I used to lump the pursuit of expired listings (and for that matter, FSBO's) into the same category as cold-calling, door-knocking and farming. As in (and I quote from the introduction of Sell with Soul):
"For those of you who shudder at the thought of chasing down your prey, this book is for you. First, I'll help you build your business using respectful, non‑invasive techniques. No farming, cold-calling or door-knocking. You won't have to hunt down For Sale by Owners (FSBO's) or Expired listings if you don't want to."
However, upon further reflection, I'm realizing that there is something truly "soulful" about helping sellers whose (who's? I can never keep it straight) homes failed to sell (I balk at calling a real person an "expired"). In fact, I'm pretty darn sure that the soulful crowd might just be the best thing that could ever happen to a Seller Whose (who's?) Home Failed to Sell.
But... the problem remains of how to get in front of those Sellers Whose (who's?) Homes Failed to Sell so that we can get a shot at being the best thing to ever happen to them. Oh, and preferably without resorting to all those ridiculous, cheesy, patronizing tactics so celebrated in our industry.
That's the subject of this Saturday's SWS Teleseminar - how to Soulfully Prospect to Expired Listings! I'm going to interview my good friend Borino of Expired Plus (www.expiredplus.com), asking him all sorts of questions I've asked myself, and had asked of me through the years about approaching these sellers without making a fool of yourself.
Questions like...
- Do I really HAVE to call or stop by? Can't I just send a letter?
- How often should I expect to be rudely rejected?
- Does it get easier? How long til I'm not nervous?
- Should I pursue listings I don't really want?
- How much research should I do ahead of time?
- How do I compete with all the other agents going after expireds?
- How do agents get an expired listing within hours of it expiring? ("going behind the sign")
Do you have questions you'd like us to answer? Just ask!
The show starts at 8:30 am (Pacific) / 11:30 am (Eastern) sharp on Saturday, June 5th. It's a freebie show if you attend live ($10 for the recording which includes lots of other goodies).
Here's where you register: http://www.sellwithsoul.com/sws-expired
See you Saturday?
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Tips & Inspirations to Generate Business from the Very Important People Who Know You
Oh, what a good idea! So many of us would like to succeed at the expireds, but don't....
I am trying to work the expired listing market and can use any tips and suggestions you and Bornio can offer.
Also, it is "whose", which is possessive. It helps to remember that "who's" is a contraction of "who" and "is". Only use "who's" if "who is" can be substituted for it. I used to be a teacher in my former life :-)
Thank you Lori! It just never looks right to me, whichever way I do it...
Dagney - Come see us on Saturday!
What great timing...I was just having a discussion with another agent sbout this very subject. Hope to be there!
Jennifer, will you post a brief synopsis for those of us who can't attend? Thanks!
Dang nabbit, the former teacher (#2) beat this former editor to the spelling lesson! I hope to join you on Saturday because if there is anyone who can do expireds in a non-cheesy, soulful way, it's you and your gang, Jennifer.
Jill - no promises, but I'll try!
Tanya - Better late than not at all. And thank you for the vote of non-cheesy confidence.
Susan - Yes, I hope you can make it. Good luck today.
I missed the webcast but I am glad to now know where I can get the recording. Thanks.