More than 50% of expired listings end up listing with another Broker within 30 days. Why not take advantage of this statistic to add to your listing inventory?

Let's take a look to see how we might do this. When calling an expired listing, you must know that the Seller is going to be frustrated and perhaps angry. His last listing agent may not have called him or didn't deliver on any of the promises made at the listing appointment. Let the Seller vent. The main reason for the Seller's frustration should become clear after several minutes of venting. This is what you need to focus on. For instance, if the Seller tells you he never heard from his last agent, then you should tell him what your communication program will be. If his frustration is over lack of marketing, then outline your marketing program to him.

After your initial conversation with the Seller, send him an information package. A company folder or a loose leaf binder filled with marketing materials, information about you, your resume, your credentials, information about your company, and copies of testimonial letters will allow the Seller to see in print everything you discussed over the phone.

Follow up within the week after you've sent your information package. Emphasize to the Seller how you'll use technology and target marketing to sell his home. Give the Seller the right to fire you at any time, for any reason, with just 7 days notice.

It may take several calls or appointments before the Seller will decide to list with you. Once they do, however, take a picture of his home and send him a "thank you" note for placing his confidence in you for the marketing of his home. I'll bet his last REALTOR^® didn't do that.

Lastly, stay in compliance with the Code of Ethics. When making the initial call, tell the Seller you saw that his listing had expired, and you would like to discuss your marketing of his property if he is not subject to a listing agreement with another REALTOR^®. Do not talk negatively about the last agent. Remember the Golden Rule!

Promise, deliver, perform, and convert that expired listing to a SOLD listing!

See you next week!

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