The Expired Listing
The first thing that I want to write down is 15/15/15
and I want to share with you that if expired listings are a new program for you they’re not going to be difficult. They're a really great sources of business
I believe expired listings are the fastest way to the most immediate listing appointment in many cases. But if you're not real good at it or you haven't spent a lot of time with expired listings in the past in the first 15/15/15 is going to be important to you.
Next to the first 15 go ahead and write down it takes 15 contacts to even know what people say, the first 15 contacts are simply research. Whether you can call FSBOs are expireds that's the mentality I want you to have, you’re doing research. You don't know what they say, you don't know what they respond to the questions, you don't know exactly what objections you're going to get, you don't know what points they are easily willing to stall you over, you don't necessarily know where you need to push and where you need to pull. The first 15 contacts are simply research for you to get a feel for what these people are like.
The second 15, I want you to write down practice, the second 15 contacts you're able to practice because after the first 15 contacts you begin to get a feel for what they say so now you can start developing answers their objections. You can start developing a little bit more skill around the areas that weakest and maximize the areas that are the strongest, now that you have a feel for what you're doing and you’ve gotten the answers that you need in regards to the questions that you had, the second 15 contacts, which is usually week number two, are simply practice.
So week one make 15 contacts to see what they're all about, week number two realize that you're starting the practice process then week number three the final 15 contacts, that’s where you start to become effective.
Now I tell my one on ones that if you are going through 15/15/15 you will become good at working with expired listings, I tell you effective. The reason I say effective rather than good is because I'm not sure that you're going to get the answers you need it in the first 15 to really get some great practice in the second 15. So if you have any questions about how to handle the expired listing after your first 15 contacts make sure you use the form on our contact page and I will try to give you the answers you're looking for, but the final 15 are where you start to become effective or even good at working with expired listings.
So it takes 45 contacts to even begin to acquire the skill, but 45 contacts even if it takes you three weeks or four weeks is not a lot of effort or time that you have to put into something that could produce 2 to 3 listing appointments per month!
Bob Fitzgerald is a former speaker and coach for Mike Ferry. Bob has since trained a team of highly skilled telemarketers and we are setting up qualified real estate listing appointments for many of top listing agents in the world. Coach Bob has trained the team to handle every objection and close for qualified appointments. Fitzgerald Coaching's telemarketers are more skilled than most real estate agents. Visit Bob's blog to get a feel for the numbers and process involved in converting the listings. Prospecting isn't new nor is it a magic pill. We just call. We are looking for great partners in each market that we can refer appointments to for years to come. Are you comfortable making a presentation to For Sale By Owner and Expired sellers? If so, we need each other!