Resistance

YourCoachingMatters.com 2014 Edition

ZERO Expired

Expired’sA Month

ThreeHow to List

Prospecting

What Are We Sharing In This Content-Packed Workshop?!

• Why you should work EXPIRED Listings• A simple Letter

• That you can use to get the Expired to call you!

• “No-Conflict” Scripts • To get every Expired "eating" out of the palm of

your hand

• Convert Expireds• 3rd party/celebrity “social proofs” you can use to

help

• Powerful statistics • Leverage (knowledge = power)

• 35 Years as an agent• Has sold over 3100 homes• At least 10 of them had

expired

• 11 years as an agent• Listed over 375• Sold 310 and counting• Listed one a week on average • SOLD 38 per year!!!!! • Goal is 45 in 2015 after 2

years off

Kate VailMike Stott

We Are Going To Give You The Tools!

Some comments from Previous Classes

I am trying to become an expired diva :) So I need all the help I can get. The last 4 weeks have made a big difference for my business, forever thanks!!!

Yeni Gutierrez

Kates’ insights are their weight in gold. Have a great weekend.  CJ 

Thank You Mike soooo much for your and Kate's hard work. This is getting me in the door!

Sincerely,Valerie  Thomas -Spikes/Realtor-BROKER

We tried them in the past. We were generally newer agents and sent

into the field not knowing

• What to say • How to say it • When to say it

We were trained to ask confrontational questions • When are you

interviewing the right agent for the job of selling your home?

We had to hunt for them everyday.

We were trained to dump them after 7

days.

There are “tons” of other agents working

them too.

We had to see if they were relisted and on

the do not call list, etc.

We also usually had other agents telling us how hard

Expireds were to work with. And that all immediately re-listed with the same agents.

We didn’t believe we could do it • we didn’t have the right

tools.

So we stopped working this lead source altogether!

Why don’t we work this Goldmine?

What Do You Know About Expired’s

•They didn’t sell for a reason •Everyone is calling them•They’re overpriced

•Liars•Rejected•They were rude•Didn’t stay in touch•Where were they before?•They don’t earn their commission

No wonder we don’t call them!

What do most Realtors think

about a typical Expireds:

Now think of some adjectives that a typical

Expired Seller thinks about Realtors:

It’s competitive market and We recommend calling the Expired as quickly as you can To Talk With Those Ready To Get Their Home SOLD

ANDTo send a series of letters or emails showing The

Expiredwhy you are a…

What We Recommend You DO With An Expired

This sounds like a lot but when you have a system it becomes easy to manage!

And... Can be done in Under 90 minutes a day!

Superior Agent!

So Why Work The Expireds?

Expireds are a great (if not the best) source of Business for an agent!

#1 They are easy to find! They have already advertised that they want to sell! They are HOT leads We know what price didn’t work

They may be more realistic now. Some houses are a mystery. They sell the 2nd time at the same price.

Many Expireds blame their agent or the market – not their PRICE g They may feel rejected personally. 99% of Expireds know the value a realtor brings to the deal. Most Agents don’t work them. And almost no one works them consistently

You’ll know which one or two agent in your board will be your competition.

Decide to Succeed – there is really no excuse to fail!

So Why Work The Expireds?

Expireds are a great (if not the best) source of Business for an agent!

#1The average price is higher than the

other quick source of business: FSBO’s (its rare to see a FSBO at 2 times the board average. It’s common to see expireds at those prices!)

So you make more money per hour working this source!

Decide to Succeed – there is really no excuse to fail!

ReList –Same Agent ReList-New Agent Rent Or Stay

35.71% 40.71% 23.57%

10% to 50% range 20% to 70% range 20% to 30% range

Expired Survey Responses

77 People Surveyed Kates’ Phone #

Formula✤ The RedX or Landvoice works well

✤ Veromi.com, WhitePages, Spokeo.com

✤ Social Media

✤ Letters/Postcards

The Power Of One!

And we know the first call is the hardest so

most of you will do more than 1 a day!

112240

12060301510

New expired contacted every workday (we know you may have to look at 10 to contact 1)

Months, 20 days a month

Contacts a year -if half of them re-list with their current agent then...

For you to go after! – half of those are unable/unmotivated to sell.

To actually work on.

You earn the right to interview, and take half.

Example:

Listings

Sold? ....Equals how much $ for you?

• HI! My name is ____________ I am looking for (Owner Name/Property)

Thank you! • I am looking for the owner as I am sure you are aware that your

home is no longer on the market...Its what we call in the RE Biz An Expired Listing....

• I was calling to ask you when you are going to interview another agent so you can get SOLD?

Terrific! • When you sell, where are you moving too?

GREAT!• Have you seen a house you already Like? Did you make an offer?

Tell me  a little about that....

The Verbal Judo Script

• How soon did you want to be in a new home?

-Skip depending on their answer to last question

• Name of Seller -ALWAYS you Mr/Ms/Mrs

• What do you think STOPPED your home from Selling???

Tell me a little more about that.... (if applicable)  

• How did you happen to pick the last agent you listed with?

Ok - That's Clear!

• What did that agent do.....That you LIKED??

• What do you think that agent SHOULD have done?

• What will you expect from the NEXT AGENT?

Do you have any agent in mind yet? I would like to apply for the job of selling your home!

I hear you need an agent that ( pick the one thing you heard from them and use the SAME word!) and that you really want to KNOW THAT THIS TIME your house WILL sell...right?

When is a good time to meet so that we can show you HOW this time we can get you sold?

Does Tuesday at 2:30 work or is Wed at 1:30 Work better for you? GREAT!

NOTE: If they say going FSBO you need to ADD these Questions RIGHT NOW:

a.  How would you rate your motivation to get sold on a scale of 1-10?

b.  What methods are you considering using to sell FSBO?

c. Have you considered what sales price you will use? And why?

d When are you going to hold the open, answer the buyer calls, buyer emails, market to the agents, answer the investor calls, take the photos and upload them to over 10 sites?   (YOU WANT THEM OVERWHELMED)

WAIT FOR THEM...Let it get silent if it needs to....

e. SO, if you listed, what agent did you have in mind?

We use an Expired’s own belief that “all agents are the same” to work in your favor by getting you in the door.

Once you show them you’re a better and more professional agent, you earn the

listing!

• You Learn where to find the Expired’s• You Learn which systems work and which ones don’t!• You get a system of 10+ compelling letters/emails

that get the Expired’s to contact you.• You’ll know what to say, how to say it, and when to

say it after they do contact you.• You’ll customize Items of Value to differentiate you

from other agents.• You’ll receive a Expired Presentation to use when you

meet a Expired at their home that explains clearly why they need you.

The Zero Resistance System Works!

Kate’s Killer LetterWe Have A Buyer Who Is Interested In Your Property!

June 3, 2015

Company Logo

Seller Name

Seller Address

Att: <Seller Name

RE: <Property Address>

Dear Seller First Name,

I am now under contract with a buyer who may be interested in a property near 237 S 49th St. We would like very much to meet with you to discuss considering a sale to our client(s). If you have considered selling at any time in the near future, we might be able to initiate a sale for you. As you know, the market has become tight, and my client would welcome any fresh inventory. Buyers are actively looking and we cannot find them homes!

We would hold any contact with you in the strictest confidence! We understand that you may only be contemplating a move at this time--there would be absolutely no pressure from us. (We can even assist in your next purchase, should it be anywhere in the world.)

Our buyer has been pre-qualified through a local lender and would be willing to put down an extremely large deposit to show their good faith in a purchase. The closing dates could be very flexible. There would be no contact between you and the buyer until you and I have ironed out all the details. Furthermore, I have no signs on my car, so not even your neighbors would find out about the fact that you may be considering selling your property.

I look forward to confidentially meeting with you at your earliest convenience. In interest of your privacy, I will not call you. However, I would welcome your phone call. And I guarantee a return to your call within 12 hours of receipt.

Lastly, I hope that you don’t view this letter as an intrusion on your privacy. It has been extremely hard to find nice properties available for buyers in this market and I felt that this extra service for both parties might be welcomed. Once again thank you for your time.

Sincerely,

Kate Vail, Realtor

P.S. If you are not ready to discuss the possibilities of this sale, please do not hesitate to keep this in your file. I am always maintaining lists of very qualified buyers for your neighborhood.If your property is currently listed with a real estate broker, please disregard. It is not our intention to solicit the offerings of other real estate brokers. We are happy to work with them and cooperate fully. ©2011 Coldwell Banker Real Estate LLC. Coldwell Banker® is a registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Equal Housing Opportunity. Owned and Operated by NRT LLC.

And it takes less than an 2 hours a day!

✦ You’ll receive the EXACT system used by Kate to get Expireds to invite her over and get them listed and SOLD!.

✦ When you put this system to work it will earn you $600 or more an hour! Say you work 240 days in 2012 and this system lets

you sell just 2 Expireds a month at an average price of $200,000 That’s $144,000 for 240 hours of work!

•We’ve Put everything in an Easy to Use Package!• Video and audio of the last class and this class as we go! •You’ll receive 6 Hours of Video content•You’ll receive the class broken down into 3 Sections•You’ll receive everything all the scripts, letters, postcards, objection handlers and dialogs that will get the Expired’s asking you to come see their home.•You’ll receive a ton of other support material•And if you ask - your personal questions will be answered

Resistance ZERO Expire

dProspecting

•We’ll cover the Mindset of Expired’s•How to use it to your Advantage •PLUS we’ll give you very Powerful Statistical Data you can use to “stack the deck” in your favor.  

What’s On The Website

Module 1 The Expired Mindset &

Stats Knowledge is Power!

Module 2Verbal Judo!

What’s on the Website

•We'll cover the Scripts and how to use them!

Module 3Handling Objections and

Advancing the Conversation

 

What’s on the Website

• We'll cover Objections• How to Handle them• As well as Advancing the

Conversation • We'll cover what to Say and

Do on the Appointment!

•You’ll have access to the password protected members area Which you will have forever! •It is constantly updated!•As you saw the content is delivered in video, powerpoint, word documents, audio & PDF formats.  •LIVE CLASS Friday the 19, Monday the 29th and June 6th!

Resistance ZERO ExpiredProspecting

What’s On The Website

So How Much Does It Cost?

 

For A Limited Time you can get Lifetime Access to

$ $$$

Resistance ZEROFor 1 Payment (no monthly

charges) $194 total

ExpiredProspecting

CloseMoreExpireds.com

1. An Expired Presentation in Keynote &Powerpoint ($97 value)2. A Unique Market Analysis Spreadsheet ($27 value)3. The Expired Listing Analysis ($27 Value) 4. Expired Scripts, Letters, Postcards, & Conversation Advancers (Objection Handlers) ($97 value)5. Expired “Zingers” ($17 value)6. A Customizable Expired Report ($47 value)7. A customizable 25 point internet marketing plan ($27 Value)8. YCM Interest Calculator ($5 Value)9. Prospecting Magic Tracking Form and More ($19 Value)10. A Free Private Coaching Call ($150)11. Coach Is In _ NEW Tuesdays 11:00 to 12:00 ($300 value)

TOTAL BONUS VALUE: $814!! 

Here’s Some Bonuses!

CloseMoreExpireds.com

We stand behind this system 100% and therefore have no problem offering you a 30 day unconditional money back guarantee!

Our Guarantee To You...

Try it out for 30 days and if you don’t think it’s everything AND more than promised just email, call or fax and we’ll offer you a prompt & courteous refund!

PLUS because there’s nothing to send back we’ll actually let you keep your access...you literally have NOTHING to lose...

CloseMoreExpireds.com

CloseMoreExpireds.com

Questions?Mike.Stott@mac.com

678-232-0927Kate.Vail1212@gmail.com

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