Tag Archives: real estate training and coaching

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.

How Real Estate Professionals Reach Top Goals

This Brian Tracy video will help you focus on your real estate business and 2011 real estate goals. It is a very short video but full of life changing impact and practical business advice. It would be great if we could all remember to practice this tip every day  in our business.



Be sure to take out a piece of paper right now and do the exercise or you will have simply wasted a few moments of your time. If you liked this Brian Tracy video please press the like button and pass it on.

How Top Producers Build A Relationship Real Estate Business

As you watch this classic Rick DeLuca video about building a relationship business, think about how you can copy his success in your business today. Top Producers have large databases of friends, neighbors and clients. If you have already built a large following congratulations and ask yourself this. Have you made the mistake of relying totally on email and social blasts to stay in touch?



Will you plan to make one sincere connection a day with a person in your database? Will you post on their wall or send a quick text along with a photo? Or, are you simply blasting everyone you know with generic messages? Marketing your real estate business is necessary but try not to get so caught up in the marketing that you forget to also create meaningful relationships one at a time.

What will you do right now to increase the number of supporters that you have in your real estate business? Also please remember to log into the top producer group opt-in form on the right to be updated with future information now.