“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 to who the seller likes and trusts more. The referred agent does have a head-start but the race has not been decided yet.
Here is how to handle the situation and nail the listing appointment in three steps.
STEP 1: DOV, Confidence and Hook
“I appreciate you want to list with an agent who has been referred to you. There is always a bit more trust in someone who comes recommended. But what if I am a better agent?”
Notice the “bit more trust” — I’m indirectly downgrading the level of trust.
The “better agent” question is Demonstration of Value – DOV. An exhibition of confidence, but without being too cocky or arrogant. And it introduces possibility and curiosity.
STEP 2: Answer
Let them answer. DO NOT SAY anything more. It’s fine if the seller is quiet and ponders the question. It will create tension and that’s OK — just let the question hang. The seller will answer eventually, maybe with something like “Every real estate agent can say that.”
STEP 3: Appointment
“Well, Jane, you’re right. But really, what’s the worst that can happen? We’ll meet for a few minutes and if I’m not the right guy for the job I’ll be the first one to tell you and not waste both of our time. And you will feel confident the other agent is a better choice. BUT maybe not. Who knows. There is only one way to be certain and it can potentially mean hundreds or even thousands of dollars in your pocket. I will never pressure you but that’s worth 20 minutes, don’t you think?”
Follow the script with smile and confidence, set the appointment and deliver a killer listing presentation. Focus on WHY they’re moving, what are the benefits (and core driving emotions). Have fun, be passionate and get a great listing!
Borino
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
Just got this email:
“I am having trouble getting good numbers for expireds. What is the best way to contact expireds?”
Donna
Keller-Williams
If you’re not getting good results with expireds, you’re not alone as you can see. I have some cool new tips and tricks for ya. And if you’re not too busy next Thursday – November 4, I will share it with you on the… Continue reading