Ask some of the top agents in our industry where the low hanging fruit is and many will tell you quickly and emphatically: Expireds. Why? In most cases, they’re still motivated, have a sense of urgency and need answers. What a great combination for the right agent to take a listing, make a sale and better still – create a customer for life.
A few years back we sat in on a talk by real estate coach Walter Sanford who shared his powerful strategy for kick starting the New Year right by scooping up all the expired listings before most of the agents in your market have even shaken off the New Year’s eve confetti or champagne hangovers!
Here’s Walter’s strategy:
During the first three-five days of January, put together a team to contact EVERY expired in your extended area. Approach them with patience, warmth and most importantly – a real plan to get their home SOLD. His strategy works because it’s timely, most of the competition won’t have time to implement and still others are still working on their goal setting, business plan creating, or resolution making to hit the ground running January 1st.
Are you willing to give it a try? Remember good people skills, warmth and the ability to bring real solutions to the table will make you the front-runner for those homeowners who are still eager to get their property sold. That Walter – he know his stuff!
Now, there’s no doubt you’ll run into all kinds of folks. Some will jump on the opportunity to get their home sold, others will want to wait and still others will take some salesmanship to prove that you’re the agent for the job. How you react to all three will determine your success or failure in not just getting the listing-but getting it sold.
For those eager to get started – don’t “blue-sky” them. Tell them the honest truth. Get the listing priced right and make sure they know you’re ready, willing and able to meet their needs but that they play a role in the successful sale of their home as well. Our Merchandising Review™ and the Price Pyramid are great tools for helping you do this.
For those who want to wait, you may want to share some of our valuable free reports with them, and invite them to listen in on a weekly conference call that you could host specifically for sellers who’s listings have expired, or put them on a drip postcard campaign designed to keep you top of mind and prove that you’ve got the “chops” to stay in the game and give them the service they need.
So, you’ve only got a few days left – consider this great idea for landing the expired listings in your market in the next week! And if you like the plan – make it a monthly habit (or even weekly as some of our top clients do) of contacting these potential customers. Expireds are a terrific niche for those with a little savvy, patience and ability to prove themselves the professional every time.
Wishing you luck and prosperity in the new year! Call us if we can do anything for you at 866.405.3638 today!