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CAMP 4:4:3 Power Session 15: Expired and Withdrawn Listings

CAMP 4:4:3 Power Session 15: Expired and Withdrawn Listings. Introduction. Top agents persevere through the “failures along the way” so that they do not fail at the end of the day. - Millionaire Real Estate Agent. 29. Introduction. Objectives… The basics of expired/withdrawn listings

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CAMP 4:4:3 Power Session 15: Expired and Withdrawn Listings

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  1. CAMP 4:4:3Power Session 15: Expired and Withdrawn Listings

  2. Introduction Top agents persevere through the “failures along the way” so that they do not fail at the end of the day. - Millionaire Real Estate Agent 29

  3. Introduction Objectives… • The basics of expired/withdrawn listings • Review the strategies for expired/withdrawn listing success • Identify the steps to systematically prospect for expired/withdrawn listings • Practice the expired/withdrawn listing scripts 29

  4. CAMP Map 30

  5. The Basics of Expired/Withdrawn Listings 31

  6. Strategies for Expired/Withdrawn Listing Success • Make sure you confirm that the listing has in fact expired. • Use a low-key approach. • Face-to-face initial contact is ideal. • Have your listing presentation prepared before you make contact. • Have answers prepared for how you will do things differently than their previous agent. 32

  7. Systematic Expired/Withdrawn Listing Prospecting 33

  8. Systematic Expired/Withdrawn Listing Prospecting 1. Check Your Local MLS 2. Schedule a Listing Consultation. 33

  9. Systematic Expired/Withdrawn Listing Prospecting 3. Consult with the Homeowner Identify Why the Listing Didn’t Sell Address How You Will Sell the Home Differently • It’s a Bad Market • We Had a Bad Agent • It Wasn’t Marketed Well • I’ve Decided to Sell it Myself • I’m Not Sure 34-36

  10. Systematic Expired/Withdrawn Listing Prospecting Maintain Contact Tool Kit items of value to use for expired/withdrawn listings include: • Facts About Expired Listings • Six Selling Myths Uncovered • 10-Point Marketing Plan • Preparing Your Home for Sale Checklist • Moving Tips Checklist 37

  11. Practice Role-Model Watch as your instructor demonstrates an interaction with an expired Listing. Discussion Question How will you personally differentiate yourself from an expired listing’s pervious agents and/or other agents who may contact the listing? 38

  12. Practice Exercise Directions: • Choose a partner. • With your partner, practice how you would handle each of the scenarios below. Use the scripts provided. Time: 30 minutes 39

  13. Assignments Power Session Assignments • Identify how to find expired or withdrawn listings on the MLS. Find and contact at least five expired or withdrawn Listings. • If desired, adapt your standard 8 x 8 for expireds/withdrawns by choosing and customizing the items of value you will use. 40

  14. Assignments Ongoing Assignments Complete 10:5:15:5 • Collect 10 business cards. • Make 5 phone calls. • Send 15 notes or letters. • Preview 5 homes. Record your progress on the Success Grid. • Schedule a one-hour role-play session with your CAMP Buddy. Practice the expired/withdrawn scripts. • Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 40

  15. Assignments Something to Think About… What are some additional ways you could provide value to expired/withdrawn listings? 40

  16. We have talked about… • The basics of expired/withdrawn listings • Strategies for expired/withdrawn listing success • The steps to systematically prospect for expired/withdrawn listings • How to prospect to expired/withdrawn listings sum

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