So you just started in the real estate industry, or your looking to add another pillar to your lead generation strategy. Well who would be the best person to talk to? How about someone you know wants to sell, you know wants to pay a commission, and you know believes in using a real estate agent.
Sounds too good to be true, right? Well those people exist! As a matter of fact, in 2016 there where over 6300 of them in Sarasota and Manatee County alone. Let me repeat myself, over 6300 people said they had a goal to sell there home, pay a commission, and use a real estate agent. And guess what those 6300 plus people did not hit there goals because they hired the wrong agent to sell there home. These prospects are expired/withdrawn listings.
WHERE DO I GET THE INFO?
- Vulcan 7
- Espresso Agent
- Red X
- Mojo Sells
Im sure your asking which one is best? Well the best system is the “one that you use” so try one out see if it’s something that you use and if it is… stick with it. They all provide similar data and if you put it to good use you will see a huge ROI on your investment.
WHAT SHOULD I SAY?
SCRIPTS, SCRIPTS, and more SCRIPTS. Let me give you an example… would you want your doctor to practice surgery on you so he can get better for the next one? No, you want him to be incredible at his work so you can come out of that surgery healthy and happy. So don’t practice your scripts on your prospects. Set aside time every day to roleplay and sharpen your skills. “Success occurs when opportunity meets preparation”- Zig Ziglar.
CLICK HERE TO DOWNLOAD MY EXPIRED SCRIPT PACKET
HOW OFTEN SHOULD I CALL?
Research has shown that over 80% of expired listings will relist within the first week, so time is of the essence. You want to be the first to speak with them the day they expire. So that is usually 8 A.M. on the day of expiration. If you do not get ahold of them try again at lunchtime and then once more in the evening. I would then continue to call until they list or tell you otherwise. Persistence is key with expireds, these people had a goal and were disappointed by their last agent.
WHAT ELSE CAN I DO?
Call, E-mail, write a letter, send postcards, go knock on the door. There are many options to building out your expired program. In a later blog we will dig deeper on building out a system for obtaining as many expireds as possible. Right now you should focus on your script practice and follow up. Mastering those will be the first step in Expired Mastery!