3 . Distrustful
Six Steps to successfully working with Expireds
- Be quick & persistent.
- Confirm that they want to sell.
- Understand their frustration, empathize, listen and let them express themselves.
- Renew their motivation.
- Do not blame the price or the property.
- Your goal is to get an appointment not make a presentation on their doorstep.
Contacting the Expired Listings – Drop By In-Person. No Mail!
Rock the Door Knock
Visit the listing the day/evening they expire when possible. If nobody is home. Keep going back. Your competitors will give up after one no-one-home visit or unanswered phone call. Stick with it and WIN.
A face-to-face meeting is always superior to a mail piece or a phone call.
Determine the geography that you are committed to working. Don’t pick an entire city. Start with a defined geographical area, like The Woodlands. Certainly, if you are farming, there should never be an expired listing in your farm that you don’t door knock the day it expires.
Click HERE for easy step-by-step instructions on how to swiftly look up Expired Listings in your target area.
What To Take With YOU.
A positive, confident and helpful mindset.
Wear you Name Badge. Click HERE to order yours.
Your business card/personal brochure. Click HERE to order yours for our GG Marketing Department.
The MLS expired Listing printout.
What To Leave If Nobody’s Home.
Leave the expired listing printout with a sorry I missed you note on the blank reverse side. Staple your card or personal brochure to the printout.
Market Report Info.
Place all this stuff in a manila envelop and leave it behind.
Door Knock Dialogue
For listing that Expired a month or more ago, You Say:
“Hi. My name is “Your Name” with Better Homes And Gardens Real Estate Gary Greene. I stopped by today because in my Multiple Listing Service research I see that your property was on the market last Fall/Winter/Spring/Summer and it didn’t sale. Our slow 2017 real estate market has improved dramatically, I was stopping by to ask if you still wanted to get your home sold. If you could get your price and terms?
For recently Expired Listings You Say: Hi. My name is “Your Name” with Better Homes And Gardens Real Estate Gary Greene. I stopped by today because in my Multiple Listing Service research I see that your property is no longer listed in the MLS. Our slow 2017 real estate market has improved dramatically, I was stopping by to ask if you still wanted to get your home sold. If you could get your price and terms?
The Seller will respond…..the game begins.
You can anticipate the seller asking one or more of the following…
We’re going to sell it ourselves.
We’re going to relist with a friend.
You’re the fifth person to stop by/call/mail…where were you when I had it for sale?
Have you seen my property? Why are you here now?
Do you have a buyer for my property?
What do you charge? We aren’t paying 6%!
All you realtors do is put a sign in the yard, put it in MLS and disappear…I hate all realtors!
What makes you so special?
What can you do for me that hasn’t been done?
We’re going to take it off the market for awhile.
We don’t need to sell unless we get our price.
We don’t know what we’re going to do.
Allowing the seller to vent and asking “smart” questions will keep the conversation moving forward and help you discover what their original motivation for selling was, and how you can help the seller achieve their goal.
Your goal is to keep the conversation going long enough to discover how you can get an appointment to offer a solution to their problems. While answering questions and responding, NEVER EVER BLAME THE PROPERTY OR THE PRICE. (There is only one reason that a home doesn’t sell in our market place. And that’s because of the marketing. I’d like to show you how we/I can UPGRADE the marketing of your home.)
Remember you’re there to ask for an appointment to present your solutions. Do not make a listing presentation on the doorstep
The following questions will help you with an effective approach. Be professional, candid, positive, honest and proactive. The seller needs your services to succeed.
Questions to ask the Seller…
Where did you want to move to?
Why were you originally selling?
Are you still open minded about different marketing ideas for your home?
Has anybody told you why your home hasn’t SOLD? (There is only one reason that a home doesn’t sell in our market place. And that’s because of the marketing. I’d like to show you how we can UPGRADE the marketing of your home.)
Why do you feel your home didn’t sell?
Understanding what to say and how best to say it are critical. Listening, active listening is even more critical.
We recommend you study as many variations of approach and conversation as possible. Practice them. Use them. Refine them. You’ll know when you hit that sweet spot. You will find that people respond, and you feel good and confident about your interacidtion. That’s what you are looking for, and that will take time, practice and execution to refine.
Here are some variations we recommend for study:
Realtor.com – includes various samples from different Realtors
After discovering the seller’s original motivation for selling and determining how you might help, ask for an appointment.
Example: “I understand how frustrated you must be. Let me ask you a question, if you could get your property SOLD for a price and terms that were acceptable to you, and you could have a guarantee that the services would be delivered as promised, would you be open minded to new ideas that would: (renew their motivation by asking questions like you see below)
Help you get your home sold and move your family into a new home closer to work with a shorter commute, so you could spend more time with your family.
Help you move your family into a home with a big pool?
Help you move into that new home that would have the extra bathroom for the kids?
Help you make that move to Colorado so you can enjoy your time fishing?
Help you make that move to a new home with a big back yard so the kids can roam around?
Help you make that move to a home with a three car garage so you can set up that workshop you’ve wanted for so long?
You get the idea. Ask a question that focuses on their primary motivation.
If an appointment is not granted, follow through & follow up.
If the seller will not grant you an appointment, ask permission to follow up from time to time to see if there is anything you can do for them.
We recommend this form of the question:
“Would you be offended if I followed up from time to time?”.
Follow up your conversation with a “Thank You” note.
Add this prospect to your mailing and email lists.
To keep you informed and provide relevant information for follow ups, create an auto-email notification for this neighborhood. When possible, enroll your prospective seller in the auto notification and Anniversary CMA program as well.
Let’s get started. Success awaits:-)