Regardless of how long you've been in real estate, if you're calling EXPIREDS, you're likely familiar with the "reflex NO." It makes sense, right? ...
Regardless of how long you've been in real estate, if you're calling EXPIREDS, you're likely familiar with the "reflex NO."It makes sense, right? A property doesn't sell, the listing expires and the homeowner is inundated with calls from real estate agents who sense a quick sell. So, the homeowner's only defense is to just say NO because they feel overwhelmed, frustrated, and probably angry.Yes, expireds are not always easy to work with, but if you're calling expired as part of your on-going prospecting efforts, you can make A LOT OF MONEY. That's why, you need to know how to overcome the reflex NO.It all starts with knowing your scripts inside and out. In particular, you need internalize the scripts that help you to overcome the inevitable objections that come with the territory of prospecting expireds.But the scripts alone might not be enough. The best way to hone your script skills is to:
By working with a role-playing partner and recording your calls, you will over time, become increasingly confident in your skills at handling expired listing homeowners.Importantly, make sure both role-playing and recording are on your calendar, because, as the saying goes, "if it's not on your calendar, it doesn't exist."Here are a few more tips to consider as you work to improve your expired prospecting skills (and results):
Prospecting expired listing is challenging, but potentially lucrative for any real estate who is willing to invest the time in perfecting their delivery. You're going to get Reflex NOs. How you handle them will speak volumes about your preparation and skill-building efforts.Learn more about expireds from our earlier post: EXPIRED PROSPECTING PLAYBOOK.
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