I am sure we all have been on the receiving end of that phone call from our Seller whose home has not sold, and who is no longer interested in keeping it listed with you. So it appears as an "expired" on the MLS. Now is the time for you to immediately put your Expired Listing Program into practice.

Here's how it works:

1. Call the Seller. Identify yourself. Let the Seller know that you understand his frustration with the current market and the fact that his home did not sell. Please don't disparage the listing agent. Suggest to the Seller that perhaps a different perspective by a different agent may make the difference in the selling of his home. Arrange an appointment that is convenient to the Seller.
2. When you arrive for the appointment, do your usual walk-through, making lots of notes and asking questions like "what do you like about this room", or "what made you buy this home", or "what's it like living in this community". You'll be surprised at how much information you can gather when you ask these types of questions.
3. After your walk-through, sit down with the Seller and ask him, "why do you think your house didn't sell?" He may volunteer that he had it priced high (which will make your job a little easier). Listen with compassion. If the Seller tells you things the other REALTOR^® did or did not do, take the time to explain how you will handle the listing and the sale.
4. Now, it's time to bring out your presentation. Your presentation should consist of three parts: history of your company, your background and credentials, and the entire listing process from explaining the documents, to your company's advertising policies, to communication between you and the Seller.
5. Present your Marketing Program, IN WRITING.
6. Ask the Seller if there is any part of your presentation on which he has questions.
7. Impress upon the Seller that both he and his property are important to you, and that you will do at least one action item per week on his home until it is sold.
8. Let the Seller know that you, or your assistant, will stay in touch with him on a weekly basis,
   AND THEN DO IT!
9. Don't make promises you can't or won't keep!
10. When his property is shown, and the potential buyer raises an objection to something about the property, discuss it with your Seller to see if it can be corrected.

I hope the above tips help you in getting started on an Expired Program. It's another source of business.

See you next week.

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