I got my start on expired listings before they had auto-dialers and services that found contact information but the complaints are the same.
“My agent didn’t communicate with me.”
That’s not always the case but perception is reality. The other complaint is that the home wasn’t marketed well enough. If you get an expired listing, be prepared for lots of questions and likely micro-managing.
Some people don’t relist with the previous agent solely because they are embarrassed that they didn’t listen to the original agent. Now they will drop the price. I’ve seen it over and over. Of course, there are a ton of agents that over-promise and under-deliver so those listings rightfully don’t relist with them.
While FSBO’s are hot, expired listings are considered warm.
They want to sell but they are burned out by no offer and possibly a bad agent. Your job on this call is to get them to remember why they were selling, what they were going to do on the other side, and make it real. Currently, it feels like it is impossible to sell their home. One of the magical things about expired listings is that the price won’t be higher than it was before. You have an easy target to hit.
I’ve heard that the agent that calls at 7 am is likely to get the listing as they get first shot. I’ve heard the agent that calls a couple of weeks after everyone has moved on and the seller is relaxed a bit gets the listing. Like any prospect generation method, just keep at it, find your groove, and do it. Many of the questions from the FSBO lesson’s second half apply here.
Find rapport, remind them why they were selling, and set the appointment.
Exercise: Make contact with two expired sellers.
Do the work, get the results.
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