Expired

Popular definitions, A waste of an agents time, they don’t want to sell

My definition

Someone that wants to sell their home, wants to pay you a commission now understands they cannot overprice their home.

Expireds are another lead source that requires skill, discipline, and a healthy self esteem. You can call an expired listing and they can be a little, let’s say annoyed at the agents calling them. Remember they are not annoyed at you personally, they are annoyed at the fact their house didn’t sell, that anywhere from a few to many agents are calling them trying to list their home. The fact that they really want or have to move and their home did not sell is reason enough to be annoyed.

This requires calling many and knowing your dialogue. They will say things to you and if you cannot handle them you are toast.

The good news about expired listings unlike FSBOs is that they already listed and are willing to pay a commission. They also will appreciate the difference a professional makes.

Getting expired names phone numbers varies from MLS to MLS. To do it manually requires you to run a report, cross reference the property address with the county record to see who the owner is, then look up their phone number or you can use a service that will do a lot of the do all the cross referencing for you. The amount of time saved is immense. 

f.s.b.o.

Popular definitions. Doesn’t want to pay a commission, or work with an agent.

My definition

Someone that wants to sell their home so bad, that they are willing to spend money advertising to inform you.

For Sale By Owners can be a lucrative source of income. It is a highly skilled, highly disciplined and requires a healthy self esteem. Part of the skill is knowing your dialogue, they will hit you with things and if you cannot handle them by knowing what to say you are toast.

One of the biggest keys to dealing with FSBOs is the ability to handle rejection and realize they are not rejecting you personally. Once you have identified their motivation and you are clear that they are willing to do what it takes to sell the property and you know their time frame. Then it is all about massive follow up. See inside 30

The trick is to call as many as you can and go for appointments. But you always want to determine their why, when and where. I have learned through many coaches such as John Furber and many other great coaches. It is all about the why, when and where. It boils down to this, if the why is strong enough then they will do what it takes. The pain of not moving has to become greater than the pain of not moving.

If they will not give you an appointment and you are clear they are hot lead then you put them in an aggressive follow up system.

To get your FSBO leads click here