EXPIRED LISTINGS. COLD CALLING SCRIPT. FACT: We know that 99% of
sellers with expired listings want to sell. The Bad News. Your challenge will be: 1.
EXPIRED LISTINGS COLD CALLING SCRIPT FACT: We know that 99% of sellers with expired listings want to sell. The Bad News Your challenge will be: 1. Dealing with a dissatisfied customer of the previous listing Agent/Investor 2. Convincing the Seller to a price reduction/lower value 3. Convincing the Seller to pay an assignment fee The Good News Keep in mind that most expired listings are overpriced and it may be the main reason why the property you are calling about did not sell. You do not want to waste your time with an overpriced listing that won’t sell. So, if you don’t get the property on your terms then you have lost absolutely nothing! Better News Most sellers of expired listings are desperate and vulnerable. They will appreciate your honesty when you tell them that the property is overpriced and they will be much more likely to agree to a price reduction this time around. Even Better News Expired listings provide the best opportunity to buy property at true or below market value. A vast majority of these sellers will be willing to do whatever it takes to get the property sold. The Best News Ever Using the following technique you can convert one out of three sellers. Important Note: Make sure that you read the FSBO Guide and get a Expired Listing report before you meet with or cold call an expired listing prospect.
EXPIRED LISTINGS COLD CALLING SCRIPT BUYER: Hello. I’m _______________________ with New York International Real Estate Corp. Is this the owner of __________________________________________. SELLER: Yes this is him/her, what can I do for you? BUYER: I noticed that your listing for the property has expired and I was wondering if you were still interested in selling it? SELLER: Yes, I am. BUYER: Great! I am following up on the (post card or letter) that I sent you regarding our accelerated real estate marketing program. Did you receive it? BUYER: I have some information that will be very useful to you regarding our current market. I would also like to give you information regarding our accelerated marketing program and how we can use it to sell your property faster and at a higher price then similar property for sale in your area. May I set up an appointment to come by and present this information? SELLER: No BUYER: I would like to provide you with some very useful information that will assist you in the sale of your property in hopes that you will consider me in future if you should decide to re-list your property with another real estate BUYER. SELLER: (If answer is no repeat above if answer is ok proceed below) BUYER: Great! I can meet you right at the property and I will only take 15-20 minutes of your time When would be most convenient for you? SELLER: Monday evening at 6:30 pm. BUYER: Perfect! Before I hang up can I ask you a couple of quick questions? I noticed that the property has been listed for _________ days; in your opinion why hasn’t the property sold? SELLER: Response………..
BUYER: Aha I see and Listen………………Listen …………………. BUYER: Why are you selling? Aha I see and Listen………………Listen …………………. EXPIRED LISTINGS PRESENTATION Determine the seller’s motivation for selling Educate the seller on market conditions Conduct a CMA and DOM report Suggest optimum list price (reduction) Note: (Make sure you watch Listing Your Home to Sell Video) 5. Explain accelerated marketing program 6. Explain benefits of program 7. Ask seller for the listing 1. 2. 3. 4.
