You REALTORS are all blood suckers!

You REALTORS are all blood suckers!

In today's real estate market real estate buyers and sellers are frustrated. Maybe no group is more frustrated than sellers with a sincere desire to sell their home who can't locate a buyer. Unfortunately many of these sellers end up as expired listings. It's no wonder then that many agents have some trepidation about calling these folks. Naturally you are afraid of what the seller might say.

The fear is you might hear things like:

You REALTORS are all blood suckers!

You REALTORS are all greedy!

You REALTORS are responsible the current financial mess we are in!

As a real estate professional you might be tempted to respond in kind and soon the conversation will spiral out of control. Perhaps this is exactly why so few real estate agents target expired listings as an important part of their lead generation activities. But consider if you could tackle this market by taking a radically different approach. How? At www.expiredlistingguru.com we model what superstars do. For instance what if you helped expired sellers to dump their emotional bucket by encouraging them to vent their frustrations. Intriguing? Let's take a look at how this conversation might look:

Agent: Hello Mr. and Mrs. Seller, my name is <REALTOR> I work with <Office Name>.  I noticed this morning that your listing has been removed from the active market.  May I ask if you would still consider selling the home?

Seller: No, you REALTORS are so greedy you only show million dollar homes!

Agent:  I understand how you might feel that way. Let me ask you were you unhappy with your last agent's performance?

Seller:  YES! He never called or even showed my home.

Agent: It sounds like you had a bad experience, let me ask you are there some things you would have like to seen done differently, perhaps a different marketing plan or more exposure on the internet?

Seller:  Yes....He never...

Agent: I understand your frustration. Would you mind if I stopped by this morning or afternoon? I am going to be in the area and I would really like to take a look at your home. I think I have some ideas that might really make a huge difference in helping you to sell your home for top dollar.

Now take the next step and really get the conversation flowing. To build rapport and trust at the home  with a frustrated seller consider using these techniques:

• Encourage - "Please tell me more..."

• Clarify "When did that happen..."

• Normalizing "I've had other clients..."

• Empathizing "I can appreciate that..."

• Soliciting "I would like your ideas on that..."

• Validating "I appreciate your willingness..."

Looking for more innovative ways to tackle the expired listing market? Visit www.expiredlistingguru.com to see forms, scripts, systems, presentations, and letters!