expired listings: Using a Consultative Approach with Expireds - the Favorit-est Tips!
- 05/28/12 10:59 PM
Last week we did a little teleseminar show in the SWS Virtual Studio called "Using a Consultative Approach with Expired Listings," where we discussed a better way (IMHO!) to work with frustrated homeseller wannabe's than the traditional pushy, salesy nonsense that's preached as gospel in our industry. By "consultative" I mean that you go in with an attitude of "What Went Wrong and how can we fix it?" as opposed to an attitude of "please sign this here listing agreement so I can put MY sign in your yard for another six months and oh, yeah, you were overpriced, that's why … (30 comments)
expired listings: Using a Consultative Approach with Expired Listings-Free Teleseminar
- 05/22/12 10:44 PM
Expired listings... potentially an incredible source of business, but for many agents, simply too tough of a nut to crack. After all, every other agent in your office is pursuing them, perhaps agents with longer track records or "better" sales skills than you feel you have. And you hate the idea of bothering people at home with an unsolicited phone call or, egads, a knock on the door. Besides, if the first (or second or third) agent couldn't sell the home, what can YOU do differently to enjoy a better outcome? Ahhhhhh... great questions... valid questions... and, fortunately, ANSWERABLE questions! In … (6 comments)
expired listings: My Sign is Prettier than Your Sign!
- 12/11/11 11:28 PM
I just got off the phone with one of my consulting clients. Poor guy. I nearly took his head off with my impassioned rant about the priorities of the real estate industry. He handled it well, I must say, although I could tell his patience with his trusted mentor (that would be me) was wearing thin. But I just couldn’t help myself… Nothing like a good rant to re-energize your day! We were talking about the pursuit of expired listings. My client has all sorts of ideas on how to approach expireds (I really hate that label, but shall use it here … (16 comments)
expired listings: Is it Your Fault if Your Listing Doesn't Sell?
- 08/10/11 02:06 AM
A few months ago, I was contacted by one of my customers who had just purchased my Listing Analyzer for Expired Listings which is a dandy little tool to help agents figure out why an expired listing didn't sell with the previous agent... and what they can (and should) do better this go-around. She was a little miffled by something she saw in there - specifically - my implication that the previous listing agent "failed" to sell the house and that somehow, that was HIS/HER fault! She asked me: "So, Jennifer, you're saying that if I can't sell a listing, it's … (59 comments)
expired listings: Live in the SWS Studio Wednesday, July 14th - From Expired... to Lead... to Listing
- 07/13/10 01:25 AM
In early June, we (expired-listings-god Borino and I) held a teleseminar in the SWS Virtual Studio about Soulfully Prospecting to Expired Listings. Our goal was to assure agents who Sell with Soul that they can, indeed, succeed with expireds without resorting to pushy, cheesy or silly tactics and pitches. But so many questions came in during the show ABOUT the nuts and bolts of an effective expired listing strategy that we realized it made sense to DO a nuts and bolts show about an effective expired listing strategy. So, that's what we're doing. (And no, it is not an infomercial for … (11 comments)
expired listings: A Soulful Approach to Expired Listings - this Saturday Live in the SWS Studio
- 06/01/10 08:47 AM
I used to lump the pursuit of expired listings (and for that matter, FSBO's) into the same category as cold-calling, door-knocking and farming. As in (and I quote from the introduction of Sell with Soul): "For those of you who shudder at the thought of chasing down your prey, this book is for you. First, I'll help you build your business using respectful, non‑invasive techniques. No farming, cold-calling or door-knocking. You won't have to hunt down For Sale by Owners (FSBO's) or Expired listings if you don't want to." However, upon further reflection, I'm realizing that there is something truly "soulful" … (9 comments)
expired listings: Real Estate Prospecting - Turning Cheese into Soul - Expired Listings & FSBO's
- 11/30/09 11:48 PM
Here's the first installment in a series - Turning Cheese into Soul. For the record, I have never seriously pursued Expireds or FSBO's myself; however, I have BEEN an expired listing and have appeared to be a FSBO, so I speak from the perspective of a consumer, not a real estate agent or trainer. And I tell ya - the expired and FSBO campaigns I've personally been the recipient of are pretty darn cheesy. Obviously the agents are taking a shotgun approach to getting business from us poor saps who desperately need their "professional services." The good old Numbers Game - throw … (22 comments)
expired listings: An Introvert's "Guide" (of sorts) to Prospecting Expireds & FSBO's
- 08/31/07 03:34 AM
Before I write another word, I want to state, for the record, that I have absolutely no experience prospecting to expireds or FSBO's. So take what I say with the proverbial grain of salt. And, please note... this blog is not meant for outgoing, extroverted, natural salespeople. You guys don't need my help! I'm writing for the Reluctant Salespeople among us - those who hate to take the risk of bothering or pestering anyone ‘cause that's just our nature (and no, we're not weak salespeople or scaredy-cats, we're just different from you). Okay, enough disclaimers & disclosures. If you choose to … (20 comments)
Last week we did a little teleseminar show in the SWS Virtual Studio called "Using a Consultative Approach with Expired Listings," where we discussed a better way (IMHO!) to work with frustrated homeseller wannabe's than the traditional pushy, salesy nonsense that's preached as gospel in our industry. 
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