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?“
Conclusion:
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.
v
Love your tips Bruce!! Always something I can implement same day! Thank you
Thanks Heather! Hope you’re doing well:)
Used this script in Role Playing today and it was great. Nice and simple.
Thanks Christine, glad you’re enjoying the Role Playing!
Bruce, I agree that 3 Steps will be asked by any other agent in the different WORDS , Yes, 4th Step is just to show them picture where they are going ahead. Possible this picture is already in their mind…. but may have become DIMMER. But to me look like…. exactly at this situation….. Seller is looking for a SMART and Capable Realtor who can sell their house. Seller’s Eyes will be Focused HOW AND WHY YOU WILL BE DIFFERENT THAN HIS PREVIOUS AGENT OR OTHER AGENTS WHO CALLED HIM ALREADY….???
I ,normally, when check how the Expired / Terminated houses were sold by other agents…. 90% of the Factor is the PRICE-DOWN FACTOR.
Lot of time the agents never check how many times it was on MLS before. They always consider as a Fresh New home with New price and tell client it just came in the market.
Statistically if it is the same price it ill become again STALE int he market before it is Sold.
Last one, I agree 100% ,OLD EXPIREDS are much more Friendly than New or Just expired. Ten other agents might have called or visited Just Expired even before you make up your mind to call them !!!!!!
see you on 20th Feb in Cent 21 PC office
Good points Pal, it was terrific seeing you last week. Re: Your comments…somebody is going to list and sell their property at some point. May as well be you. The showing them that “I am different” part is 80% of a successful plan.
As we discussed in the Seminar, it’s all about HOW you say it (vs. what to say). Lots of practice needed here…lots of questions vs. a boring lecture.
Keep up the great work.