We all go after expired listings when a home has failed to sell during a previous listing period. There are a number of reasons why a home will not sell and some of them are listed below:
- Location
- Price
- Size
- Weak buyer base
- Defects
- Curb appeal
There are more reasons obviously, but as an "Active Rain Addict" I figured you will add to this list. Please feel free to do so.
When I meet with a prospect and attempt to pick up a listing after it has expired with another agent there are a few simple questions I ask to gain insight into the seller's perception about their previous listing experience. The answers to these questions may or may not be fact... but if something is perceived in the mind of the seller... then it is fact (to them). Here are some of the questions I ask:
- What do you feel your previous agent could have done to market your home better?
- How did your previous agent communicate with you?
- What kinds of feedback did you get from your agent regarding comments made during open house showings?
- What do you think we can do to improve the marketing of your home?
None of these questions are intended to knock the previous agent. They most certainly entered into the listing agreement with every intention to market the home in the best way possible. We all know there are reasons why good homes don't sell... and we need to learn what some of those reasons might have been so we can improve our chances of being successful
Again, these are only a few of the questions I present in my meeting with a seller who has had his/her home listed with another agent. I'm sure you can add to this list and I welcome your comments. I'm looking forward to hearing other approaches.
The end result of this meeting is that you will get valuable information from the seller and have an opportunity to make a stronger impression during your listing period. It is an important skill to be able to "listen" to your clients and learn from them!
Comments(19)