Are you ready for the gold rush? It happens every year: Last few days of December and the first few weeks of January there is always a flood of expired listings. And many sellers will be putting their homes back on the market right after the holidays. Will you be ready?
Imagine…. It’s 8 am in the morning. You’re in your office having a cup of coffee while chatting on the phone with an expired listing. Pleasant, easy, friendly conversation that lasts a few minutes. The sellers are interested in selling so you agree to stop by to introduce yourself and to take a look at the house.
An hour later you meet with the homeowners, shake hands and they invite you in. As you walk through the house, you ask more questions about their situation, their reason to move, what they expect from an agent…. They want to know about the latest listings in the area and should they repair the patio before putting the house back on the market.
It’s a friendly, honest and comfortable dialog. After a few minutes you sit down at the kitchen table and jot down a few notes. Then you agree to come back at
“Boy, I wish we met you three months ago!” -the sellers say as you shake hands after they sign the listing contract. “We could have been in Florida by now.” You smile and assure them you will help them move in just a few weeks.
Magic? Manipulation? Impossible fiction? Not at all! The secret is in HOW and WHAT you communicate:
- Knowing WHAT to say
- Saying the right thing
- Asking the right questions
- Timing
- Communicating with confidence (without being pushy or arrogant)
- Feeling good and being passionate
Experience, years in the business, big marketing budget, expertise, fancy brochures, elaborate website, long client list — all that helps. BUT at the end the sellers ALWAYS pick an agent they LIKE and TRUST. And no tool can ever replace communication. Tha't why I have a brand-new live course on COMMUNICATION.
UPDATE: The Communication PLUS is SOLD OUT.
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