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Boost Your Business Be the Expireds Hero

Boost Your Business Be the Expireds Hero. Check In. What did you do? What happened? What results did you get? What do you think you’ll do next time?. Refer to your Sales Planner from last workshop.

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Boost Your Business Be the Expireds Hero

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  1. Boost Your BusinessBe the Expireds Hero

  2. Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

  3. Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Meet the Expert Add guest speakers name

  4. How do you think the owner of an expired listing feels? Be their HERO!

  5. Getting in the Door • Call to get the appointment – not to get the listing. • Build rapport by… • Letting them vent. • Empathizing with them. • Confirm they still have a need to move. • Schedule a time see the property.

  6. At the Appointment • Continue to build rapport by… • Letting them vent again. • Empathizing with them. • Ask key questions about why they think the house did not sell with their previous agent. • Set expectations. • Give the Expireds brochure and point out a few key pages for them to review. • Emphasize what you can do differently. • Schedule next appointment or let them know you will be following up.

  7. Following Up with Expireds is Critical Let’s revisit the Follow Up Conversion Chart.

  8. How do YOU find Expired listings? • With daily MLS searches. • Automatic searches.

  9. Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments.

  10. Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time?

  11. Grow Your Skills and Business • Review Expired Listings page on the Weichert Toolkit. • Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. • Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. • Come prepared to make 50 calls at next workshop. • Preview homes and take notes on property features. • Work an Open House. Follow up with all guests in 24 hours.

  12. “The path to success is to take massive, determined action.” - Anthony Robbins

  13. Sales Planner • Add the assignments we just reviewed to your new Sales Planner. • Write down what you will commit to do by next session. • You have five minutes to complete this. • Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

  14. Quickest Way to Boost Your Business Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 4=78% 3=62% REMEMBER… Aim for an Appointment a Day!

  15. “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” • Denis Waitly Thank You

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