1. Resistance YourCoachingMatters.com 2015Edition ExpiredsExpireds A Month ThreeThree How to List Prospecting

2. They didn’t sell for a reason Everyone is calling them They’re overpriced Liars Rejected They were rude Didn’t stay in touch Where were they before? They don’t earn their commission No wonder we don’t call them! What do most Realtors think about a typical Expireds: What do most Realtors think about a typical Expireds: Now think of some adjectives that a typical Expired Seller thinks about Realtors:

3. We tried them in the past. We were generally newer agents and sent into the field not knowing What to say How to say it When to say it We were trained to ask confrontational questions When are you interviewing the right agent for the job of selling your home? We had to hunt for them everyday. We were trained to dump them after 7 days. There are “tons” of other agents working them too. We had to see if they were relisted and on the do not call list, etc. We also usually had other agents telling us how hard Expireds were to work with. And that all immediately re-listed with the same agents. We didn’t believe we could do it we didn’t have the right tools. So we stopped working this lead source altogether!

5. 35 Years as an agent Has sold over 3100 homes At least 10 of them had expired 11 years as an agent Listed over 375 Sold 310 and counting Listed one a week on average SOLD 38 per year!!!!! Goal is 45 in 2015 after 2 years off Kate Vail Mike Stott

6. Expireds are a great (if not the best) source of Business for an agent! #1 They are easy to find! They have already advertised that they want to sell! They are HOT leads We know what price didn’t work  They may be more realistic now.  Some houses are a mystery. They sell the 2 nd time. Many Expireds blame their agent or the market – not their PRICE  They may feel rejected personally. 99% of Expireds know the value a realtor brings to the deal. Most Agents don’t work them. And almost no one works them consistently  you’ll know which one or two agent in your board will be your competition. Decide to Succeed – there is really no excuse to fail!

7. 77 People Surveyed Another Study of 9148 Expireds – 4899 Relisted! (54%) Half (2512) with a new agent 15.7% Relisted within 1 week! 37.7% Listed between Day 8 and 365 What’s your Follow-up System?

8. Microsoft Study Shows 13 contacts!!

9. 2011 Study at the Keller Center @ Baylor University  About 7.5 Hours to generate an appointment!  There’s no good or bad time to call – all work about the same  Best time to call FSBO’s Monday!  Expireds need to be called immediately  Fail Forward – you’re going to stumble, mumble and make mistakes. Live practice is the best.  Pick up the phone make the call!

10. Everything Easy Now was Once Hard Two Types of Expireds Some Expireds Re-list right away and some “take a break.” It takes two different methods of prospecting to reach all of them. We’ll discuss both of them during this course. Offer them HOPE! Their home can sell and they don’t have to do it on their own. Action guarantees Success Consistency Do this daily for the 4 weeks There’s a rhythm and flow to Expireds If you stop you’re back to Zero! You’ll get business 30, 60 and 90 days from now - from the work you do today! Mindset You’re coming from a spirit of contribution You’re trying to help them solve a problem. Be pleasantly persistent. Be the agent who’s still offering to help after all the others have given up. The goal is to simply set an appointment to meet with them face to face!

11. Respect their perspective it’s all they know! They reflexively say “NO” or "we’re going to wait awhile" "going to try on our own" "we’re going to re-list with the same agent" "we already tried your company we’ll try someone new next time." All of these are stalls. Show them that you have a proven plan that works for Expireds. That you specialize in homes that didn’t sell the first time & why this is important to this seller. Never Argue Don’t make the Expired Seller Wrong. Superior knowledge is not permission to be rude & condescending – give up trying to be right- you can’t win! Too aggressive turns them off in most parts of the country! Try to make them feel good without telling them “it’s easy.” Ask Questions!

12. Paid Services Mojosells.com ($149/mo and has access to Criss Cross for JL/JS for $200 a year) Vulcan7.com ($300 a month) $49 for two weeks http://www.vulcan7.com/leadgen Landvoice $40 RedX Your MLS –FREE! Where do you find Expireds?

13. 1. Prequalify Them2. Prepare for the Appointment 3. GO on Appointment!

14. Prequalification  Use a form  Use it every time!

15. Prepare for the appointment Pre-listing Package Testimonials with Names and Phone #’s  They never call they just like the idea of it Statistics Comparables Pictures Their Motivation

16. Review the pre-qualification Role play the whole appointment using their motivation and objections. Reduces stress level and increases polish! Allows you to listen actively be “there” for them by Mirror Matching Mimicking.

18. Go on Appointment! Be Early Take picture Load into presentation Look at comps Be dressed well Clean car Listen to positive things before you arrive!

19. Their Energy Their Body Language Their rate of speech Their tonality The words they use

21. Mr. Rodgers 789 Neighborly Court -TT 4/21 Excited about selling their home John Doe 456 Dunmovin Drive -TT 5/02 Excited about selling their home Jane Doe 123 Awesome Lane -tt 3/12 Interviewing Agents Soon, call back next week!

22. Small sweet steps will get you there! Phone conversation Questions Personal Visit House Preview then Listing Appointment NOT … Hi I m a stranger and you should list with me! Just Get Started!

23. Organize your system (Finding Expireds’s and keeping track of them) Contact 5 different Expireds’s everyday this week Prepare your favorite Letters and postcards Practice and real play the script at least 5 times a day Record all the weird, funny things, objections that you receive Handle this Objection and email your answer: (mike.stott@mac.com) “We’re going to wait”mike.stott@mac.com Just because they say no today doesn’t mean they’ll say no tomorrow! SW SW SW SW