Have you found that surviving in this real estate market is getting tougher and tougher?  Do you realize it doesn’t have to be so hard?  I’m still selling an average of 110 homes a year in this market, and not necessarily working any harder.  What’s the difference?  YOU’RE The Difference!

Not only can you survive in this market, you can actually grow your business in this market!  There are many ways to take advantage of this market and I’ll talk about many over the next few weeks.  Today I want to talk about expired listings.

There are more Expired listings now than ever before, are you calling them, door knocking them, or mailing to to them?  If not, you certainly should be.  These are people who are ready, willing, and able to do business with you right now.  And, in most cases, they are not happy with their previous agent, since the home did not sell, and are going to change agents.  Be the one they choose!  The key to getting expired listings is consistency and follow up.

Don’t just call once and give up.  Call them again and again until you get the appointment, or until they list with another agent.  When you mail something to them, send it in a plain white, self addressed, stamped envelope.  This will make them curious, and compel them to actually open it.  Calling expired listings will undoubtedly increase your sales quickly and easily.

At You’re The Difference Sales and Life Coaching, one of the most important things we will coach you on is to come from the mindset of being a contribution to the client.  Instead of thinking you’re “prospecting” or “cold calling”, consider that you are reaching out to help them.  They need an agent, like you, who will take excellent care of them, and help them actually get their home sold!  So, when you get ready to call, or go visit them, focus your mind and intention on being a contribution to them.  Don’t think about how you might be bothering them.  They need you!

If you don’t know what to say and how to say it, practice up a little before calling.  Write a script that you want to use.  Think about ways you can be a contribution to them and help them.  Consider asking them lots of questions about their needs, wants and desires, instead of telling them how great you are.  Asking lots of questions allows you to learn about them and their needs and goals.  Asking questions also keeps you in control of the conversation, and keeps the client engaged in as well.  People love to talk about themselves and what they’re up to.  Be the one that allows them to do that and watch magic occur between you and your clients.

“People don’t care how much you know, until they know how much you care”, says Zig Zeigler.  I have kept this quote with me in my business for years since the first time I heard him say that.  So make your goal to find out about the client first, then tell them how you can help them get what they want.

If you want to learn exactly how I get over 70% of the 110 deals a year that I sell, from expired and fsbo listings, then email us at info@yourethedifference.com to register for our free call.  This one hour FREE call is jammed packed with ideas and information to help you do more business right away.  We will also tell you about a 6 week power packed tele-course called, How To Take More Expired and FSBO Listings.  In this 6 week course, my partner, Scott Friedman and I personally teach you exactly what I do every single day.  The scripts, the mailings, the follow up system, and the sales skills it takes!

Again, to register for this free one hour coaching call, email us at info@yourethedifference.com.

To learn more about the products and services we offer or to purchase a copy of our book Now What Do I Say? a collection of over 420 answers to over 70 of the most common questions and objections we face in real estate, visit our products page on our website at www.yourethedifference.com

Don’t be afraid to go after expired listings, put your mind’s chatter aside and realize this can be a gold mine for you, if you will just try it!