How would you like to take old expireds and make them one of your best sources of business from now on? (FYI…I realize that in some areas you can’t call expireds – old or new)
Let me show you a four-step strategy that I used when I was selling. One that all my coaching clients are using now very effectively. You can go back three years with old expireds, the time frame doesn’t matter. Here’s the first step:
1. “Mr. and Mrs. Jones, it’s Bruce Keith calling from ABC Real Estate. I noticed you had your home for sale at 123 Main Street a while back. Did you ever sell it?” If the answer is no, carry on.
2. Second question. “Oh that’s too bad, what happened?” Let them tell their story. This lets them get it out of their system and it allows you to build some rapport plus show some empathy. Once you’ve figured out what happened, then the next step is to find out their motivation.
3. Step three, ask them…”I’m curious, Mr. and Mrs. Jones, if you had sold your place where were you going and what was taking you there?
4. Now, number four is the crunch question. This is the one that makes all the difference in moving forward to help them. “Mr and Mrs. Jones, this sounds very exciting. Let me ask you this. If we were able to get your home on the market and get it sold for a reasonable price in a reasonable amount of time, and get you moved to Chicago, would you still want to move?“
What you’ve done is you’ve instilled something in them that wasn’t in there until you called. You’ve given them hope. They didn’t have any hope until you called.
This conversational approach works like a charm and you will to get business out of it. Four questions and give them hope. They will be happy you called. NO Excuses.
FYI…this technique is taken directly from the “All the Right Words” Scripts & Dialogues Package
Two Questions for You…have you used this approach before? Ever noticed that Old Expireds are much more friendly than New Expireds?
Leave a comment below and share your insights.