Category Archives: Real Estate Coaching – Become A Top Producer

Real Estate Coach Carol Mazur shares Real Estate Coaching & Real Estate Training in the Top 10 Systems of Top Producers.

Expired House Listing – Common Expired Listing Objections

Most expired house listings will sell the second time around because the seller is usually more open to receiving professional marketing advice from an experienced real estate agent or team.
 
The problem can be getting through the seller objections that the last agent may have been too meek to discuss openly. Here are some tips to get through these common expired listing objections so that you can quickly help get their house sold for top dollar.

Learn To Overcome Common Objections

 
When it comes to making Expired Calls, it’s very important to operate from a position of empathy. The more understanding you have when making these calls, the better the results you will get. Also, it’s important to ask open-ended questions to keep the conversation moving. By letting them talk and building rapport, you do two things:

 
1) You lower their protective shield.
2) You find out what their pain and pleasure points are so you can help them sell and show them how you will solve the problems resulting from their home not selling when it was first listed.
 
Hi this is (your name) from (your company). I’m calling because I was reviewing the MLS and I noticed that your home was no longer for sale. I wanted to find out when you were going to be interviewing agents for the job of selling your home.
 

Expired Listing Objections

 

If the seller is interviewing agents:

 
When I come over, I can let you know what your home is worth. At the same time I can tell you what to do, and more importantly, what not to do in order to get top dollar for your home. Finally, I can tell you the fees and expenses that go along with selling your home so you have a good idea of what you’ll walk away with when we sell your home.
 
Which day is best for you ________ or ________?
Wonderful, is morning or afternoon best for you?
(Confirm the time and then go to Seller Prequal Questions.)
 

If the seller is NOT interviewing agents:

 
I can appreciate that. When you put your home on the market originally, where were you headed?
When were you hoping to be there?
 
Why do you think your home didn’t sell?
 
I understand.
Let me ask, if we could find a Buyer who was willing to pay your price and close on your timeframe, would you still be open to selling your home?
 

Yes

 
Wonderful, let’s set a time for me to see your home; that way I can let you know what your home is worth, what to do and what not to do in order to get top dollar for your home, and finally, I can tell you the fees and expenses that go along with selling your home so you have a good idea what you’ll walk away with when we sell your home. Which day is best for you __________ or ___________?
Great, what’s better for you mornings or afternoons?
 
(go to pre-qualify the Seller Questions.)
 

No

 
So your plans have changed?
 
Now use the answers to the questions to close for the appointment.
 
Handling Expired Objections:
 
Why didn’t you bring a buyer, when the house was on the market?
 
At the time it was on the market, I didn’t really hear about it. I track new listings when they come on the market. It looks like you have a really nice house, so I can’t imagine why people didn’t want to see it. What type of marketing did your prior real estate agent use? We are in a cutting edge top producer group that generates top buyer leads every month at our office, which is at least 10 times more effective than the average agent site.

 
By generating so many leads, we can drive more Buyers to your home to get you more showings and increase the price paid on your home.
 
If I can show you how we can dramatically increase the number of showings on your home to get your home sold at your price and in a time frame acceptable to you, would you be open to meeting with me?
 

We didn’t have many showings.

 
1) It looks like you have a really nice house, so I can’t imagine why people didn’t want to see it. What type of marketing did your prior real estate agent use? We spend over $_____ per month to generate over _____ leads per month at our office, which is at least 10 times what the average agent does each month. By generating so many leads, we can drive more Buyers to your home to get you more showings and increase the price paid on your home.

If I can show you how we can dramatically increase the number of showings on your home to get your home sold at your price and in a time frame acceptable to you, would you be open to meeting with me?
 
2) Our team (or company) is currently working with over ___________ Buyer clients right now. When we list a home, we expose your listing to this group of highly qualified and pre-approved Buyers even before we put it on the MLS to see if we can sell it to them in 24 to 72 hours to make it easier for you.
 
If we could get your home sold in a short period of time by selling it to one of our qualified Buyers, would you be open to finding out how we could do that for you?

It was the price.

Is that your belief or is that what someone told you? I know that’s the excuse a lot of people give when a home doesn’t sell. It may have been the price, but I wouldn’t be able to tell without seeing your home.

 

Price is a function of supply and demand and I know that we spend more every month on marketing and advertising to generate Online Buyer traffic to your home.
 
If I can show you a way that we dramatically increase the demand on your home to get you the best possible price, would you be open to meeting with me?
 

We are going to wait a while before we list again.

 
I can appreciate that. So, have your plans changed?
 
Find out why and then solve. It doesn’t matter what the reason is, i.e., school, weather change, more money etc. (assuming the time frame matches your time on market) you can handle it like this.
Even with the large number of homes on the market today, Buyers are still waiting to wait a little longer for a closing on the right home. If we could find you a Buyer that was willing to pay your price and give you that extra time to close, would you be open to meeting with me?
We want to do some work on the home.
 
I can understand that. The people who buy your house may not want things fixed up or changed the way you’re going to do it and all your time and money could be lost. If I can show you a way to find a buyer willing to pay your price without having to do the work, would you be open to meeting with me?
 

We’re going to re-list with the agent again.

 
Have you signed the listing agreement yet?
 
If yes, wish them well and offer to help them if their home doesn’t sell again.
If no:
 

Are you concerned that if you choose the same agent, you’re going to get the same results?
 
All agents are different, and with our 101 point marketing plan and online buyer advertising, we’ve been able average our sellers top dollar.
 

We’re going with another agent.

 
Have you signed the listing agreement yet?
 
If yes, wish them well and offer to help them if their home doesn’t sell again.
If no:
Before you commit to another long-term contract for thousands of dollars, don’t you think it would be a good idea to get one more opinion? All I need is about 20 minutes of your time……….. What is best for you, today or tomorrow?

If you cannot get an appointment:

If you do move in the future, when might that be?
We have a monthly newsletter we send to all our clients that has great information about the current real estate market. Would it be ok if I add you to the list?

 

What is your best email address?
Thank you, (seller name), I look forward to an opportunity to possibly work with you in the future.

Thank you top producers for sharing these awesome expired house listing objection scripts. Let’s help those sellers get their house sold!

 
Be sure to schedule a free expired coaching or real estate coaching call.

Buyer’s Agent Open House Check List

BUYER’S AGENT OPEN HOUSE CHECKLIST

Buyer’s agents usually check this list two days before their open house so that they can relax the morning of their open house.

________ Can attendees park in front of home?

________ Debris out of walk-way to home?

________ Clean front porch area.

________ What’s your first impression when you enter that day?

________ Entry area inside of home free of clutter.

________ Guest registration book and pen to qualify buyers.

________ Brochure or flyer of the property-adequate copies.

________ Home brochure, agency disclosures, and/or info sheet.

________ A tent sign requesting registration above the sign in sheet.

________ Turn on all lights in the house, including closets.

________ Have buyer packages made up to give them.

________ Have agent’s website set up on iPad or home’s computer

________ Open windows, French and sliding doors, if appropriate.

________ Close commode lids in the bathrooms.

________ If the home features very organized closets, open a few.

________ Make certain all hinged & sliding doors open easily.

________ Tune in soft music on same radio station in each room.

________ Verify that valuables have not been left in the open.

________ Kitchen sink and faucet must be spotless.

________ Set up marketing & area materials on a visible table.

________ Have a supply of city maps available

________ Have a safety app on your smartphone

________ A list of other homes for sale in the neighborhood.

________ Blank purchase agreements, disclosures, & addenda.

________ Have facts about the heating, ac, hot water heater, taxes.  

________ Refreshments, if any, should be in the kitchen or entry area.

________ Place  arrows from the furthest point back to the home.

Did you know that simply creating a checklist is a system? If you are looking for more advanced lead generation, instant database follow up systems, and lead conversion systems that top producers use to get to the next level, be sure to request a FREE strategy call.

Real Estate Market Update – Real Estate Stats Dec 2014

 Real Estate Market Update December 2014

Real Estate Market Update

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