Just reading the words makes some of you nervous on various levels I’m sure. Both having a listing expire yourself, and thinking about calling on an expired listing.

I have built my business by calling and mailing to expired and FSBO listings. As a listing agent myself, I’ve had listings expire and had the seller relist with a different agent. It happens to all of us and is completely okay. Your life and your business will go on if your sellers don’t relist with you. Of course as a listing agent we want them to as we’ve spent our time, money, and resources to get it sold however, sometimes its simply time to make a change. And if the seller is going to change Realtors, you might as well get a chance to be one they talk with, right? Right!

So go ahead and make a plan to start calling them. Not next year, now! I recently called on an expired listing and took the listing, it sold. They then bought a $400,000 house with us. The husband referred us to his boss who listed their house with us, it sold. They then bought a $375,000 house. They are now referring us to their sister who will list her house and then buy a $300,000 house. I don’t have to do the math for you, you can see the number of dollars you’re leaving on the table by not making that one call. Yes, that one call led to 4 deals closed and approximately $33,000 in commission, not including the sister’s home that we haven’t listed yet or the one she’ll buy.

But what do you say? How do you go about it? There are many coaching and training companies that offer help on how to generate business with expired and FSBO listings. Our company offers coaching and training around this as well. In fact, I have 6 week course that will begin in January where I spend the first three weeks teaching you everything I do with expired listings and the last three weeks teaching everything I do with FSBO listings.

The course includes my scripts, and packages that I mail to them. If you’re interested in joining us for this 6 week course, please email and let me know. My email adddress is christycrouch@aol.com or if you’d like to purchase my scripts CD which covers what to say you can visit my website at www.yourethedifference.com and order that. It includes scripts for calling expireds, FSBOS, just listed, just sold, past clients, sphere of incluence, prequalifying the seller before a listing appointment, and converting buyer calls.

Now I do want to bring some value to this article for you in case you decide not to join me for that course. If you just mail something to expired and FSBO listings its more than you were doing before (if you aren’t already working them of course). Even just a quick handwritten note “I noticed your home expired from the market and would love to interview with you and apply for the job of helping you. If you’re considering making a change, please give me a call”. Simple, nothing overcomplicated, expensive or involved. Believe me, it doesn’t have to be.

Calling them is even better and doing both is mastery! Call, mail, and follow up, those are the keys to success with expireds and FSBO’s.

You have to also learn to handle the objections they’ll give you. Being prepared with some answers up front will give you confidence and lead to more appointments set for you. Write down the most common or scariest objections you think they’ll give you and then come up with your answers then practice presenting it. If you can’t think of any you can order our objection handler book, Now What Do I Say, a collection of over 400 answers to more than 70 of the most common questions and objections we face in our day to day business. We have this available in the published format on Amazon.com or in E-Book format and on audio on our website at www.yourethedifference.com.

Many sellers will be taking their homes off the market this time of year with plans to relist after the holidays or spring time next year. If you call them now and follow up with them appropriately you’ll be building your foundation for the first quarter of next year. Speaking of next year, I’d like to invite you to my year end business planning call on Thursday November 15th at 12:00 EST, 9:00 PST.

It will be totally free to you, I just need to know if you’d like to join so I can reserve a spot for you on the conference line.

The topics we’ll discuss are:

1. Completion with 2012

2. Goals for 2013

3. Ideas for creating new business

4. Tips for creating efficiency in your business and systems

5. Scheduling and time management

6. Scripts for generating leads and handling objections

7. A 15 minute Q & A at the end

When calling expired listings and FSBO’S always make sure you check to ensure they aren’t actively listed in MLS as you do not want to ever violate any of your Board of Realtors rules and regulations.

“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? A collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, and was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace. Her goal is to share what she’s learned with other agents to support them in having a highly successful real estate sales business while having a happy and balanced life. To learn more about her coaching and products please email her at christy@yourethedifference.com or visit her website at www.yourethedifference.com