Expired Listings - 100 Listings in 12 Months?
If someone said to you: If you can take 100 listing saleable listings in the next twelve months I will pay you a million dollars. Could you do it? Wait! Really think about this challenge. What would have to change in your career to ensure you received your free briefcase of cash?
Probably the most important item on the agenda's would be your lead generation activities. One way that some of the top REALTORS in the nation ensure their own success is by becoming proactive. To do this they focus on sellers who have already announced that they are ready, willing, and able to sell their homes - expired sellers.
Consider a few facts:
•· In many markets over half the listings taken fail to sell the first time they hit the market. Imagine every other active listing in your market being up for grabs over the next few months.
•· Expired sellers while frustrated and perhaps a little angry are often much more likely to adjust their price and terms the second time around.
•· The vast majority of agents dismiss expired prospecting because they believe these sellers are "hard to please" or "unrealistic". Really? Have you had one of your listings expire and then be resold by a competitor? Uh-huh, me to.
To tackle the expired market at www.expiredlistingguru.com we suggest that you approach the market with a plan of action. The first step is to make the call, and quick! The faster you get to an expired homeowner the more likely you are to secure the appointment. But what in the world do you say that doesn't end in dial tone or a door slamming in your face?
After checking the state and national do not call registry's try this script on for size:
Hello, Mr. / Mrs.___________. This is <agent name> with <company name>. I have been going over my MLS records today and I noticed your home is no longer listed for sale. May I ask if you still want to sell the home?
<yes/no> Well, your home is in my market area and I am curious as to why it did not sell. Would you be interested in finding out why it did not sell?
<yes/no> What I can do is a free analysis that will determine key reasons why your home may not have sold. Would you be offended if I stopped by for a few minutes later this week and shared that information with you? Would Thursday or Friday be more convenient? Morning or afternoon?
<Decided to sell on their own> I understand how you feel and I respect that you're going to sell on your own. This information will give you an idea exactly why your real estate agent was unable to sell the home, it may give you an advantage while you market it yourself. It's free and there's no obligation. Would tomorrow be OK or would later this week be better?
<Frustrated> It sounds like you had a bad experience with your last real estate agent. What do you think was the single biggest reason your home did not sell?
<Answer> That is important. I have an analysis that can give you some more insight into what the other problem areas could have been. Would you be offended if I stopped by for a few minutes this morning or would later this afternoon be better?
Ok so let's pretend you are more of a letter writer or perhaps you just can't seem to catch some of the expired sellers at home. According to our team at www.expiredlistingguru.com you may want to tap into some of the thoughts and questions that have been rolling around in the sellers mind. For instance check out a couple of the starting lines in the top producer letter series.
Att: <Seller Name>
RE: <Property Address>
Dear <Seller First Name>,
What would your life look like today if you had sold your home 30 days ago?
If the only thing holding up your dreams is the sale of your home wouldn't you agree that it may be time for a fresh approach, a new direction, and a new set of eyes?...........
Or how about this one
Dear <Seller First Name>,
What went wrong? It's natural to ask this question when your home fails to sell the first time around. One fact that may surprise you is that nearly 50% of all homes fail to sell the first time they are placed on the market.
So what's next? .........
The key to winning in the expired listing game is consistency. Sure superstars make the calls and send the letters, but far more importantly they stick with the program by following up. They don't give up after one call or one letter. They alter their approach by changing the time of day they call or the type of letter they might use.
So 100 listings in 12 months? What's stopping you? Go for it!
Comments(7)