached leads with marked to be called later
STEP 1 - The Phone
Hi. This is Rick with ABC Realty calling about the home you have for sale. Please call me back at 210-555-5555.
VOICEMAIL
FOLLOW UP VM OR TEXT
Hi, it’s Rick with ABC Realty. I wanted to follow up on my earlier message. Are you still scheduling interviews with agents and if so when is a good time to meet?
THE SCRIPT
(MEMORIZE)
Hello. My name is Rick with ABC REALTY. How are you?
The reason I’m calling is that I noticed your listing expired today and I would like to apply for the job of getting it sold for you.
(You may get some objections here. If so, acknowledge and empathize then move on to the rest )
There are only 3 reasons a home will sit on the market this long and not sell. If it is priced right and good condition, it must be that it needs better marketing.
I have a STRATEGIC marketing plan that I would like to share with you at your convenience.
Of course I’m sure you are going to want to get your home back on the market as soon as possible so I can arrange to meet with you this afternoon or later this evening….whichever works better for you.?
WE WANT HANG-UPS!!
THE ONES WHO STAY ON THE PHONE ARE ACTUALLY INTERESTED!
NEVER TAKE NO FOR AN ANSWER WHEN A YES IS STILL AVAILABLE!!
THIS IS NOT COLD CALLING!
THESE ARE THE HOTTEST LEADS ON THE MARKET!
THEY HAVE A PROBLEM
YOU ARE THE SOLUTION!
Hand pick 10 you would like to list according to price and location
a. Hand address 10 envelopes
b. Mail expired letters before doing anything else
(TIME SAVER: ALL ENVELOPES ARE ALREADY STUFFED, STAMPED AND INCLUDE ADDRESS. RECIPIENT IS ALL THAT IS NEEDED)
Step 2: Mail
___________
TOP COMPLAINTS OF EXPIRED LISTING SELLERS:
THE AGENT DIDN’T COMMUNICATE
THEY DIDN’T SELL MY HOUSE
I WAS STUCK IN AN AGREEMENT
Greetings!
IF YOU ARE READING THIS LETTER THEN YOUR REALTOR HAS NOT SOLD YOUR HOME.
My name is Rick Tankersley and I am ABC REALTY. I have noticed that your house was recently taken off the market so I am writing to see if you still have an interest in selling.
I welcome the opportunity to meet with you to go over your Real Estate needs and update you on current market conditions in San Antonio. Together we can devise a plan that will get your home sold.
In this VERY competitive market you need a Realtor experienced in your area who will get your home sold for full market value in a reasonable amount of time.
I will offer you my __ years of experience selling homes in San Antonio and an unconditional 45 day listing agreement that you can cancel at any time with no fees to you.
I get paid when you get paid…at closing.
I promise to talk to you personally during the listing period at least twice a week with updates.
I promise to answer my phone when you call or return your call within 30 minutes Mon-Sun 8am-8pm. Try it!
210-788-9690.
If you are serious about selling your home then give me a call today and start packing! I look forward to hearing from you.
Sincerely,
COPY, PASTE, EDIT
Step 3: Visit
Pick 5 expireds to visit based on price, location and proximity to each other
a. Visit each of the 5 between 6pm and 7pm
b. Go to the door, knock and speak to the seller
c. Have Prior MLS SHEETS with red markings per example and business cards
Gather all unreached leads with phone numbers and call them before 9pm
Place all unreached leads with phone numbers to call with new leads tomorrow.
This is the consistent success cycle:
Calls -> Letters ->Visits-> Calls
Step 4: Persistent Follow Up
1. Access the Expired numbers early– Sort by phone #
2. Call every lead before 10AM
3. Make notes on each expired that was not reached
4. If voicemail - Leave Message and Call back later
5. All unreached leads with marked to be called later
Step 1: The Phone
1. Hand pick 10 you would like to list according to price and location
2 . Hand address 10 envelopes
3. Mail expired letters before doing anything else
Step 2: Mail
Step 3: Visit
1. Pick 5 expireds to visit based on price, location and proximity to each other
2. Visit each of the 5 between 6pm and 7pm
3. Go to the door, knock and speak to the seller
4. Have Prior MLS SHEETS with red markings per example and business cards
1.Gather all unreached leads with phone numbers and call them before 9pm
2. Place all unreached leads with phone numbers to call with new leads tomorrow.
Step 4: Persistent Follow Up
FOLLOW ALL STEPS
DON’T REINVENT THE WHEEL
BE CONSISTENT
BE PERSISTENT
PRACTICE AND ROLEPLAY
BE WILLING TO BE TERRIBLE UNTIL YOU GET BETTER
HANDLING OBJECTIONS
STAY ON TRACK
"A sale is made on every call. Either you sell the client on an appointment or he sells you a reason he can't meet Either way a sale is made.
EXPECT EVERY RESPONSE
KNOW EXACTLY WHAT TO SAY AND WHEN TO SAY IT!
MEMORIZE RESPONSES TO GAIN CONTROL OF PROCESS
WHEN IS A GOOD TIME ?
TODAY AT _____ OR WOULD _____ BE BETTER???
ARE YOU FAMILIAR WITH THE TECHNIQUES I USE TO
GET HOMES SOLD??
I SOLD YOUR HOME IN 30 DAYS OR LESS, WOULD
THAT CAUSE ANY PROBLEMS FOR YOU?
(CAN YOU DO THAT?)
I DON’T KNOW, I HAVEN’T SEEN YOUR HOME?
I CAN COME BY TODAY AT ___ OR WOULD ____ BE BETTER?
ALTERNATIVE CHOICE
ARE YOU FAMILIAR?
IF I COULD....
Not interested
So, you are not interested in SELLING YOUR HOME, or… Not interested in ME?
Are you familiar….
If I could....
I am relisting with the same agent
I am wondering why….. Knowing your home has not sold….
Why would you make the same mistake twice?
How much longer do you want to wait to sell your home?
Another 3, 4, 6 months… or longer????
(WAIT FOR RESPONSE)
Are you familiar….
My brother is a Realtor
ARE YOU INTERESTED IN GETTING YOUR HOME SOLD
OR DOING YOUR BROTHER A FAVOR?
Are you familiar….
I AM TAKING IT OFF OF THE MARKET
INTERESTING.
I KNOW A LOT OF SELLERS WHO GET FRUSTRATED AND JUST THROW IN THE TOWEL!
ISN’T IT TRUE …THAT YOU WOULD STILL LIKE TO SELL YOUR HOME, YOU’RE JUST REALLY FRUSTRATED WITH THE PROCESS??
IF I COULD......
You’re the 20th agent to call me!
WOW! I AM SURPRISED! THERE ARE OVER 15,000 AGENTS IN THE CITY..
IT’S CRAZY THAT ONLY 20 HAVE CALLED YOU?
Are you familiar….
The other agent is giving me a discount. Will you?
Everything is negotiable.
Since I haven’t seen your home…. I don’t know if I will be listing it.
Are you familiar….
Are you familiar with my area?
INTIMATELY!!
Are you familiar….
I haven’t seen any of your signs
THAT’S BECAUSE MOST OF OUR HOMES ARE SOLD BEFORE EVEN HITTING THE MARKET!
ARE YOU FAMILIAR….
Where were you when my home was listed? Why didn’t you bring me a buyer then?
Quite honesty, I had no idea that your home was even on the market until it came up as an expired. Of course that would not happen with my aggressive marketing plan.
Are you familiar….
Send me your information
Sure thing! What’s your email?
Are you just trying to get rid of me?
Are you familiar….