1. CAMP 4:4:3 Power Session 15: Expired and Withdrawn Listings

2. Power Session 15 Slide 2 Expired and Withdrawn Listings Introduction Top agents persevere through the “failures along the way” so that they do not fail at the end of the day. - Millionaire Real Estate Agent 29

3. Power Session 15 Slide 3 Expired and Withdrawn Listings Introduction Objectives… 1)The basics of expired/withdrawn listings 2)Review the strategies for expired/withdrawn listing success 3)Identify the steps to systematically prospect for expired/withdrawn listings 4)Practice the expired/withdrawn listing scripts 29

4. Power Session 15 Slide 4 Expired and Withdrawn Listings CAMP Map 30

5. Power Session 15 Slide 5 Expired and Withdrawn Listings The Basics of Expired/Withdrawn Listings 31 The Big Three Three common reasons homes don’t sell: 1.Price 2.Marketing 3.Condition

6. Power Session 15 Slide 6 Expired and Withdrawn Listings Strategies for Expired/Withdrawn Listing Success 1.Make sure you confirm that the listing has in fact expired. 2.Use a low-key approach. 3.Face-to-face initial contact is ideal. 4.Have your listing presentation prepared before you make contact. 5.Have answers prepared for how you will do things differently than their previous agent. 32

7. Power Session 15 Slide 7 Expired and Withdrawn Listings Systematic Expired/Withdrawn Listing Prospecting 33 How to Prospect to Expired/Withdrawn Listings 1.Check your local MLS for expired or withdrawn listings. 2.Schedule a listing consultation. 3.Consult with the homeowner. 4.If you don’t obtain the listing, maintain contact using an accelerated 8 x 8.

8. Power Session 15 Slide 8 Expired and Withdrawn Listings Systematic Expired/Withdrawn Listing Prospecting 1. Check Your Local MLS 2. Schedule a Listing Consultation. 33

9. Power Session 15 Slide 9 Expired and Withdrawn Listings Systematic Expired/Withdrawn Listing Prospecting 3. Consult with the Homeowner Identify Why the Listing Didn’t Sell Address How You Will Sell the Home Differently It’s a Bad Market We Had a Bad Agent It Wasn’t Marketed Well I’ve Decided to Sell it Myself I’m Not Sure 34- 36

10. Power Session 15 Slide 10 Expired and Withdrawn Listings Systematic Expired/Withdrawn Listing Prospecting Maintain Contact Tool Kit items of value to use for expired/withdrawn listings include: 37 1.Facts About Expired Listings 2.Six Selling Myths Uncovered 3.10-Point Marketing Plan 4.Preparing Your Home for Sale Checklist 5.Moving Tips Checklist

11. Power Session 15 Slide 11 Expired and Withdrawn Listings Practice Role-Model Watch as your instructor demonstrates an interaction with an expired Listing. Discussion Question How will you personally differentiate yourself from an expired listing’s pervious agents and/or other agents who may contact the listing? 38

12. Power Session 15 Slide 12 Expired and Withdrawn Listings Practice Exercise Directions: 1.Choose a partner. 2.With your partner, practice how you would handle each of the scenarios below. Use the scripts provided. Time: 30 minutes 39

13. Power Session 15 Slide 13 Expired and Withdrawn Listings Assignments Power Session Assignments 1.Identify how to find expired or withdrawn listings on the MLS. Find and contact at least five expired or withdrawn Listings. 2.If desired, adapt your standard 8 x 8 for expireds/withdrawns by choosing and customizing the items of value you will use. 40

14. Power Session 15 Slide 14 Expired and Withdrawn Listings Assignments Ongoing Assignments Complete 10:5:15:5 a)Collect 10 business cards. b)Make 5 phone calls. c)Send 15 notes or letters. d)Preview 5 homes. Record your progress on the Success Grid. 2.Schedule a one-hour role-play session with your CAMP Buddy. Practice the expired/withdrawn scripts. 3.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 40

15. Power Session 15 Slide 15 Expired and Withdrawn Listings Assignments Something to Think About… What are some additional ways you could provide value to expired/withdrawn listings? 40

16. Power Session 15 Slide 16 Expired and Withdrawn Listings We have talked about… 1)The basics of expired/withdrawn listings 2)Strategies for expired/withdrawn listing success 3)The steps to systematically prospect for expired/withdrawn listings 4)How to prospect to expired/withdrawn listings sum