Failing to Get Expired Listings and other Musings
There is no shortage of ads claiming to offer you the ’secret sauce’ how to get expired listings of how to get expired listings. But guess what? I’ll let you in on a little something (voice lowers into a hushed tone)…there is no secret. What you need to know is when to dig deeper and earn the sale, and also when you should run like hell.
Did you Forget to Ask Why the Heck Didn’t Their Home Didn’t Sell?
This is a most important inquiry when attempting to get expired listings because it allows the potential client to vent their feelings and frustrations on why their house didn’t sell. Like it or not, you automatically assumed a role of a pseudo-counselor as soon as you passed your real estate exam.
Sure, the continuing education topics may be slightly different, but if you don’t have an empathetic ear, you’ve already lost half the battle and one foot is nearly out the door.
Then again, you might want the other to follow suit, because maybe this home seller really does need some psychiatric help because they didn’t even inquire about getting better showing feedback. Does the term ‘energy vampire’ mean anything to you? Stay away at all costs because when I say ‘all costs,’ I’m referring to your time, well being, pocketbook, and your lifestyle.
Remember the 80/20 rule, don’t spend 80% of your efforts on what’s bringing in 20% of your profits. It’s so depressing to witness a real estate agent who has lost his or her mojo. Picture this…they slowly walk away from the property, head down, scuffling their feet, unknowingly pass by their vehicle, only to have to turn around and then fiddle in their pockets looking for their keys. Sad, so very sad.
Be a Smooth Talker
“He or she is such a smooth talker, they could sell anything to anybody.” I recoil when I hear comments such as this. Even worse, is when someone spouts off things such as ‘he/she could could sell ketchup Popsicle sticks to a nurse in white gloves’ (ok, maybe not many people have heard that one).
How about ‘he/she could sell ice to an Eskimo?’ Not only do Eskimos’ have no need to buy ice, but what effect does guiding someone in the wrong purchasing direction have on the real estate professional?
For some, it’s a psychological condition known as an ‘egomaniac with an inferiority complex.’ Yes, those are big words, but they kind of give a chuckle to the human condition. Just do the right thing, whether it’s selling yourself to a new client, or a selling an appropriate property to some starry-eyed newbie. Strive to increase the quality of life for someone, and not just your personal bank account.
Did the Buyer’s Agent Qualify your Clients with the Thoughtful Questions that Hit on the Potential Buyers ‘Hot Buttons’ and ‘Pain Points?’
Ok, maybe this question isn’t grounded in reality (unless that little teddy bear on the dresser is not quite what it seems, i.e., nanny cam with audio). But alas, there is a way to get better results from your hard work, you simply need to have the essentials in your real estate tool kit. Work smart, and less hard. Those are some sweet words to live by.
Do you have a real estate (success or horror) story? Share with us in the comments. We would love to hear from you!
Are your clients happy?
Find out how clients rate your real estate business and improve client satisfaction by utilizing customer satisfaction surveys. It’s fast, easy, and your clients will love you for it.
‘It’s the little things that count.’ This quote rings true in any situation and it’s no different when it comes to real estate marketing.
Follow-up with clients without lifting a finger.
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