Abbreviated Version -

1. I noticed you were no longer in our MLS - is that correct ?

2. Do your plans include another attempt ?

3. If you had SOLD , what was your next step ?(BIG Why )

4. Are you aware there's only 2 reasons why a house doesn't sell ?

5. The best way i could help you is to take a quick look at your house and see if I can uncover exactly why you're not selling . There's no cost or obligaton

6. Is now a good time ? (otherwise schedule a different time )

  BUT the NEXT Step to actually getting a Listing is to GET IN the DOOR !!!   

I have zero suggestions but am glad you asked the question.  And there are some great answers!

I will share one of my personal quotes:  "Always ask the question. If you don't ask the question...the answer is already No...so ask the question and make them tell you No! Why? Because some will tell you Yes!!"

 Mr Seller? My name is Brooklyn and I'm with Indy Home Shop - I noticed that you property was no longer listed for sale in the MLS  and I was wondering if you were now going to rent the home or place is back on the market with another firm?

Listen carefully -- address his concerns.. then ask for the appointment....good luck

Watch this video. You can learn alot from this guy.

Hi Brooklynn,  Do you know why the listing did not sell?  Was it overpriced? Were the sellers unwilling to do the things necessary to get the home market ready.  I think this information is critical... not only to your approach but whether you actually want this listing.  One of the greatest challenges for new agents is to NOT chase undesireable business.  Think Pareto Principle... the 80/20 rule.   Time management is so critical to your success.  

I ask if they are still hoping to sell.  Then I tell them that there are 5 things it takes to sell a home - and one or more of those items did not happen while they were with their last agent.  Price, condition, marketing, photography or availability.  From there I ask them which of the items they think they and their agent failed at.  Most likely they will say it was the marketing.  I tell them wonderful, we have a comprehensive marketing plan that we know sells homes just like theirs and when would be a good time for us to meet to go over this?  

#1 Question of the day award right here.

I might pitch everybody in a subdivision of a house I just sold, parade that trophy deal around like crazy.

Phooy on expires, get new one's.

Make it a Great Day.

Brooklynn, The best way to a positive response from an expired listing, in my opinion, is to have not only seen the property, but to have shown it to a prospective buyer while it was listed. This would give you special insight into the actual condition of the place and the benefit of actual feedback from your buyer.

Many Realtors will call and give them any number of reasons why they would do a better job. You want to separate yourself from that group. If you really want to work expireds, search for listings about to expire and arrange a showing or preview. Then, when you call you can comment on specifics, i.e., the house needs a through cleaning, the kitchen is smaller than other listings in their price range or anything that will connect you to the specific property and shows familiarity to their home. All the best.

I like an old Ferry script. "I want to interview for the job of selling your house". After all you have to get face to face first.

I love Kevin Ward's approach to all things Real Estate.

https://www.youtube.com/watch?v=__8idjraeoA

Our MLS has a field where the seller can indicate whether the seller can be contacted by other board members after the listing expires.

Good question. As a mover I think I qualify as an outsider and I'd want to hear all the good things about my home and why someone else would love to create their own memories here; that would get me listening!

I don't use scripts .  I find folks respond well to a genuine person, as opposed to a sales person..but Mike Ferry offers some free downloads that might give you a starting point.  

Brooklynn Shull I do not call expireds. I wait a couple of days to see that the last listing agent has not relisted the property. At that time I mail a letter to the prospective seller. After 30 days, I check to see if the property is relisted. If it is still expired, I will send out a second letter. I don't intimidate anyone and I don't call.

You  might want to put yourself in the place of a seller who has had their home on the market for six months and on day 181 receive multiple phone calls from an agent --- what do you think they would want to hear?

Brooklynn,

There are two kinds of sellers out there. Those that need to sell and those that want to sell. If you focus on that and send them a note that you are available to discuss this with them this may work as one approach. You can build on this and show you care about helping them.

I write from the heart.  Every expired listing I try to capture, I write a different message to the owner.  This way, there is nothing to remember.  If you investigate the listing from before, you may be able to find a nugget or two that the other agents missed.  Then capture that in your email or card to them.

Good luck!

Hi Brooklyn, 

The problem with scripts is they often sound canned and like you're just another realtor trying to get their listing.  In reality, the seller's likely have a plan in mind, whether it's to stay off the market or they may have already hired another agent.  

That said, you don't know if you don't try.  Here's my suggestion, consider what you have to offer.  What would you do differently from what has already been done?  What mistakes do you see in the listing, marketing, pricing or showing availability that could make a difference?  

Decide how you want to approach this seller and start by showing concern for them, not for yourself getting the listing. If the concern isn't real, it will show.  Be prepared to walk away with a smile if they aren't interested or just want a break.  Have some success stories to tell on your past listings if they ask.  Focus your energy and questions on them, learn about them, be interested in them and allow the business to happen if they want it to.  

Let us know how it goes.  

Statistics tell us there are only 2 reasons why a property doesn't sell during the listing period. I would like to share these with you.

Chances are unless they are totally opposed to selling, they will want to hear and how you can make the difference.

P.S. Be sure you know what the 2 reasons are. 

I really like Michael Jacob's answer.

Speak from the heart. Tell them upfront why you are calling, that is you want the listing and tell them how you would do a better job if they still want to sell.

http://www.mikeferry.com/main/content/complimentary

here you go click on the link and get the best script free!

Make it more like a listing appointment.  Show that you have done your homework.  Include pictures of the house, and make it an attractive presentation.  Follow up with a phonecall.

".....sound like a cheesy salesperson..."

It that is actually your concern, do nothing that requires you to make a sound, which eliminates SCRIPTS. Pay for more marketing.

As Michael Jacobs suggest consider what that home owner is enduring originating from ALL THOSE DIALING FOR DOLLARS agents who subscribe to Vulcan and Mojo and a plethora of services that put the owner under siege by agents packing scripts, promises, blame and puffery.

You may find it a act of genius to knock on the door of the besieged owner with the intent to understand what they are currently going through. From there choose the flavor of cheese you want to use.

I would develop my own with the following consideration:

Are they going to re list

Do they know why the house did not sell

Would they mind if I take a look as I might have  a buyer for this property.

I'm not a scripting kind of gal ... but I really enjoyed reading all of the question and answers ... bottom line is I just make conversation and see how I can help them.  Works for me.

I don't have a script. I do ask if they would like to meet and discuss what we might be able to differently to get the property sold.

Others have you well covered here

Great question and lots of great answers, Thank you All!

Once upon a time I had a script. Now I go with the flow! It takes time to get there. Whatever gets the appointment!

 Good morning Brooklynn. Looks like you got some good scripts to work from.

Brooklynn Shull there will be many at Mike Ferry's site - free. Also, check Borino's blogs.

Brooklynn Shull  Many great responses for expired listing. Good luck!

The Mike Ferry organization has some great scripts that I recommend.  Whatever you use, internalize it so you don't sound like a robot (read that in a robot's voice for full effect).

send a card. Then door knock finding out the reason. Often they took off the market and will relist with same agent.

Watch out for owners phone#. Almost 100% time listing agent phone #.....

I'm following this Q & A.  Interested in responses other than dialing for dollars.

Check with Tom Ferry or Mike Ferry free expire scripts

Looks like you found some good advice here, hope that it worked well for you.

Be warm and patient. Because you are calling and offering them to sell their home will not automatically make you their agent. 

Mike Ferry is all about expired listings.  You may want to see if what he has fits what your looking for.

Most home sellers that have already been in the market have probably heard it all.  What they want is someone who has a serious buyer ready to make offers.  What I have seen and seems to work with many property owners is an agent approaches and demonstrates that they have a buyer (which they should).  At the end of the day if you create action or have a flow of buyers in the area, than leverage that to pick up listings. Marketing efforts should already be ongoing and generating buyers in your area.  I have called agents before as a buyer on a particular house and say I am coming to their area in a week and they say "give me a call when you are in the area" and I never hear from them again, like it is my job to chase after them.   They just lost a potnetial buyer or someone to bring to a house and pick up a listing.  I don't understand why these agents bother advertising on Zillow if they dont have time to handle the leads they get and spend all their time trying to get listings instead of servicing buyers.      

Brooklynn, There is  allot of  good advice and many many years of experience in the comments here. I think though the most important thing to remember is, this is a relationship business. Relationship implies personal, so be yourself. A script tends to alter or restrict our personality when we try to follow them to closely and the prospective client will sense this. It often comes across as being as disingenuous, not real, and depending on the experience they just had with the other agent this could make you come across as the "used car sales' person we all dread.  Relax, believe in what you have to offer and present that, as that is and always will be your greatest strength.. best of luck

Don't be like everybody else and use scripts everyone else is using..

Immediately you need to tell them that you know they probably have received a ton of these calls..

Then you have only a few seconds to capture their attention..

You need to say something powerful..many choices here but something like - I don't know what all the other Realtors have said to you but I...

Examples - I have stepped in over and over again and gotten the home sold when the other agent couldn't..why don't you just let me take a quick look a the  home .. go from there  --- another example could be your success in their neighborhood or price range.. I have sold  xxx ... 

No matter what being unique, hitting them between the eyes with a very powerful statement quickly, and the words "why don't you just let me take a look at the home" are all key..

I call it "casual professional" when you speak to someone .. too scripted is not a good idea..and you will sound like everyone else..people are too savvy for that now..they will see right through your script..

Hugh

Thank you for the question. Nice answers here.

has anyone on here tried Laura Duggans expired listing marketing campaign?