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Head of Residential Sales Regional Vice President Welcome Get Hired by the Expired! Presented by: Jacé Botti Head of Residential Sales Jack Waters Regional Vice President Ocean Regional Center

NAR Report “The total homes listed for sale continue to move downward.  The latest decline in October to 3.33 million nationally.” “Examining listings only in the month of this year saw the lowest inventory since 2005.”  “National Absorption Rate in October stood at 8 months.” - Lawrence Yun Chief Economist, NAR, 11/21/11 Lawrence Yun Chief Economist, NAR 3

Active Listing Inventory Company Footprint* Company Foot print: 163,167 Listings CT & NY: 13,543 -9.62% North NJ: 20,611 -3.56% NJ & Lehigh Valley, PA: 16,038 -1.37% North Eastern NJ: 9,543 -4.64% PA/DE: 44,053 -3.55% Central NJ: 17,577 -3.96% South NJ: 10,575 -5.01% VA: 10,758 -14.93% MD/DC: 20,469 -20.50% *Total Active Listings as of 12/1/11 by Area with % reduction 2011 vs 2010 4

2011 Expired Weichert Listings Company Footprint* Company Foot print: 14,253 Expired Listings CT & NY: 1,188 North NJ: 1,656 NJ & Lehigh Valley, PA: 2,590 North Eastern NJ: 2,850 PA/DE: 572 Central NJ: 2,144 South NJ: 1,745 VA: 950 MD/DC: 549 *Total Expired Weichert Listings as of 11/30/11 5

Prospecting Expireds A great source of New Listings Expired Listings Prospecting Expireds A great source of New Listings 6

Where to find them? Varies by MLS: Posted in MLS Daily Expireds Where to find them? Varies by MLS: Posted in MLS Daily 7

Tip Expireds Preview listing before expiration. Make appointment when you know Seller will be home. Use your Getting to Know You Booklet and ask Homeowner to guide you through the property. Note: This is not a solicitation. The purpose of your visit is to preview the property for your current and future buyers. After the property expires or if the seller call you to invite you in, you may then discuss listing and marketing the property. 8

Be Prepared for Two Questions: Expireds Be Prepared for Two Questions: Why do you think my house didn’t sell? Why didn’t you show/sell it? DEFER: “I would be happy to answer those questions and others. Let’s make an appointment to meet so we can formally discuss.” 9

Weichert University Online Course Listing Expireds 10

Don’t Assume that All Listings Expired Because of Price 11

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire 13

Expired Diagnostic Questionnaire 14

Expired Diagnostic Questionnaire 15

Expired Diagnostic Questionnaire 16

Expired Diagnostic Questionnaire 17

Expired Diagnostic Questionnaire 18

Expired Diagnostic Questionnaire 19

Expired Diagnostic Questionnaire 20

Expired Diagnostic Questionnaire 21

Expired Diagnostic Questionnaire 22

Expired Diagnostic Questionnaire 23

Expired Diagnostic Questionnaire 24

Expired Diagnostic Questionnaire 25

Expired Diagnostic Questionnaire 26

Expired Diagnostic Questionnaire 27

8 Aspen Court, Chester, NJ Expired Listings 8/4/2 ½ bath/2 car attached garage 20 year old 2-story Colonial on quiet residential street Listed 5 months with two-person Real Estate Broker in neighboring town List Price $299,900 28

55 Pleasant Hill Drive, Chester, NJ Expired Listings 55 Pleasant Hill Drive, Chester, NJ 7/3/2 bath/2 car detached garage 40 year old Cape Cod w/separate legal guest cottage currently rented for $900 per month Listed 5 months with neighboring town as single family List Price $259,900 29

Don’t mail solicitation letter Listing Has Expired Don’t mail solicitation letter Go physically to house when seller is likely home Physically knock on front door. 30

Expired Dialogues “Hello_______, my name is _________, from the __________ sales office of Weichert, Realtors. You may have recalled seeing my business card as I [previewed/showed your home/visited your public/broker Open House].” 31

“Are you still interested in selling?” Expired Dialogues “I clearly remember your home because, [pick a positive attribute and brag about it].” “Are you still interested in selling?” “Would you be interested to know my opinion of why it didn’t sell?” “Would you like to know what my marketing plan would be to get it sold?” 32

Introducing Michael “Be sensitive to their disappointment in not selling their home. Paint a picture and be persistent.” Michael Smith Sales Associate Middletown, NJ 33

Introducing Michael “I pull up expired every week day - 5 days a week. I pick my best two prospects that are closest to where I am going.” Michael Mavromates Sales Associate Washington Twp, NJ 34

Introducing Janice “It is very important to develop a marketing plan specifically for that seller.” Janice Nagel Sales Associate Brick, NJ 35

Introducing Donna “Expireds is money in the bank and you must be tenacious.” Donna Warters Sales Associate East Brunswick, NJ 36

Expired Leave Behind Brochure Expired Listing Brochure Available through Central Fulfillment Item #M843 Ask your Sales Manager or Processing Manager for ordering details 37

Resources on WeichertOne.com Weichert University Support Resources on WeichertOne.com

Resources

Weichert University Support

Stay Tuned for the Spring Campaign Jimmy Bucks are Coming Back!!! Get Hired by the Expired Stay Tuned for the Spring Campaign Jimmy Bucks are Coming Back!!!

MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now.

Thank you for your time today. Look for our Next Straight from the Top Webinar in January