Last week, we started by talking about which to walk away from and how to choose the one's to prospect. Many of you shared some great tips. Seems that bad photography is right up at the top of the list with reason's why something doesn't sell.
Doesn't that amaze you? Especially given how easy it is to use a digital camera to take lots of photos and how easy it is to make a virtual tour. Point2Agent is offering free virtual tours with their edition. www.microsoft.com/photostory is also a wonderful free program that uses your still photos for a pretty cool looking tour.
What other resources are you using? Or share what you are finding works in WOWing the client?
Here are some more of my thoughts for success with expired listings.
1. Have Empathy They usually are disappointed, frustrated or just plain mad! They were promised by their 
previous agent that he(or she) could get the job done and they'd be able to move into the next chapter of their life and it was a lie! So, don't take their frustration or anger personally. Ask them, "What happened?" This is different than asking them why they didn't think their house sold-subtle but different. You'll hear clues of what they want in their next agent. Let them vent. Don't try to give your solution right away, but give them time to wind down by expressing all their frustration. This will build their perception of your communication skills!
2.Be The First Even though the common perception is that these people are getting inundated by agents, I do not ususally find that to be the case. The majority of agents are relying on passive contact. If you are the 1st or 2nd agent to actively contact them-either on the phone or if you are scared of the DNC rules, by dropping by, you have over a 60% chance of getting the listing IF they relist. Timing counts. If they are going to re-list, they may be in a hurry to get their house back on the market. Use a service like TheRedX to find the contact information, scrubbed against the DNC list and that gives you a structure with scripts and materials to manage the contacts.
3. Wow Them! You need to differentiate yourself immediately. You don't have the luxury of building relationship slowly, but must impress them with services, knowledge and skills that the other agents are demonstrating.
This is
- When you want to show up with your tablet computer!
- When you want to demonstrate your call capture system!
- When you give them an excel spreadsheet they can use as a scorecard when they interview other agents, listing your designations, your unique marketing tools!
- When you show up with a personalized copy of 450 Ideas To Get Your Home Sold Faster!
Or, what do you Wow them with??????????
More to come!
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