How would you like to contact expired listings easily and list an expired within the next seven days? And I’m not talking some over-priced junk with bossy sellers, carpet from 1964 and a doberman named Killer. I mean a nice clean listing. Reasonable,motivated seller. And priced to move.

I was recently invited to do an exclusive, private seminar for Exit Realty in Columbia, MD on how to get an expired listing in seven days. We taped the workshop for you so you can pick up some helpful tips and practical techniques.

Here is part 1:

• Three lines to avoid if you don’t want to sound like an annoying telemarker or sales person
• How to effectively use the Connector Formula during the first contact (phone, mail or in person)
• Live role-play how to engage the seller and have a pleasant conversation
• Why trying to set up a listing appoitment right away is a BAD idea

Enjoy!

Part I – HOW TO LIST EXPIRED LISTINGS

“I just spoke with an Expired and she said they are planning to list next week. But they are going with an agent who was referred to them. I told her I would still call her next week, but what should I say? How can I get an appointment?”

Going up against an agent who was recommended to the seller is challenging. But still… It will come down

We all get them, right? The corporate Christmas or, more politically correct “Holiday Best Wishes” mass-mailing cards:

Warmest Wishes from the Law Firm, Peace on Earth from the mortgage company, and Season’s Greetings from the insurance agent.

Sometimes even hand-signed (probably a lousy annual job for the receptionist) and with a phone number, just in case… Continue reading

Charles posted a very candid comment about not being able to get good results with expireds:

“Unfortunately 98-99% of the expireds do not have phone numbers, and those that do have the phones disconnected. I have a series of four letters that I send with poor results (only one sale so far, after many monts . The time, work and money I spent, I could not justify. I also

Rene — a RE/MAX agent from Toronto has just started using the Expired PLUS. As part of the package he got a free one-on-one coaching session with me. A few days later he sent me this follow up:

“I just wanted to send you quick note and let you know how my first week has been using your system.

I’ve set an appointment every single day worked within

This was a good expired listing. Three clean bedrooms, decent size, nice yard. It needed a new driveway but other than that, very saleable listing.

Sellers – an older couple – were planning to move to Oregon. Kids were out of the house and it was too much upkeep and too much hassle for them. So of course, I was excited until they stopped me with:
“We’re just going

Imagine one day, while having your morning coffee, you read an article in the paper on green tea. You learn that 2,000 participants in a study done in Iceland experienced rejuvenation and much more youthful appearance by drinking two cups of green tea a day.

Then you turn the page and forget all about the article. Two days later, while grocery shopping, you find yourself in the tea island… Continue reading

Wow, what a great weekend! We closed the office early on Friday and I took off for a nice long weekend with great friends, great snow, and awesome skiing. Getting up the mountain was a bit hairy – the snow storm made the road beautiful but tricky to drive.

At the end we did make it to the cabin… Continue reading

“ Mr. B,

How many contacts should I be working with on a weekly basis, on average, if  my goal is 1-2 listings per week?”

~ Mike
Charleston, S.C.

Good question, Mike…

You should be working with as many as you can handle (the more the better, of

“You make it sound so easy!” said one of my private coaching clients after we finished another round of role-playing.

“Yeah, I was born with this awesome talent for real estate scripts.“  I said laughing.

The truth is, I am a bad salesman. Horrible. No joke. I was… Continue reading