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Architecture Guide
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Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus | | 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 2 Component 8: Role Play—Expireds Up Close Divide participants up into pairs and then assign each pair one of the three scenarios to role-play for five minutes. Then use a flip chart or chalkboard to write the suggestions for responses and share them with participants. Expireds A: Jane and Jack Jones. A successful two-career couple. He’s been transferred by his company to California and has to be at his new job in another 30 days. She’s concerned about staying behind and wants to move before the new school year starts in four months. They listed their property at $15,000 above comparable homes in the area and didn’t want to come down because they know they’ll need the extra money to buy a home in California. Jane’s talking points: "We really have to have at least a three-bedroom house, but I’m afraid we just can't afford it in California unless we make a lot of money on this house. I really don’t want Jack to be out there by himself too long." Salesperson talking points: "The market dictates the price. I can help you find a way to move now and buy a house out there before your house here sells." Expireds B: Lucy and Herbert Mason. The Masons are empty nesters who’ve just retired. They’re planning on moving to a condo they own in Florida, but still have lots of friends in the area. They first listed their home with Sara Sholti, an old family friend, who listed the home on the MLS but did little else. The Masons received no offers from the listing. Herbert’s talking points: "Sara is a nice person and plays bridge with Lucy, but she really just does real estate as a hobby. I’m so tired of the winters here, but we’ve lived here all our lives and so many of our friends are nearby. I’m afraid we’ll be lonely in Florida." Salesperson talking points: "What a great opportunity for your friends to take a trip to Florida to visit you." Expireds C: Phil and Phyllis Proctor are a middle-aged couple with two children who want to move up to a nicer home. They had a home picked out, but had to back out of the deal when their home didn’t sell. They got one low offer, but otherwise nothing. They believe that their salesperson didn’t do enough to sell their home and didn’t communicate effectively with them. Phyllis’ talking points: That home was so perfect. I just can’t believe that the salesperson was so incompetent. We would have negotiated on the price and everything. I’m so afraid we’ve missed the chance to find a great home for our kids. Salesperson talking points: It’s more of a buyer’s market than ever in move-up homes. I’ll handle both sides of the transaction for you. Role Play—Expireds Up Close—Discussion Directors > |