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2. 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

3. 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

4. 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

5. 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

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

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

8. 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

9. 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

10. Weichert University Online Course
Listing Expireds 10

11. Don’t Assume that All Listings Expired Because of Price11

12. Expired Diagnostic Questionnaire

13. Expired Diagnostic Questionnaire13

14. Expired Diagnostic Questionnaire14

15. Expired Diagnostic Questionnaire15

16. Expired Diagnostic Questionnaire16

17. Expired Diagnostic Questionnaire17

18. Expired Diagnostic Questionnaire18

19. Expired Diagnostic Questionnaire19

20. Expired Diagnostic Questionnaire20

21. Expired Diagnostic Questionnaire21

22. Expired Diagnostic Questionnaire22

23. Expired Diagnostic Questionnaire23

24. Expired Diagnostic Questionnaire24

25. Expired Diagnostic Questionnaire25

26. Expired Diagnostic Questionnaire26

27. Expired Diagnostic Questionnaire27

28. 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

29. 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

30. 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

31. 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

32. “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

33. 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

34. 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

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

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

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

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

39. Resources

40. Weichert University Support

41. 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!!!

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

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