The Story
Okay so expired listings? Really? Yes, really.
Let me tell you a story.
Like you I entered the real estate business full of excitement and energy. Within a few weeks though I noticed something – I wasn’t making any money, and here’s the strange thing I wasn’t alone. Most of the agents in my office weren’t making any money either. The difference between me and them, and this is huge, was that I decided to do something about it.
You might guess that I’m going to tell you I instantly found the road to riches. Wrong. Instead I stumbled around in search of a secret bullet system, a magic formula, or a fool proof way to make a million dollars. You know what I found? No matter how much money I spent or how many seminars I attended the bottom line was always the same - I got poorer and more frustrated.
Then something changed.
Surfing the MLS pages I began to become fascinated with expired listings. Of course my fellow colleagues dismissed expired listings as somehow beneath them. I would often hear them tell each other things like:
Most of them are overpriced that’s why they didn’t sell the first time around….
Yeah, I don’t want to call and get yelled at – no thanks...
If it didn’t sell the first time why do I want it in my inventory?
It began to dawn on me that the vast majority – like 95% of the agents in my market never called expired listings. The brave few who actually did call expired listings did it only occasionally or as a “last resort”. Taking out a pad and pencil I roughed out some numbers. Here is what I learned:
ü Roughly fifty percent of the new listings in my market would expire within six months.
ü In my small market this equaled 100-200 new listing opportunities a month.
ü Most expired listings are relisted within 30 days.
ü Getting to these listings fast and creating a powerful presentation would be key.
ü Most expired listings come back to the market improved with a better price or better condition.
ü My presentation would need to allow the seller a way to “save face”.
ü Being selective about what inventory I would “accept” would be crucial to my success.
My instincts told me that if I simply targeted the expired listing market, the same market nearly every agent in my market turned their noses up at, I could not only make a living but maybe have some fun doing it.
Guess what? I was right. During my second full year in the real estate business, in one short twelve month period I listed over 150 properties, and soon went on to become listed in the top 1% of REALTORS nationwide. How? Using the same simple fundamentals outlined within Expired Listing Guru.Com.
(Retail Price $99.00) The Expired Listing Power Package includes all the tools you need to begin targeting Expired Listings like a superstar. Completely customizable these documents are delivered in a Microsoft word format.Your order will arrive instantly in your inbox and you can begin working expireds immediately! ü The Income Pipeline and Expired Listings ü Business Model for Expired Listing Superstars ü The Psychology of an Expired Listing Seller ü Ten Master Level Questions to Help Expired Sellers ü Tracking Down Contact Information for Expireds ü The Secret “Backdoor” to Expired Listings ü Ten Expired Listing Phone Scripts ü Knee Jerk Objection Handling ü How to Deal with Emotional Sellers ü Expired Listing Letter – Six Pack ü 60 Day Drip Email/Letter Campaign ü Ten Objection Handling Techniques ü The Expired Listing Analysis ü 25 Point Internet Marketing Plan ü 30 Minute Call Back Guarantee ü Seller Communication Checklist ü Homeowner Homework ü Direct Response Marketing Booklet: How to Sell Your Home When it Failed to Sell the First Time… ü Seller Pledge – Easy Exit Listing What will you say? The biggest fear agents have when calling expired listing homeowners is knowing exactly what to say and how to handle the call. For maximum results try using one of these ten powerful scripts developed by some of the top expired listing guru’s in the country. Expired Listing Letter – Six Pack Ten Objection Handling Techniques You will probably encounter about 10 major objections in your career that you will hear over and over again. Why not learn the answers and create a new confidence level within yourself. When you can answer nearly any objection you will have the ability to operate on a new level. The mega producer level! Expired Listing Survey Why did the market reject my home? That’s what expired sellers what to know – but how can you deliver the answers in a way that puts you in a position to become the homeowners next listing agent? Use an expired listing questionnaire! This powerful tool is what expired listing guru’s have been using for years! 30 Minute Call Back Guarantee What is the number one compliant about real estate agents? A lack of communication! This is almost always a key reason why a seller is not re-hiring their previous agent. A communication guarantee can set you apart from the competition by helping to alleviate the concern that a seller is only going to get more of the same. Home Owner Homework Strong agents educate their clients about what it takes to sell their home. This is especially true when guiding expired listings on how to position their home to sell the second time around. Your sellers need to improve their homes condition to make it “show ready” but how do you tell them what to do in a tactful way? Use this simple form! Communication Checklist How often does your new seller client want to be contacted? How do they want to be contacted? What is the best way to demonstrate your level of service? The answer is to use a communication checklist that will identify your seller’s preferences. A communication checklist will help to establish expectations and the stage for success with your new seller clients. Seller Counseling Questions Once you have set an appointment with an expired listing how can you increase your odds of success? You need to become a master at asking the right questions at the right time! To instantly improve your skills try using this powerful list of seller counseling questions as your guide. Top Producer Tip: Don’t be afraid to print the form out and bring it along on your next appointment. Sellers will appreciate your professionalism and commitment to detail. Order Today - 4 FREE Bonus Items: Order Today and receive the bonus materials -Using Facebook to Target Expired Listings plus Three Best Selling Books written by Jim Remley – over 1200 pages of valuable real estate information! These books are packaged with your order and deliverd instantly to your inbox!
- Jim Remley
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