 | | 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: 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 | Prospecting for expireds can have its emotional ups and downs. After failing to sell their homes with other sales associates, homeowners may feel angry and frustrated. But with a little psychology and a few skills acquired from this tool kit, salespeople can turn expireds into a productive, profitable niche. Use this tool kit—including a ready-to-go agenda, activities, and talking points—to help improve your salespeoples' understanding of what they currently spend on business costs and what returns they receive for those expenditures. Each element of this tool kit is numbered at the top of the page, so you can easily move through the content chronologically. Component 1: Facilitator Talking Points > |