(This question was sent in by J.S. in Key Largo)
Answer: For the most part the process for working Expireds is very similar to working with FSBOs; first you should build rapport with them followed by helping them discover a problem and then leveraging your solution to get a sit down with them. The key distinction between FSBOs and EXPIRED prospects has more to do with the PROBLEM you’re going to help them to discover.
FSBOs will be more curious to LEARN How it Costs Less to Hire a Pro than to Sell on their Own while your Expired Prospects will be more concerned with LEARNING how to guarantee that they’ll be able to HIRE the right agent to get their home sold.
Focus your efforts on offering to educate them on how to go about picking the RIGHT agent — an agent that can GET the job done and PUT the MOST money in their pocket — and you’ll be more likely to turn their curiosity into a bona-fide sit down. From there all you need to do is to BE the RIGHT agent.
Filed under: FSBO Training, Prospecting FSBOs, What do I say? | Tagged: realty default foreclosure mortgage sales realtor money
