 | | SALES MEETING TOOL KIT: CONVERTING EXPIREDS | |
|  Introduction Component 1: Facilitator Talking Points Component 2: Agenda Component 3: Handout 1: 7 Sure-Fire Ways to List Expireds Component 4: Handout 2: A Expired Prospecting Plan Component 5: Activity 1: Responding to Expireds' Objections Component 6: Responding to Expireds' Objections Answer Sheet Component 7: Handout 3: 10 Questions to Ask Expired Sellers Component 8: Activity 2: Role Play—Expireds Up Close Component 9: Activity 2: Role Play—Expireds Up Close—Discussion Directors Component 10: Handout 4: 6 Warning Signals That an Expired Won’t Sell | Activity 1 Component 5: Responding to Expireds' Objections Read each objection to signing a listing contract and write in your most effective response in the blanks below. Objection 1: I’ve wasted three months listing with a real estate salesperson who did nothing. I can do a better job myself. Your most effective response: _____________________________________________________ _____________________________________________________ _____________________________________________________ _____________________________________________________ Objection 2: I need to save every cent that I can get from the sale to put toward my new house. I can’t afford to list it at the price you’re suggesting. Your most effective response: _____________________________________________________ _____________________________________________________ _____________________________________________________ _____________________________________________________ Objection 3: What makes you different from the last salesperson I listed with? Your most effective response: _____________________________________________________ _____________________________________________________ _____________________________________________________ _____________________________________________________ Objection 4: My last salesperson told me it was a waste of time to fix up the house, since whoever buys it would want to do their own decorating. Your most effective response: _____________________________________________________ _____________________________________________________ _____________________________________________________ _____________________________________________________ Responding to Expireds' Objections Answer Sheet > |