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***Read this slide and then delete for presentation***

Learn how to succeed with frustrated sellers and secure expired listings. Preview properties, diagnose the problem, and offer solutions. Get prepared and stand out from the competition.

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  1. ***Read this slide and then delete for presentation*** For a successful session, all attending sales associates should bring 5 Expireds to call in their farm area/market area. Order Expired Brochures to hand out at your session Make copies of the SAMPLE Completed MLS and Expired Checklist to review and discuss Make copies of the BLANK Expired Diagnostic Checklist to hand out

  2. Get Hired by the Expired! Strategies to help you succeed where others failed

  3. They had their home on the market for over a year with two offers that fell apart each time. • They lowered their price three times. • Frustrated and angry, they’ve decided to “take a break” from the hassle of selling. Meet John and Ann Mitchell • They knew the opportunity in the market would afford them more space for their plans for a family, but maybe they’ll just hold off. • Can you help them?

  4. You CAN help them. Share your approach in working with sellers who are frustrated and upset in trying to get their home sold. Let’s Discuss . . .

  5. Do you have a system to identify properties that are nearing expiration? Do you preview these properties for your buyers? If you’re serious about Expireds, why would previewing the soon-to-be-Expired be a good idea? What’s YOUR system?

  6. To build credibility, it’s better to have been in the house BEFORE it expires. Why? Prospecting for Expireds

  7. To build credibility, it’s better to have been in the house BEFORE it expires. Why? • Demonstrate to the sellers that you’re an active, working professional with buyers (that’s why you make it your business to preview properties.) • You know their home (you’re not just an opportunist who reaches out to them only when their house expires). Prospecting for Expireds

  8. 6 Expireds secured last year Focuses his efforts on Expireds and FSBOs Diagnoses the problem and doesn’t assume it’s about price all the time. Let’s hear from Angelo Acierno

  9. Become Familiar to the Sellers Early Angelo explains the importance of getting in the house before the listing expires.

  10. “I notice your listing has expired. Have you re-listed your property?”* Assuming the seller says, “No,” What would you say next? Reach Out . . . *If the seller answers, “Yes,” thank them for their time and wish them success in selling their home.

  11. Are you still planning on moving? When I previewed your home for one of my buyers, I thought your open floor plan was a big selling feature. . . Why do you think your home didn’t sell the first time? There are usually only three reasons a listing doesn’t sell. May I stop by to discuss the reason your home hasn’t sold? Suggested Questions Goal: Get the appointment

  12. Reasons a Listing Doesn’t Sell There are really only three reasons a listing doesn’t sell. What are they?

  13. Reasons a Listing Doesn’t Sell Marketing Condition Price

  14. Key Dialogue: Ask: Is this the owner of 123 Main Street? My name is . . . “I notice your listing has expired. Have you re-listed your property? . . . Are you still planning on moving? Why do you think your home didn’t sell the first time? There are usually only three reasons a listing doesn’t sell. May I stop by to discuss the reason your home hasn’t sold?” Let’s break into pairs and try the dialogue to secure an appointment. Feel free to change this so it’s comfortable for you. Your objective is to get the appointment. Practice

  15. We asked you to bring a list of Expireds you could call at this session. Let’s get out our lists and get out our planners so we can book appointments! Key Dialogue: Introduce yourself and identify Weichert, Realtors and say: “I notice your listing has expired. Have you re-listed your property? . . . Are you still planning on moving? Why do you think your home didn’t sell the first time? There are usually only three reasons a listing doesn’t sell. May I stop by to discuss the reason your home hasn’t sold?” Let’s Call If the Seller says “Yes” to the first question, just say thank you and wish them luck. Go to your next call.

  16. When you know the sellers will be home, don’t call . . . Drop by. Better Yet, Get Face-to-Face NOTE: If the Seller says they’ve already re-listed, thank them for their time and wish them success in selling.

  17. Let’s hear Angelo’s approach to… Knocking on doors Convincing people to list their house again

  18. Two Sales Associates from our Old Bridge, NJ office came up with an approach to stand out. Let’s look at this video clip that demonstrates the technique. Thank you to Michael Meola and Emily Mark for this great idea! Do Something Different . . .

  19. Thank you, Emily and Mike Emily Mark Old Bridge, NJ Michael “Mike” Meola Old Bridge, NJ

  20. Success! You’ve secured an appointment with an Expired Listing . . . What will YOU bring to be best prepared? What are you bringing on your Appointment?

  21. Getting to Know You • Listing Portfolio • PTA and back up comps (in case the discussion goes into Pricing) • Market Update (trends and pricing) • Expired Brochure • Expired Diagnostic Checklist (we’ll discuss this in a few minutes) • Listing paperwork Be Prepared! As Angelo says, We Have Money! You may not need all of this, but it’s best to be ready.

  22. What’s your best door opener? What do you say when they answer the door? Your Best Door Opener!

  23. Smile Dress Professionally Hand them a Yellow Rose “I know your home sale didn’t go as planned . . . I appreciate the opportunity to figure out what happened and show you what I can do.” Example Door Opener

  24. I’d like to ask you a few questions so we can figure out why your home didn’t sell . . . First, why do YOU think it didn’t sell? At the Meeting . . .

  25. Feedback Showings Steps in Servicing & Marketing a Home To diagnose the situation, ask questions about these steps . . . Open Houses Direct Marketing, Cards, Mailers Advertising, Flyers, Internet Marketing For Sale Sign, Directional Signs List property on Multiple Listing Service Consistent communication between seller & agent

  26. Expired Listing Diagnosis Checklist Feedback Showings Steps in Servicing & Marketing a Home 3 Reasons a Listing Doesn’t Sell To determine why the listing didn’t sell, use the Diagnostic checklist. It covers all the reasons and includes the Steps in Marketing a Home to identify opportunities. Open Houses Direct Marketing, Cards, Mailers Marketing Condition Price Advertising, Flyers, Internet Marketing For Sale Sign, Directional Signs List property on Multiple Listing Service Consistent communication between seller & agent

  27. Practice Review this COMPLETED checklist Work in pairs to discuss Put yourself in the shoes of the sales associate What is YOUR prescription for this situation? What would you do differently to help this seller get the house sold? Handout

  28. Discussion • What did you come up with? • What would you say to the seller?

  29. Suggested Plan of Action Created a customized marketing plan (include interior pics of the house) Do a PTA/Market Update to educate seller on local market conditions Conduct Open Houses including a Broker Open to receive feedback and validate price Fully market the property – expanded online presence through weichert.com and all syndication partners to gain maximum exposure for property, cards, neighborhood calls, etc.

  30. Expired Listing Diagnosis Checklist Can you see how this will be helpful during your discussion with the sellers? Handout

  31. Your Prescription for the Seller Using this tool, the holes or gaps in the Marketing, Pricing and Condition will be apparent. Discuss solutions with the Seller and show visuals from the Listing Presentation, Market Update and/or PTA that will assist in solving the problems they faced the first time around. Show them what you’ll do differently to get their home sold.

  32. Expired Brochure Here are some Expired Listing Brochures for you to use as you meet your sellers face to face. Let’s review . . . Available through Central Fulfillment Item #M843 (for Sales Manager or Processing Manager to order) Handout

  33. Resources on WeichertOne.com

  34. Tips, Techniques and Tools

  35. Weichert University Online Course

  36. Thank you and please share with me how your Expired Appointments go!

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