Prospecting expired listings can be the core of anyone's business in the real estate field. You can create a system that will give you repeatable results for your effort. Let's look at these three very positive characteristics in prospecting expired listings.
They are easy to find: Expired listings come up everyday, so you will always have a handful that you can work with on a daily basis. They provide a steady stream of new leads to Of contact for dates ad. There is also usually a very difficult couple of days a month. You must use your program set to take in these difficult days. The end of the month has passed one of the most difficult for listings, up to 25% of expired listings for the month in only one or two days.
Want to sell: expired listings have been on the market at a time, unlike many other types of customers takes you to a contact. The owners had aplan laid out to sell and move. Unfortunately, their plan did not work out, but, in most cases, they wish it had. There will be some expireds that were listed by clients who are now tired of the process, but the majority of them still want to sell.
The bulk of them are looking for an Agent: If the prospect still has the desire to sell, as most do, then they are searching for a new Agent. They are looking for someone who can solve their previous problem. Most do not know why not sell their house, but they are with their current agent, all agents and sometimes frustrating. They are rarely returned to their previous agent.
The most effective way to end listings of work is the CAP-system:
C CONSISTENCY
A TTITUDE
P ersistence
The first part is over consistency: we must constantly work ads. For a great return on your time invested to achieve, you have to work diligently for a minimumperiod of four weeks. expired ads can not be started, stopped without losing momentum. There is a rhythm and flow of them. Need a daily discipline that you work. If you use this view for two weeks, then a week off, it's back to zero. I have not seen the weekend, but I'm hard to call Monday to Friday.
You can build and grow your follow-up needs. If you down the road, more than 30 days, you will begin receiving calls for recordingThe dates of your work earlier this month as well as your new appointments expired. Must work to create a pipeline of customers ad has expired.
The second part is the attitude, your attitude plays a vital role in your success with job listings expired. You must give the seller an attitude of compassion and resolve the problem. They are not just looking for someone to fly a sign in the ground, they are looking for someone to sell to go home;Are determined to find someone that is their problem. You can get even more upset because of the large number of agents, which they call.
Many think that ended any other problem, if in reality and its price. When it expired to lists, the price is the problem, 90% of the time. You need people to come together with regard to their home reading. Agents Peen too many people who take the jobs that have passed their potential customers with a ballHammer between the eyes when it comes to price. This with some other pathetic and does not work. You must be able to adjust your shipping address.
You need to show to potential customers, and most importantly, it must radiate an attitude of care and compassion for their situation, and the transport of confidence in your ability to do the job. Sometimes the only way the price is lower, it is important for you and it hurts me to convince them to sell less, butThere is no other way. E 'as the doctor says to his patient has cancer. He did not like, but he has to do, so he could heal her.
The last, and sometimes the most critical, is its persistence: the persistence and the ability to be able to be here with the most positive results. Many ads do not expire immediately fix dates with agents. Sellers wait, a week or two, maybe even a month. The number of calls they receive on their home dropsdramatically as the weeks tick by. Do not be one of the agents, that if the seller is low motivation or are inadequate to drop. Being one of those left at the end of a week or two.
Persistent in your profession. They call them a couple of times a week. Everything that you tried to do to fix a date. That there are a list of agreement over the phone, simply connect an appointment. This is what is the call for proposals. They want only one of three or fourInterview. If you think that when your goal, you get many ads for sale.
Focus daily on the CAP system. Work both for current listings have expired and those collected in the past. Effective follow-up with door-to-hot day. Remember, consistency, attitude and perseverance are the keys to prospecting expired listings.
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