How Do You Win?
Make a choice: You can work all of them or you can cherry pick the ones you want.
This means you see the needle in the haystack.
You work with the expireds in the areas you know and can bring value to.
CLICK HERE to download Tim Toole’s Case Study all about Expireds!
2 Secrets to Win
1. Use the Right Elicitation Questions
Follow a script a script similar to these examples….
“If I brought you an offer yesterday to sell your home with terms that are desirable, where are you moving to?”
“If I sold your home in the next 30 days would you still like to move?”
“So, if I could, would you be willing to meet with me for 20 minutes to show you how we sold 31 homes? 10 that were previously listed with other agents like you and sold for 99% of list price in an average of 23 days, and every one of them gave me a five-star review. Would it be worth 15 minutes of your time?”
“What’s important to you in the next agent you choose?”
2. Create a Case Study Marketing Piece
Create a marketing piece that is similar to this:
- Picture of the house with all the details (address, previous number of listing agents, days on market, etc.)
- Listed by your team (after expiring)
- Executed our marketing plan
- 13,000 online views
- 92 agents at preview
- 173 buyers at open house
- 3 offers
- 99% of list price
- Sold in 21 days
- 5 Star review
That needle in the haystack you’ve been looking for is right in front of you in the MLS!
Take the time and look back at the expired listings…
Remember that you don’t have to work with all of them, cherry pick the ones you want!
Do you have it your head and do you have it your heart to serve those clients?
Don’t forget to download this amazing case study on expireds.