What NOT to do with an Expired Listing

By
Real Estate Broker/Owner with Crossroads Real Estate LLC

"I can sell your house better than your old agent."  I don't know how many times I have heard that or read this in a letter addressed to me, a Real Estate Agent who had his own home on the market.  I let my listing expire which opened the flood gates to agents calling and mailing me information in an attempt to impress me.  Some of them market with the thought they have a 1 minute window of opportunity.  So they quickly go through this canned speech slamming the old agent.  Little do they know, I am the licensed Real Estate Agent. 

Here is a list of the following mistakes they have made.

1. CHECK THE MLS SPEC SHEET!!!!!!!!!!!
The MLS spec sheet clearly indicates the listing is BROKER OWNED.  This means an agent is selling their own property.  Why should I have to explain this?  If you can not read or do not spend the time to read the spec sheet, how are you going to sell any house???????  This is a clear indication on how seriously you take your job.  If you do not prepare to make a call this tells me you will never prepare for anything else.

2. DO NOT use canned speeches.  Okay so you spent hundreds of dollars going to some seminar telling you what to say and how to say it.  What does this tell people you meet about you?

3. Identify yourself when placing a call.  I thought our ethics code explained this.  Many of these agents tried to be tricky by pretending to be an interested buyer.  How many people do you think will choose to have an agent represent them if your first impression is deceitful?

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Rainmaker
742,809
Rob D. Shepherd
Windermere/lane county - Florence, OR
Principal Broker GRI, SRES

Iv'e been here before. I was amazed at the letters I recieved and they didn't even look at the info sheet, that clearly states SELLER IS A OREGON LIC. BROKER.

Dec 17, 2009 02:52 AM #1
Rainmaker
266,874
Barbara Le Pine
Advantage Real Estate, serving Lincoln County - Newport, OR
Your agent for the Central Oregon Coast!

Dennis,

Great post! I smiled as I read it, especially #1, read the spec sheet! You made me laugh out loud! Number three made me wince - what does the agent say when you reveal that you are an agent? Deceit is not a good thing in real estate!

Dec 17, 2009 02:52 AM #2
Rainmaker
513,612
Martin Kalisker
Greater Boston Association of REALTORS - Boston, MA
Professional Standards & Legal Assistant

It is true that agents who prospect expired listings should look at each and everyone of them more carefully.  Instead of trying to find 1 out of 50 that will re-list with you, I tell my agents to look at all the expired listings that come out in a day and pick 2-3 that they want to pursue getting the listing.  Part of successfully selling a home is believing in the product.  Agents that throw a generic sales pitch hoping to snag a listing will be less successful because they come across as insincere when compared to the way that my agents prospect.

Dec 17, 2009 03:12 AM #3
Rainmaker
189,386
Herb Hamilton
RE/MAX Preferred Inc. Realtors - Portland, OR
Real Estate Broker ,CDPE, Downtown Portland

Talk about old lines, how about " I have a Buyer who may be interested in your home" Thats like telling a prospective date that " You work for the CIA " 

I agree with comment # 3. Choose a few good prospects that you feel are a match and then concentrate on them.

Dec 17, 2009 09:17 AM #4
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