 | | 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 | Component 1: Facilitator Talking Points These notes will guide you and your salespeople in understanding how to develop a prospecting plan for converting expireds. Pre-meeting preparation
Print the following: These facilitator talking points—Component 1 Converting Expireds Agenda—Component 2 Handout 1: 7 Sure-Fire Ways to List Expireds—Component 3 Handout 2: An Expired Prospecting Plan—Component 4 Activity 1: Responding to Expireds' Objections—Component 5 Activity 1: Responding to Expireds Objections Answer Sheet—Component 6 Handout 3: 10 Questions to Ask Expired Sellers—Component 7 Activity 2: Role Play—Expireds Up Close—Component 8 Activity 2: Role Play—Expireds Up Close Discussion Directors—Component 9 Handout 4: 6 Warning Signals That an Expired Won’t Sell—Component 10 Welcome (1 min.) True stories (2 min.) Share your most unexpected expired listing. Ask participants to share their biggest success—or most frustrating failure—in securing an expired listing. To segue into the training, remind participants that expireds can be one of the most lucrative niches in real estate sales. After all, think how many cold calls you might have to make to find a homeowner who wants to sell. Every expired does. Background and goals (2 min.) Because expireds are an important source of listings, understanding how to reach and appeal to expireds can be a great source of business for your salespeople. In this meeting, we will:
Handout 1: 7 Sure-Fire Ways to List Expireds (5 min.) Ask one participant to read each of the suggested strategies for getting expireds to list with a real estate professional. Ask participants to suggest other reasons that they have found effective in listing expireds. Handout 2: An Expireds Prospecting Plan (10 min.) Work through the suggested activities in each part of the plan, and then ask participants if they have other successful prospecting techniques to share. Have participants write these down on the lines provided at the end of each plan section. Also encourage participants to suggest ways to alter the prospecting plan to make it more productive for their style of working. Activity 1: Responding to Expireds' Objections (10 min.) Ask one participant to read each objection and suggest an effective counter response. Encourage all participants to suggest counters that they have used successfully for each objection. Use the Responding to Expireds' Objections Answer Sheet (Component 6) to prompt the discussion or suggest options participants might not have considered. Handout 3: 10 Questions to Ask Expired Sellers (5 min.) Ask one participant to read each question, and then suggest a possible response. Next ask participants how they would use this answer to position themselves as the best choice for the expired. Activity 2: Role Play—Expireds Up Close (15 min.) Divide up participants into pairs and give each pair one of the three scenarios to practice converting expireds. Explain to participants that the talking points are not designed as a script, but as an indication of the issues and points of view of the characters. Ask participants to take a minute or two to read their character’s talking points and think about what issues motivate the character. Then ask participants to spend five minutes in role play. Encourage them to improvise. When the role plays are completed, ask all participants who played each scenario to share what they learned about expireds’ motivations and the responses they found effective. Write each effective strategy down on a chalkboard or flip chart. If necessary, use the Role Play Discussion Directors (Component 9) to direct the discussion toward effective responses to each scenario. Handout 4: 6 Warning Signs That an Expired Won’t Sell (5 min.) Review each question. Ask participants what sort of responses would send up a red flag to them that the prospective expired might not make a good client. In addition, ask them how they would respond to answers they considered negative. Adjourn. Running time: 55 min. Component 2: Agenda > |