One question that’s been common over the years is how to get expireds to call you. I’m referring to the homes that were on the real estate market but did not sell in the timeframe as agreed by the seller and the real estate agent. The seller decided not to renew the listing, so the home comes off the MLS. They’re “expired”. The beauty of this list is that every single person on it wants to sell their home. It is a very targeted list!
One thing you can do is pull a list of expireds from the MLS or get a list of expireds from a trusted real estate agent. Then, what we do is send our marketing pieces to them letting them know that we are looking for a house in their area and can close FAST.
They May Be Curious
First, I want to say many of these homeowners will perk up because you’re not a real estate agent. Chances are their house didn’t sell for what they wanted or needed, so they might not have a great attitude toward real estate agents at the moment. They may be frustrated or genuinely confused as to why their house didn’t sell for what they thought it should.
They may be interested in talking to you out of curiosity. They may be thinking, “For real? You can close with a week or two?” Ah, but they will also wonder for what price.
What’s great is that out of curiosity, they may just give you a call and that’s when you work your magic talking to them about your business and what you can do for THEM. Work the script that you’ve learned (or are learning) and see if you can get that appointment with them if you feel like their home meets your criteria.
Think About Your Return On Investment
See, not everyone will give you a call. However, what if you send out 1000 marketing pieces and out of that 1000 you get a 1% response? And, what if out of those that call you close two or three deals? That’s a great return on your investment; let me assure you of that.
See, the script will make a difference. When you learn what the most common questions expired listing sellers ask, you’re prepared to answer them. And, you’re prepared to ask them the best questions to determine if they’re motivated or not to sell at a discounted price.
Keep in mind when I talk about a script, I don’t mean that you read from the script. Learn it by heart. Practice it with others. If you don’t prepare yourself, you might just sound robotic and cold. Genuinely listen to the seller. If they want to talk about the issues they’re having with not being able to sell the home, listen and let them know you hear them. Let them know you care. If they think you don’t care and you’re just another person after a profit, they’ll go cold.
So, get those expired lists and mail out your marketing pieces to them. Be prepared to receive their calls, handling their questions or objections, and set appointments with prospects. It’ll make a difference!
Through my live events and online training, a large number of my students purchase great deals from this list!
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