Today I ran all of the Expired Listings within our school district for the month of December. To my delight there were 6 possibilities(none which had been re-listed). I goal set to go see 3 of them ! It was a blast ! In all cases it was a positive event. Sticking to my own school district(where I reside)allowed me to be viewed as a local !Many of these expireds had already gone through several price reductions and are getting much closer to current market value ! I'm going to hit the other 3 on Friday.
But the best is yet to come ! It seems that every year there is a huge inventory of expired listings to harvest ! For some reason most listing agents have all of their listings ending on 12/31/xx every year. This creates an incredible immediate income opportunity for proactive real estate agents ! So here are some tips to remember when calling on expireds:
1. Nearly 80% of expireds will relist ! Why ? Because their original motivation still exists !
2. It is therefore crucial to uncover their "Big Why" ASAP in initial conversation.
3. Remember your goal is to tour their property. So you should attempt to do so while at their door or arrange an appointment to do so !
4. Remember to stress the TWO Primary reasons most houses don't sell, PRICE and Marketing Exposure
5. Remember no two agents are alike or offer the same services !
6. Use the "two step" listing approach so they don't feel rushed and allow time for rapport/trust to build.
7. Forecast who their prototype buyer is. Taylor your Marketing Plan accordingly !
8. Remember to differentiate your Marketing Services from their original agents.
9. Be measurable by presenting your Marketing Plan in writing .
10. Remember they have already had at least one disappointment working with an agent, take your time and develop the relationship. Keep in mind that succeeding with an expired seller could produce quite a few referrals !!!
Don't miss this outstanding opportunity to jump start your 2012 ! Be proactive and harvest ! Wishing you the best for 2012 !!!
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