EXPIRED CASE STUDY
KEY INSIGHTS
When offering your services to a homeowner (especially in the case of expired listings), here are the keys:
Use the Script- be in command, focused, body language
Internalize the Script- own it so it flows naturally and authentically
Know your goal- GOAL= to get the appointment.
Follow up- rarely is the appointment booked on the first call...perseverance is key.
Calls- (use a data system with a dialer to save time. Pre-record a voicemail.)
Mailers
Video messages (video text or Bomb Bomb email)- this gets you face to face with the prospective client. When you call, they already feel like they know you
Provide data- show them how effective you are (# of sales in # of months, % of listings sold in X amount of time, etc.)
Time block your routine- regeneration time is key if you're going to stay in the game
Typically there are only 3 objections from prospective clients with an expired listing:
We're going to list with the same agent
We're going to sell it ourselves
We're not going to move
How do you handle those?
Listing with same agent: Give them the rate of sale in their area. Explain that the previous agent has not met that standard. Ask what makes them think it will be different this time. Give your own stats.
FSBO: Explain that 95% of closings involve two agents. Sales price is 9-17% higher when an agent is involved. Ask if they really want to leave that amount of money on the table.
Not going to move: Point out that last week when their house was still listed, their Plan A was to move. What changed and what's the plan now? Explain that you think you can them back on track to achieve Plan A. Tell them that if they give you 15 minutes to talk through a game plan with them, you think together you can make this happen.