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Welcome to the Webinar • To hear audio from this webinar, you have two options: • To listen to the webinar through the speakers on your computer, click on“usemic and speakers” • To dial in via telephone, click “use telephone” then dial the number that appears along with the access code and audio pin. MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now. You should currently hear music playing. If not, contact the Webinar Support Line at 973-630-5644.
Welcome Get Hired by the Expired! Presented by: Jacé Botti Head of Residential Sales Jack Waters Regional Vice President Ocean Regional Center
NAR Report “The total homes listed for sale continue to move downward. The latest decline in October to 3.33 million nationally.” “Examining listings only in the month of this year saw the lowest inventory since 2005.” “National Absorption Rate in October stood at 8 months.” - Lawrence Yun Chief Economist, NAR, 11/21/11 Lawrence Yun Chief Economist, NAR
Active Listing Inventory Company Footprint* Company Foot print: 163,167 Listings CT & NY: 13,543 -9.62% North NJ: 20,611 -3.56% NJ & Lehigh Valley, PA: 16,038 -1.37% North Eastern NJ: 9,543 -4.64% PA/DE: 44,053 -3.55% Central NJ: 17,577 -3.96% South NJ: 10,575 -5.01% VA: 10,758 -14.93% MD/DC: 20,469 -20.50% *Total Active Listings as of 12/1/11 by Area with % reduction 2011 vs 2010
2011 Expired Weichert Listings Company Footprint* Company Foot print: 14,253 Expired Listings CT & NY: 1,188 North NJ: 1,656 NJ & Lehigh Valley, PA: 2,590 North Eastern NJ: 2,850 PA/DE: 572 Central NJ: 2,144 South NJ: 1,745 VA: 950 MD/DC: 549 *Total Expired Weichert Listings as of 11/30/11
Expired Listings Prospecting Expireds A great source of New Listings
Where to find them?Varies by MLS: Posted in MLS Daily Expireds
Expireds Tip • Preview listing before expiration. • Make appointment when you know Seller will be home. • Use your Getting to Know You Booklet and ask Homeowner to guide you through the property. Note: This is not a solicitation. The purpose of your visit is to preview the property for your current and future buyers. After the property expires or if the seller call you to invite you in, you may then discuss listing and marketing the property.
Be Prepared for Two Questions: Expireds • Why do you think my house didn’t sell? • Why didn’t you show/sell it? DEFER:“I would be happy to answer those questions and others. Let’s make an appointment to meet so we can formally discuss.”
Listing Expireds Weichert University Online Course
8 Aspen Court, Chester, NJ Expired Listings • 8/4/2 ½ bath/2 car attached garage • 20 year old 2-story Colonial on quiet residential street • Listed 5 months with two-person Real Estate Broker in neighboring town • List Price $299,900
55 Pleasant Hill Drive, Chester, NJ Expired Listings • 7/3/2 bath/2 car detached garage • 40 year old Cape Cod w/separate legal guest cottage currently rented for $900 per month • Listed 5 months with neighboring town as single family • List Price $259,900
Listing Has Expired • Don’t mail solicitation letter • Go physically to house when seller is likely home • Physically knock on front door.
Expired Dialogues “Hello_______, my name is _________, from the __________ sales office of Weichert, Realtors. You may have recalled seeing my business card as I [previewed/showed your home/visited your public/broker Open House].”
Expired Dialogues • “I clearly remember your home because, [pick a positive attribute and brag about it].” • “Are you still interested in selling?” • “Would you be interested to know my opinion of why it didn’t sell?” • “Would you like to know what my marketing plan would be to get it sold?”
Introducing Michael “Be sensitive to their disappointment in not selling their home. Paint a picture and be persistent.” Michael Smith Sales Associate Middletown, NJ
Introducing Michael “I pull up expired every week day - 5 days a week. I pick my best two prospects that are closest to where I am going.” Michael Mavromates Sales Associate Washington Twp, NJ
Introducing Janice “It is very important to develop a marketing plan specifically for that seller.” Janice Nagel Sales Associate Brick, NJ
Introducing Donna “Expireds is money in the bank and you must be tenacious.” Donna Warters Sales Associate East Brunswick, NJ
Expired Leave Behind Brochure • Expired Listing Brochure • Available through Central Fulfillment • Item #M843 • Ask your Sales Manager or Processing Manager for ordering details
Resources on WeichertOne.com Weichert University Support
Stay Tuned for the Spring CampaignJimmy Bucks are Coming Back!!! Get Hired by the Expired
MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now.
Thank you for your time today. Look for our Next Straight from the Top Webinar in January
