Be the Expireds Hero

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Be the Expireds Hero
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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Use this slide to introduce guest speaker or top
producer that will share their success or
demonstrate skills. Insert Photo or Delete
slide if not needed
Meet the Expert
Add guest speakers name
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• How do you think
• the owner of an
• expired listing feels?

Be their HERO!
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Getting in the Door

• Call to get the appointment not to get the
  listing.
• Build rapport by
• Letting them vent.
• Empathizing with them.
• Confirm they still have a need to move.
• Schedule a time see the property.

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At the Appointment

• Continue to build rapport by
• Letting them vent again.
• Empathizing with them.
• Ask key questions about why they think the house
  did not sell with their previous agent.
• Set expectations.
• Give the Expireds brochure and point out a few
  key pages for them to review.
• Emphasize what you can do differently.
• Schedule next appointment or let them know you
  will be following up.

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Following Up with Expireds is Critical
Lets revisit the Follow Up Conversion Chart.
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How do YOU find Expired listings?

• With daily MLS searches.
• Automatic searches.

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Todays Call Session

• Make a minimum of 50 calls from your prepared
  list - Do Call List, SOI, OH Guest Registers,
  FSBO or Expireds.
• Keep track and report progress on the board.
• Record all leads and appointments made.
• Utilize Prospect Follow Up sheet to set follow up
  call appointments.

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Call Session Results

• How many calls were made in total? (Calculate on
  flipchart)
• How many appointments were made? (Calculate on
  flipchart)
• What worked well for you today when calling?
• What would you try differently next time?

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Grow Your Skills and Business

• Review Expired Listings page on WeichertOne under
  Sales Associate Resources, Prospecting.
• Call until you get 1 appointment do this 3
  times before next session. Goal is to secure 3
  appointments.
• Attend 1 appointment appointment can be a buyer
  consultation, listing appointment (1st or 2nd),
  FSBO, expired or price improvement.
• Come prepared to make 50 calls at next workshop.
• Preview homes and take notes on property
  features.
• Work an Open House. Follow up with all guests in
  24 hours.

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The path to success is to take massive,
determined action. - Anthony Robbins
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Sales Planner

1. Add the assignments we just reviewed to your new
   Sales Planner.
2. Write down what you will commit to do by next
   session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.

Distribute blank copies of Sales Planner
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• Success is almost totally dependent upon drive
  and persistence. The extra energy required to
  make another effort or try another approach is
  the secret of winning.
• Denis Waitly

Thank You