 | | 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 | Component 2: Agenda Welcome (1 min.) True stories (2 min.) Background and goals (2 min.) Handout 1: 7 Sure-Fire Ways to List Expireds (5 min.) Use these tips in planning your marketing presentation to expireds. Handout 2: A Expired Prospecting Plan (10 min.) Develop a strategy to convert expireds into listings Activity 1: Responding to Expireds Objections (10 min.) Learn some effective responses to counter common expired concerns. Handout 3: 10 Questions to Ask Expired Sellers (5 min.) Activity 2: Role Play—Expireds Up Close (15 min.) Practice responding to expireds and convincing them to list. Handout 4: 6 Warning Signals That an Expired Won’t Sell (5 min.) Watch for these potential problems before you agree to represent an expired. Adjourn 7 Sure-Fire Ways to List Expireds > |