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Real estate Expired Listings
Expired listing scripts cover all of the things that you can expect to talk about when making a prospecting call.
• Smooth-talker expired listing scripts designed for calling on prospects whose listing has expired and are likely to choose another agent to re-list their home. The expired listing scripts have a heading at the top of the page which describes the 5 or 6 lines of dialogue that directly corresponds to the nature of the questions and & objections. It's the dialogue you will come accross in a typical call to an expired listing prospect.
"You won't believe how easy prospecting becomes when you use a Smooth-talker Sales & Prospecting Script"
60 page scripts come in a high-quality The scripts are all cut-down & ready to You can up-grade to a multi-ring binder and
3-ring binder with four section flippers. use right out of the box! a genuine leather portfolio.
• The script has 60 pages in total.
There are a total of 60 pages of expired listing scripts. That's a lot of scripts for your money. Our experience tells us that the a sixty page script is just about perfect for prospecting purposes. Any more is counter productive and any less leaves out important categories of information. We don't want to change what you are saying to a prospect ... we want to add dialogue, ideas, and capabilities to your message.
• They contain 300 of the best "1-liners."
Prospecting scripts for expired listing contains approximately 300 lines of powerful dialogue. Proven "1-liners" were chosen for publication because they work! Every line of our scripts for expired listings was narrowed down from a selection of over 4,000 1-liners that we have in our files. A total of 60 pages includes 300+ lines of dialogue. The real estate expired listing scripts come in a leatherette 3-ring binder, a 20 page instruction manual, and extra pages & pieces of card-stock for you to write and customize your own scripts.
"There are no other prospecting scripts on the market like them!"
• What makes the sales scripts different?
We provide you with a tangible product that you can use immediately. It's not something you must assemble or make yourself. It's ready to use right out of the box. Just stand the prospecting script up in front of you and dial the phone. You can be ready with the right words that will get you appointments and get you more sales. The dialogue of the prospecting scripts are more like key sound-bites then traditional long wordy sentences.
• The dialogue is referred to as "1-liners."
The dialogue of a script for expired listings is referred to as "one-liners." It can simply be read out loud to the prospect. Just determine when "talking & conversing" is appropriate and when to "stop talking & listen" because the prospect and an objection or question that must be responded to.
• Why not include all of the 4000 "1-liners."
Even though we have over 4,000 1-liners in our files that we could pick from, if we were to write all of them, we would be writing a huge book about sales scripts for expired listings. The original problem was that is too much for the salesperson to use effectively. In most books about selling, all the good "1-liners" are buried somewhere in the book. You must use your judgement when you determine when to talk and when to listen and when to sell.
• Printed on heavy duty 90lb. colored card-stock.
The real estate expired listing scripts are designed for the rigors of making 40, 50 or even a 100 of calls a day. That could amount to thousands of prospecting calls a year. When you are constantly flipping the pages the scripts for expired listings, they take a lot of abuse. Paper scripts wouldn't last more then a week or two before they would be in shreds.
• Affordable to everyone.
Smooth-talker is an affordable tool for real estate sales trainers and real estate sales managers and it's only expensive if you get no return on it. You won't have to hire an expensive consultant .. even if you could find one. With real estate expired listings script there is less training expense. If you think real estate training courses are expensive, try ignorance!
• Lots of "bang for the buck" ... a real bargain!
If a sales script for expired listing turns out to be the best moneymaker, it is worth thousands of times its cost. They only cost $97.00 .. the scripts are a real bargain. We've managed to make scripting affordable. It is designed to provide real agents the same professional help as the big companies.
Smooth-talker Sales & Prospecting Scripts is the only supplier of professionally written real estate expired listing scripts.
• Answering objections is a rehearsed event .. no thinking required.
When using a real estate expired listings script ... there's no real thinking involved. Everything becomes a “rehearsed event.” You won't have to talk off the top your head. Expired listings scripts give you the right words to use. Having a real estate expired listing script would be like having a magic “teleprompter” appear every time you have something to say.
• A perfect communications tool.
What you say and how you say it matters when you call an expired listing ... all you've got to do is find the right heading & read the dialogue .... it's designed to be uncomplicated. Expired listing prospecting scripts help you remember what to say to a homeowner whos listing has expired. Even though there is no such thing as a perfect sales script and prospecting script, a well thought out realtors expired listing script is good enough to get the job done.
• The power of words.
Scripts for expired listings give you leverage and power. The right words used in the real estate expired listing scripts will make you feel good about your business, your product, and your service. A real estate Expired listing script "will put words in your mouth." Choosing one of many good things to say is better then searching your memory for the right words.
"The value of expired listing prospecting scripts is that they work!"
• The eternal question, are you revenue or expense?
Real estate sales managers are constantly asking if you are revenue or expense? Whose job is more important when they ask; "do you generate revenue" or "are you an expense." When it comes right down to it, there are precious few jobs in an organization that directly influence revenues.
If you can generate revenue, (lots of it) .. you’re the last person they want to eliminate!
A real estate training program like Smooth-talker comes along that enables them to do it right.
Once you've had a professional prospecting script, it's difficult to imagine a sales career without one.
• The "shelf-life" of a prospect.
Expired listing scripts focuses on the “time” element. The time you have to call on the prospect varies with the type of sales script lead generation and business application you seek to get business from. It is referred to as the "shelf-life" of a prospect. For instance, sales scripting for expired listings in real estate, the “shelf life” of a prospect is relatively short because a prospect will usually list their home with either the same agent or with a new agent & company.
It is best to make the prospecting call immediately because the prospect usually wants to keep the home
on the market and chooses a new realtor as soon as the listing expires.
___________________________ Details of the "Color-code" _____________________________
GREEN pages ... 12 pages of things you should ask a prospect.
There are 12 pages printed on green cardstock with questions that are traditionally asked of a prospect. Things that you should get an answer to. The sales scripts for expired listings contain the basic elements of a prospecting call. Green pages means that you are doing the talking.
GREEN script pages are designed to assist you when you are Talking & Conversing.
Time - Will Prospect keep it listed? Closes - Ask for the order.
Best Time To Meet. Overcome Reluctance.
Get More Money For Selling. Get An Agreement To List With Me .
Talk About Money. Take the next step.
RED pages ... 24 pages of responses to objections & questions and answers to issues and concerns.
Printed on red card-stock, an Expired listing script is thought out in advance. Through trial and error, we have determined that salespeople have difficulty using anything more 24 pages of objection responses. Each page has up to 6 lines of powerful dialogue .. approximately 300 in all. Each objection response has 6 different approachs & angles.
Sidestep. It might be best to sidestep an objection rather then handle it head on.
Neutralizer. Takes the sting out of a thorny objection. Avoids controversy.
Explanation. You may explain the objection in the terms that a prospect will understand.
Aggreement and excuse. Blames others and makes your competition look bad.
Mind-changers. Seeks to change the prospects mind through reasoning and facts.
Partial answer. Uses the words: "In other words" and restates the objection in your own words.
Getting them on your side. Keeps the conversation positive.
RED pages contain Questions that must be answered & Objections that must be responded to.
Send Me Information - Tell me by phone. Sell It Myself, Save The Commission.
I’ll Think about It - Stalling. If you’re so good then get me my price.
I Am Too Busy - No Time to see you. Others charge less commission.
Why are you calling? Will You Negotiate Your Commission?
I Don’t Want Whatever You’re Selling. Will You Cut Your Commission?
I’m Not Interested. How Much Is Your Commission?
Why Should I Choose You? . Bad Experience, I’m Mad At You Agents.
I Can’t Decide - Non-Committal. You’re Asking A Lot Of Questions.
Not Now - Maybe in the Future. Do You Have a Buyer?
Wait until the Economy Gets Better. Why Should I Change Agents.
I Want to Wait - Now Is Not a Good Time. I'll List with a neighbor.
Call Me Some Other Time. I Have A Friend in the Business.
YELLOW pages .. 12 pages of the traditional "language of selling."
Printed on yellow card-stock, the 12 pages of the script for expired listings gives information about your product or service. The goal is to briefly tell the prospect about you, your company, your product & reasons to do business with you. There is dialogue that is general in nature that will get you by, and there is also "fill-in-the-blanks" for you to personalize the scripts.
YELLOW pages are the traditional Selling Language
Benefits of Company & Agent Services. Listing presentation. (phone version)
Why Meet With Me? Things to discuss. The Marketing Plan I Intend to Use.
Affiliations - Guarantees - References. What a Broker and Agent Can Do.
Agent Services - What I Can Do. Resources, Internet, Size, History.
Agent Profile - Agent Services. Reasons to Choose My Company.
My "30-Second Commercial." Reasons to Choose Me.
BLUE pages ... 12 pages of "Lead-off" and sales-openers scripts
There are 12 pages of Lead-off & sales-openers scripts that are sometimes called "sales-openers."
Printed on blue card-stock, the objective is to identify yourself & your company and give a brief selling message. When the prospect responds, it is only a matter of flipping to a heading & reading aloud one of the 1-liners of dialogue.
BLUE pages are the Lead-off scripts & Sales-openers.
The dialogue identifies you, gives a reason for the call, and states a brief selling message.
Expired listings - first call. Calling after business hours. Previously contacted. Call to renew interest. Old Expired listing - renew interest. Calling before or after business hours. Will they sign a"one party" showing / listing. Not listed - but it's still for sale. Follow-up call previous contact, stay in touch. Reasons to keep it on the market. Follow-up call after after a mailing. Current facts about expired listings.
Tips for prospecting Expired listings ...
• Using The Multi-list To Get The Expired Listings.
It is best to call the expired listings on the first day that the listing expires .. the earlier the better. Allow an appropriate amount of time to call the multi-list computer, and pull off those listings that expire at midnight on the day they expire. You may have to get up early in the morning to compete with the di-hard agents. I can’t tell you the number of listings that you can effectively prospect, but a good estimate would be 10 to 30 every day.
• Getting Phone Numbers.
There are many tricks to getting the phone numbers: Your multi-list may not publish them.
The tax rolls often give the owner’s phone number. (it’s best to pull the Tax information along with the listing)
Public phone book white pages and any directory you can get your hands on.
The Web & Internet directories. Google, 411 locate, etc. Search the internet for reliable sources
Directories such as subdivision organizations, track indexes and homeowner groups etc.
• When You Can't Get The Phone Number ...
The Expired Listings that you can’t get a phone number … obviously, you must go to the door. You tend to remember the script dialogue in a face-to-face conversation. At first you will be a bit rusty but in time you will learn the “1-liners” through the repletion of calling and soon you will commit them to memory. Smooth-talker Sales Scripts become a training & teaching tool.
• The Listings Just Keep Piling Up!
Don’t forget that there will be 10 or 20 more listings to prospect tomorrow, and the next day, and the next day, ad infinitum. By the end of one week, you will probably have a large number of homes that you did not or could not contact. That is …. prospect.
• Call On The Properties That Are Most Likely To List First ... Prioritize! Prioritize!
Call the properties that you think will list that day. Called the "lay-down listing." Every multi-list has a system whereby the homes address’s that are listed are divided by area, city, and price range etc. It is your choice of which category of listings to prospect on a daily basis. You may choose to only call on mid and high price ranges of single-family homes or you may specialize in condo and town homes. The choice is obvious. Single family first and then Condos.
• A Strategy & Tactics Plan For Expired Listings.
It is best to prospect all types of property within a short distance of your office. A short distance, in most suburban markets would be a 1 to 5 mile radius. (note that a 5 mile radius amounts to nearly a 60 square mile territory) In a rural markets it may be measured in miles or in counties. If you’re a market area that has a large number of listings that are non-published and cannot be obtained through the usual sources, it stands to reason that you must work harder to maintain the number of listings that will result in having a phone number.