1. Getting Hired By Expireds Part 1

2. *Prep for This Week’s Session*
The sales strategy in this session is to establish a relationship with sellers before their listing expires.
Be sure to spend time on this important technique, as the sales tool* you’ll introduce in part 2 will be most effective if they can create a relationship with the seller before the listing expires.
*The sales tool you’ll introduce in part 2 is a diagnosis checklist used with a seller to understand why the original marketing plan failed.
*Delete this slide before presenting *

3. Today’s Session
Today I’ll introduce an approach that will help you build a relationship with sellers of listings that are going to expire.

4. What Expires? Name some things that expire. Milk
- Your drivers license
Your credit cards
- Medications
- Any others?

5. When Something Expires
Do you wait for these items to expire or do you do something about it?
Brand X listings are no different!

6. When Listings Expire
Don’t wait for listings to expire – you can help these sellers.
You need to show them how you’ll be different from the Brand X agent who originally listed their home.

7. When Listings Expire Why do listings expire? Not marketed well
Priced too high
Lack of agent communication
Any others?

8. How Do Sellers Feel?
What are sellers likely to say when their house isn’t selling and the listing is getting close to expiring?
They probably say things like…

9. I really thought my house would be advertised more.

10. I thought my agent would be holding a lot more open houses.

11. I just think my agent could have done more to get my house sold
I just think my agent could have done more to get my house sold. Now I don’t know what to do!

12. Why Are Expireds A Good Opportunity?
Working with a seller who has an expired listing has advantages:
They’re already committed to selling.
Their frustration with their Brand X agent can be your opportunity to shine.
Any other advantages?

13. Capturing Expireds
What have you done in the past to get an expired listing? Let’s share a couple of strategies.
Now let’s look at another strategy for getting hired by expireds.

14. Getting Hired By Expireds
Guidelines for getting expired listings:
Develop the relationship before the listing expires.
Diagnose why the listing is about to expire.
Create your prescription for getting their house sold.
In this session, we’re going to focus on the first guideline.
Guidelines for getting expired listings:
Develop the relationship before the listing expires.
Diagnose why the listing is about to expire.
Create your prescription for getting their house sold.

15. 1. Build the Relationship Before the Listing Expires
Building a relationship with a seller whose listing has not yet expired might seem challenging.
This sales technique does work – if you do it so they solicit you.

16. 1. Build the Relationship Before the Listing Expires
When do most agents try to list an expired?
The day after it expires – right?

17. 1. Build the Relationship Before the Listing Expires
How do you think a seller feels when an agent they don’t even know calls them the day that their listing expires?
“You’re only interested in listing my home and you don’t care about me.”
“My home was listed for a year and I’m only hearing from you now?”

18. 1. Build the Relationship Before the Listing Expires
Building the relationship before the listing expires is a sales technique that will set you apart from other agents.
Here are three ways to establish that relationship.

19. Preview Listings Within 45 Days of Expiration
Whether you’re previewing or showing the home:
Arrange a time when the seller is home so they can meet you
Engage the seller in the conversation/tour
Demonstrate your interest in the property and your excitement in its best features
Listen to their frustrations and concerns
Listen closely to their questions

20. Preview Listings Within 45 Days of Expiration
Make everything positive
Leave your business card
Report negative showing feedback in positive light
Don’t give your opinion on price (say, “If you’re inviting me back to talk about this, I can do that”)

21. Invite Sellers of Active Listings to Your Public Opens
Use non-solicitation disclaimer
They come to shop the competition and you
They’ll invite you in…

22. Send Just Listed/Just Sold Cards
Send these cards to other active listings in your primary markets and/or farm area.
Use non-solicitation disclaimer
Promotes you’re doing business

23. If you establish the relationship before the listing expires, you can get invited in. (They’ll solicit you.)

24. Getting Invited In Here’s how you get invited in...
When you’re talking with the seller:
Project interest and enthusiasm for their home.
Express your positive feelings about the market and/or your personal business.
The next thing that will happen is…

25. Getting Invited In Seller will ask: Your response:
“Why do you think my house hasn’t sold?”
Your response:
“So, let me get this straight, are you inviting me in to talk with you about why your house hasn’t sold?”
“I’d love to come back. How is Thursday at 7:00 p.m. or would Wednesday be better?”
You just got invited in!

26. That’s what we’ll cover in the next session.
What’s Next?
Once you have established a relationship with the seller and have been invited in, you have to figure out why the home hasn’t sold.
That’s what we’ll cover in the next session.