Resistance

YourCoachingMatters.com 2013 Edition

ZERO

Expired

ExpiredsA Month

ThreeHow to List

Prospecting

Week 3

Homework Week 2 How’d it Go?

• Call 5 New Expireds everyday this week.

• Practice & real play the script at least 5 times a day.

• Record all the weird/funny/objections that you received.

• How would you handle this?

I’m going to wait until fall to remarket it.

• Do a sample CMA using the template

Dealing with the other “Consistent Expired Agents”

• There’s only going to be one or two of them in your marketplace and the others will give up...

*Bring those agents’ stats if you have access to them.

• Spend time and create rapport by asking questions. Mirror, Matching and Mimicking.

• Be more Prepared than they are.

• Be more Professional than they are.

Letters and Postcards

Mail – a distant 3rd!

And mailing costs Money!

But it does reach absentee owners!

Door Knocking

2n

d

Phone Calls - Most effective!

Let’s look at some "sample letters”

EXPIRED

SUCCESS

CYCLE

INTRODUCTION

DISCOVERY

PRESENTATION

NEGOTIATION

CLOSE

REFERRALS

The Expired Success Cycle

First Impressio

n

Gain Rapport

• Ask questions• Listen• Get them

talking

Set Appointmen

tOr Move to Next Step

• Get Face to Face

• Follow-up

Introduction

The Expired Introduction

• Be prepared for reflex “no”

• Motivation?

Conversation Flowing

• Open Ended Questions

• Use the Script• Google their

phone number address etc

Build Relation-

ships

• Listen to them• Offer help• Just trying to see

the home

Motivation

• Still want to sell• When• Earn the right to

interview

Get Face to Face

• Use the script• Stop by

The Expired Discovery

Discovery

The Expired Presentation

We need to meet

• Determine why didn’t sell

• Motivation

Where do buyers look

What it will take to get it sold now

Presentation

Realtor.com,MLS,CompanyMy website.How was home presented

When To Let Go

You’ve talked or met

They haven’t signed a listing contract

You need to either “done” them

ORPut into follow-up as long

term leads (expired not hired)

Send A Ball

Ninja Techniques

We’re preparing an offer where do we deliver it?

(For use with investors clients only)

The Open House Approach: Search for expireds up to 2 years old when you host an open house in an/area/neighborhood.

Hi, my name is ____ and I am with ______ The reason for my call (or visit) is I will be hosting an open house in our neighborhood at _____________.

In doing my research I couldn’t help but notice that your home was listed at one point.

May I ask if you would consider selling?

Ninja Techniques

The reason I ask is that often I will have have people come by during an Open House who like the area but the house isn’t right for them.

If I had another listing to show them it would be helpful.

Would you be open to selling to a qualified buyer?

I understand you’re wanting to think about it.

Let me ask you, would you be open to allowing me to at least preview your home? Then if you decided you would be open to selling we can get back together.

Hi Mr and Mrs ____________ I noticed this morning that your listing had been removed from the MLS (sign was removed in Canada.) You know I actually (learned, toured, discovered, noticed) that your home includes (swim and tennis, water access, golf course access, energy efficiency, etc.) I personally think this makes your home very unique compared to the competition. Did you have many showings?

Would you consider selling if you had a strong offer from a qualified buyer?

I know having your home on the market can be frustrating … I want you to know my goal isn’t to keep your home on the market for months on end … my goal is to generate an offer in the first 30 days.

Researched and Better Benefit

My approach to getting homes sold is different from ,my competitors in that I will get your home in front of 90+% of every active, qualified buyers in your price range within the first 7 days. I’d really like to meet for a few minutes to share this plan with you. Fortunately I have some time free this afternoon or does tomorrow morning work better for you?

Hi Mr and Mrs ____________ I noticed your home is no longer listed for sale (sign was removed in Canada.) May I ask if you received any offers?

Let me ask you – would you accept $X (20% less than list price) from a qualified buyer?

Very Direct

(Yes/Maybe)

The reason I ask is I think I can help you secure an offer near that price within the next 30 days. Would you be willing to meet with me to review my marketing plan?

(No)

Understood, may I ask if you are still interested in selling? (Yes)

What price would be acceptable to you? The reason I ask is I think I can help you secure an offer within the next 30 days but price is always the issue. Would you be willing to meet with me to review my marketing plan?

Homework Week 3

• Call 5 new Expireds everyday this week • Practice and real play the script at least 5 times

a day easy• Look at your market stats and get confident

with them• Record all the weird, funny things, objections

that you receive• How would you handle this? "I’m going to try

FSBO"