I hope everyone is taking advantage of
the great webinars from Debbie De Grote (some with Gino Blefari) and adding new
tools and skills to help grow your business. I wanted to share the follow up
from one of Debbie’s recent webinars with some great insights into adding
expireds as a lead source for your business:
I wonder if you have noticed more
expired listings popping up. It’s interesting that in some markets, even
though inventory is a bit on the low side, listings are still expiring. I was talking with one of our great
coaching clients yesterday and we were discussing the fact that even if you
contacted only 5 expireds a day in any given market that would be at least 100
per month.
If you connected with even 10% of
these, I would imagine you could add at least one listing a month, don’t you
think? One additional listing and listing sold per month is never a bad
thing.
As you read this, maybe you are all
over the expired listings. If so, good for you!
I thought I could share with you in
this email a few of my expired scripts that may help you get an even better
result from your calls and visits. If you are not working expired listings, I would like to encourage you to
do so. Why?
Because we know that they wanted to
sell, we know they were motivated enough to put it on the market, and we know
what they were asking and how the market responded to it. This makes them a pretty hot target,
don’t you think?
I know that they are not easy to get a
hold of. I also know that sometimes they are mad and difficult to deal with. I know this because of all the
conversations I have daily. I know this because my husband and daughters are in
real estate and face the same challenges working expireds as you do.
I also know how valuable they are
because when I was actively selling I worked them diligently! One month I
listed 30! Okay, here is the disclaimer: fixed rates at the time were 18%
and it was tough to sell them, so I think no one else wanted them. I did
eventually get most of them sold.
What was my secret to success with
expireds? It actually is quite simple; I got in front of them. It
would be perfect if we could get them all on the phone and close them on the
spot for a qualified listing appointment. However, we know that often
this just won’t happen.
Let me share what one great husband and
wife team shared that they are doing to win the expireds they win in their
higher-end east coast market; it’s classic! First of all, they have narrowed down their territory to the areas they
really are excited about working and the areas where they can get to easily,
that are right in their usual path of travel.
They pull the expireds from home early
in the morning, and then call those that they can to attempt to book an
appointment. They start calling at 7:30. Those that they could not reach, they split up the packets depending on
who is going to be where that day. And then they simply stop and knock on
the door, and they go back until they catch the owner at home.
They try in the morning, the afternoon,
and the evening on their way home. They try Saturday morning and Sunday
afternoon. They hunt them down! Because they don’t have many in their market, and they have narrowed
their territory, it makes it easy for them to focus on the few very hot ones
that they really, really want.
Once they get in the door, they make it
all about the seller’s motivation. They help the seller decide why the property
didn’t sell and they present a powerful and positive plan to sell it and sign
them up. You see, it’s not much different than what I did years ago as I worked
them. They are just people, they need your help, and they are 50% nicer in
person than on the phone.
Remember, your goal is to get in front
of them, so stop trying to handle all the objections over the phone. And yes, you can mail them something,
however I have noticed that in most markets too many agents mail, so your piece
gets buried in the pile. This doesn’t apply to every market, test it if
you want, and yet that doesn’t make it any less important to get in front of them!
Great thoughts
from a wonderful source of knowledge and skills to build your business! Be sure
to check out the regular webinars from Debbie and her Excelleum website: http://excelleum.com/
David M.
Hassler
VP,
Professional Development
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