How to get an Expired to meet with you

I have spoken in the past on how working with Expired's in this market can be a very lucrative source of business. Getting them to meet with you can be challenging since they have been through the ringer in the selling process with no results.

That said, you must keep certain things in mind when targeting this market and if you do, I know you will see immediate results in your appointment calender.

First, when calling an Expired you know they will be argumentative and combative. To get them to open up to you, do the following:

1. Don't put them on the offensive. Agree to whatever they are saying and empathize with them. Even though you know reality might be different than their point of view.



2. Show them that you care about what they are saying. Validate their frustration on the market being slow or that perhaps their agent did a terrible job by saying, you to deal with unprofessional agents all the time and that you definitley know how they feel.



3. Repeat back or paraphrase what you heard so that you are both on the same page.



4. Ask another question. Remember, the person who asks the questions, controls the coversation. Whereas the person who talks, dominates the conversation and gives away their hot buttons.

When working with this market, you must keep this in mind:

1. Know the market better than anyone.



2. Know pricing better than anyone.



3. Know what's happening in the market better than anyone.



4. Then combine that with the knowledge of scripts and dialogues and you will be guaranteed a surefire appointment. Focusing on scripts and dialogues means you will be able to listen to what they are saying and not focusing on what you are going to be saying next.



5. Also, focus on CONTRIBUTION. What can you do for them to help them get back to what their original motivation was in selling their property.

The two most important rules in selling are:

1. Ask important questions



2. Listen the the answers of what they say so you can better help their needs.

Now, with all this in mind, what little trick can you use to get them to agree to meet with you. An Expired listing will have 4 basic objections. Here is how you should deal with each one.

1. We've already found another agent. AGENT: Have you already signed the paperwork? If YES, wish them luck and thank them for time and offer your help if it doesn't work out. If NO, That's great and what I'm hearing is you feel obligated to your last agent since they have invested a lot of time and money in your home right? We Mr/Mrs Seller, you don't owe me anything and you don't really owe them anything but you do owe yourself the very best. It certainly wouldn't hurt to hear what I do to get homes sol, would it?



2. We are going to stay with the same agent. AGENT. See above.



3. I'm going to sell it myself (break in to your FSBO Script) I can appreciate that and what I sense is you want to make sure you get the best possible agent for the job of selling your home. What are you lookin for in an agent? Then let them speak.



4. I'm taking it off the market and decided not to move. I love this one as they are probably doing this because they can't get the price they want. If they are selling to re-purchase, speak to how they how they will make it up on the buy side. They might not get what they want for their home, but they will acheive thier goal of saving money when they repurcchase. If they are investors who want to sit tight, ask them if they know what their return on EQUITY is. If they don't know, discuss how you would be more than happy to figure that out for them and discuss with them the benefits of selling anyway and putting in to an Industrial TIC. This way they can have all the beneifits of owining invesment property, without the headaches of being a landlord. For more informatinon on industrial TICS, call me. I will hook you up with a good one.

One last note. Most of the time with an Expired, they will ask why you did not show the house when it was listed. Your simple response to that should be, "I appreicate that and I did not show your house. I am a very hard working agent for my clients and I was keeping my commitment to other sellers that hired me. So, when would be a good time for me to show you that commitment that I make to those sellers. Would today at 3 or tomorrow at 4 work best for you?" Close, close, close for the appointment and don't give up.

Happy Production