The Opportunity
Successes
The Expired/Cancelled ”Mindset”
The Expired/Cancelled “Choices”
A System
Prospecting Dialogues
Uncover Old Motivation/Needs
The Expired Replies & Our Responses
Have a Re-marketing Plan
Appointment Setting Dialogue
Follow Up
THE OPPORTUNITY:
Over 755 Expired/CANCELLED LISTINGS in Irvine & Adjacent Cities last 180 days as of 6.5.23
581 are over $1 Million 77%
Christies, Luxury Portfolio, LuxuryRealEstate.com Greatest Point of Differentiation
Success Examples:
$1,098,000 Double Ended
Listed with previous broker, 90 days No Sale
$1,140,000
Listing previously 90 days, No Sale
Sold 3% FT List Side 2% buy side
The Expired Mindset:
Edgy
Displacement
Rationalize
Reaction
Who Should Work Expireds & Cancelled Listings?
Buyers Agents
Pre-Expired Listings
Sellers Choices:
Plans Changed stay off the market
List with the same broker
Remodel or build addition
Go FSBO-not likely
List with YOU!
Start “farming” 50 Expireds AND Cancelled Listings (NOT “H” or ”W” status)
Narrow down once you’ve determined some of the above, and farm the potential “Movers”
PROSPECTING APPROACHES:
I have a buyer
BBA Clients
Remarketing Specialist-Not a lack of buyers, lack of marketing. Upgrade your marketing?
Has anyone explained why your home didn’t sell?
Not in ”Alignment to Sell”
Is it ok to take a look while we’re here to keep you home in mind for our buyers
Motivation?
Needs?
Timeline?
Expired Door knock Prospecting dialogue
I’m sure you’ve figured out that your home came up on our computer as an expired listing……(I’m getting lots of calls)…I understand…you’ve probably received 100 calls by now….ever wonder where all these realtors were when you were listed?...(Sure have…did you show my home) …No, your agent did not have your property in alignment…do you know what that means…(No) …can I show you?...(Sure)…Great, can I come in?...(Sure)
If your home had sold …where would you have gone next? (Newport) That’s exciting!
Why Newport? …(I grew up there)…Great!
…what do you think stopped your home from selling?... (The market)…
Really! Currently, there are 162 homes for sale in Irvine and 94 went into escrow (pending) plus 345 closed escrow in the last 60 days! (4.12.23 – 6.12.23)
It was not the market… that caused your home not to sell…. it was the lack of marketing & exposure(alignment of your home within the market!)
As you can see plenty of homes are selling…however, you must be perfectly aligned in all areas of this market to get sold….
If we could get your home sold would you still like to move to Newport? ...( I don’t know)… Great!
This market has lots of options for you…here are a few…..1) sell high and buy low…2) sell, get your money off the table and buy back in at the bottom of the market…3) sell, get rid of your mortgage debt and rent for a while… save a down payment for the bottom of this market and buy back in…
there are opportunities in this market; when can we sit down and go over your options…is tonight good for you?
Hi, this is with First Team Real Estate. Your home recently appeared on a list that you are no longer on the market.
Would you still like to get your home sold?
Has anyone told you exactly why your home didn’t sell?
The number 1 reason why your home didn’t sell was marketing…are you still open minded about different marketing ideas?
From April 12 to June 12 2023 345 homes closed escrow & 94 more sellers accepted offers and went into escrow in Irvine.
There’s not a lack of buyers in the market, there was a lack of marketing. Are you interested in upgrading your marketing? (Show the Top Brokers Report: We sold more buyers a home than our top 3 nearest competitors combined).
Was there some reason why you didn’t list your home with a California base company?
I’ve been dying to call you but the code of ethics prohibits me from calling you during your listing period. I specialize in representing homes that didn’t sell that I think should have.
I’ll do 2 things for you. Number 1, I will be able to determine exactly why your home didn’t sell and should you decide to sell again, I will assure you that it does sell this time. Would knowing those 2 things help you with a decision?
if I can prove to you in 20 minutes that we have the most successful buyer delivery system in the Real Estate industry wouldn’t it be worth investing those few minutes to see how it can benefit you.
If no one home, leave a note pad with “…would you entertain an offer on your home at this time?”…
EXPIRED & CANCELLED LISTINGS
OBJECTIONS:
Hold off for a while
Why are you different?
Relist with neighborhood expert
Don’t need to sell
Not interested in listing
Only Sell if I get $ XXX
Already Got 10 calls
Why you?
I have a family member I’ll list with
Bring your buyers by
You can have both sides
Plans Changed
Appointment Setting Dialogue:
I’ll do 2 things…Show you why your home didn’t sell…assure it does this time…Knowing that help?
SOLUTIONS:
Ideally, when would you like to move?
Why then? Let’s get together, we can discuss the most optimum time for you to make a move. Would know how to time the market, help you out?
Your home was invisible to Million of High Net Worth Buyers…
Doesn’t it make sense to compare marketing strategies?
Why were you on the market initially? Uncover old motivation & needs
At what price might cause you to become a seller?
Do you want to get as much money as possible?...Establish how price is maximized
I’m not interested in listing either, I’m interested in getting you on the sold list
10 calls? I can make that stop
Always use Top Broker Report comparing buyers
I’d like to bring my buyers by, however, they may fall in love with your home and want to buy it and we haven’t figured out your replacement home, how much money we can net you etc.
You’re mentioning that to save on the commission, right? Let’s get together & discuss putting more money cash in hand at COE
Compare Marketing Strategies?
Your home was invisible to millions of High Net Worth buyers, not on LuxPort, Christies, LuxRE.com
If I brought you an offer that gave you a net acceptable price, would you consider such an offer?
Getting in the door:
Is it ok to take a look while we’re here to keep you home in mind for our buyers
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What is your Re-Marketing Plan
“The Ultimate Listing Launch” Strategy and all the pre marketing 10 days. 7 days. 3 days prior to launch.
BombBomb 4,000 emails Circle Prospecting
Buyer Capture System:
Listing Appointment Loop
Sneak Preview
Property Needed
First Look
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Alignment:
Price
Condition-
Marketing
Compensation
4 showings in a Digital World:
Returned in a search
Listing selected/viewed
Drive By
In the door at private showing or open house�
Use SOLD Report to show results�
Reverse Prospecting in Real Scout
Dynamic market requires weekly assessment
Rate Shift, Seasonal Shift, Supply & Demand Shift�
Property Boost KVCore
Targeted Social Media Marketing
Follow up:
1 “I will do 2 things for you….#1 I’ll show you why your home didn’t, and #2 should you decide to make a move, I’ll assure it does this time. Would knowing those 2 things be worth spending 30 minutes of your time?
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2 Trendgrafix
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3 Screenshot the Property Needed Loop and the Buyer Pipeline showing how many buyers we have
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4 Show the seller how many homes have sold in their Village and/or Zip Code. Their Home was not in alignment to sell.
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5 Alignment: Marketing, Condition, Compensation, Pricing
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6 Send the AVM algorithm reports
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7 Top Brokers Report…"Not a lack of buyers, a lack of Digital Strategic Marketing to get the buyers”
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8 Highlight MLS errors. Look for things like Schools omitted in the MLS. Ask the seller/expired, “how important do you think the schools are when looking for a home for your family?”
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9 Show your previous sold homes that were previously listed with another broker
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10 Top Broker Report showing First Team VS. their previous Broker. “anyone can sell a home, we do it 10X’s more in a quicker amount of time. Show we have X % more buyers etc.
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11 Send BombBomb Video if you have their email. Or print the link to your BombBomb video that you posted on YouTube
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12 “I specialize in selling homes that didn’t sell that I think should have”…I am part of the “ReMarketing Specialist Team” at First Team Real Estate.
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13 Send a QR Code that lands on your video link explaining any of the above ideas.
FIRST TEAM SOLD 129,458 HOMES OVER THE LAST 15 ½ YEARS
FIRST TEAM SELLS 8,352 HOMES PER YEAR ON AVERAGE
52 weeks in a year; 260 Business day/year; X 8 Hours=2,080 Hours in 260 Business Days
FIRST TEAM SELLS 32 HOMES EACH BUSINESS DAY
FIRST TEAM SELLS 4 HOMES EACH HOUR
FIRST TEAM SELLS A HOME EVERY 15 MINUTES OF EACH BUSINESS DAY
1. Post to followers on FT FB, Twitter, Instagram, LinkedIn, Talk of the Town
2. 2-3,000 agents in geo area
3. Link for agents to email their database. Link/site hosted by Lucid Press
4. Ad for targeting buyers doing searches
5. Ad for targeting buyers doing searches
6. 11 X 6 Color Postcard
7. (50) one page brochures or (50) four page brochures
8. One of Six on a full page or the 7th full page (if selected) 40,000 Circulation; 144,000 Readership