i received the package in the mail today. i was at lunch with my partner. we were bringing my lender into the loop for the team that i am starting up. i get a call from my office stating that i had a package come in. i just got some new sign riders in on Monday and realized that it was the expired plus package. i expected the package to come in early next week, but it got in this week(great).

i just wanted to let everyone know that i have no relationship with borino, and i will be "fair and balanced" with the program. i will follow it to a "t". if i did not follow the program to a "t" then i would not be able to accurately report the results. i have a program that i run for my business and i am going to run the x-plus program in conjunction with it and figure out how things compare. i believe that if you have no comparison then you cannot accurately judge a program.


i am pumped and at this moment have not even gone through all of the material. i have so far gone through 50% of the reading material and "activity" books.

i am now getting ready to start on the meat and potatoes. my fiance left for the weekend so i have the time to work hard.

this weekend i have some ivy to plant(last weekend it was Leeland cypress trees) and a floor to take up in the basement. i am excited and ready to start this package from borino.


my fiance is gone for the weekend. so far i had a few glasses of wine and a cigar(nice night).

i will give reports on the x-plus program and let you all know the results.

for the night i am going inside. i can type, but at 8:53 i cant read the books anymore(i sit in the backyard alot while i work!)

i will keep this thread up to date and answer any question that anyone has about the program. if you dont want to ask publicly you can pm me.

I've spent the past three days reading the materials and completing the spreadsheets.

I'm customizing the package and have ordered new custom graphics.

I will combine the scripts with my other script and I'll be up and calling soon!

I really like it. I now have greater confidence to contact expireds!

i thought that i had a strong plan of attack(and i did/do), but my new plan of attack with the explus package has streemlined the way i am going about my follow up.


i have always had problems with following up after the initial package drop off and i knew that i had that problem, i think that i have found the way to track my numbers and get on a more regimented schedule.


i had a schedule before i got the x plus but i am actually revising my daily schedule tonight.

my follow up is going to be more consistent. i have relied on face to face in teh past almost exclusivley, but today i have started my calling and mailing so that i meet the numbers that i need to meet.

my next listing appt is wed., i have another one for thursday. and after that i dont have any more lined up. my listing appointments (by the way i procure listings) come pretty quick. not planned months in advance or anything like that and none of my listings are soi related. (just gave that info so that you ahve background)


cant wait till tomorrow!

I too am intersted in this program and I am curious as to your progress. Can you say how many expireds you get in your area every month?

It sounds like the package will help you get a plan in place?

Keep posting please.

Rick

appointment for 1pm tomorrow. i will let you knwo how it goes.


also tomorrow i have to contact that i met and have to go back to secure the appointment.

in the areas taht i will work there were 163 in the month of may. that is the area that i will work and check daily. i will go there if i see a "great ready to sell home". in my normal area that i search by zip i had 8 expireds for the month of may. i have 2 zones because i dont want ot miss some stuff because it is literally across the street from my "prefered" area.

i dont want to miss a home if i dont have to.



now to report, i picked up the exp today and he is going to go live on tuesday!

have another appt tomorrow. most people fail not because they dont know what to do or how to do it but because of how INCONSISTENT they are. and they are inconsistent because they dont have a solid plan in place. if you make a plan and work yoru plan htan you will do better than if you just "wing it".

every tuesday my partner and i get the team together to have a meeting at 930 am. this week we went over phone calling. i set up one listing appointment on the phone. the team was pumped(it went really smooth) so i got everyone on the horn. a few hours later i get 2 calls from 2 different members. both have appointments set up for my partner and i to go to. later in the day we were going to visit an expired that we had visited and had an aggressive post card campaign on, and they totally changed their mind(now they go on monthly mailing so they dont loose our name) while we were on the way there we saw a fsbo. we knocked on the door and told him what we have to offer. he was very interested and is leaving town tomorrow, so we are going to give him a presentation at his work tomorrow morning at10 am before he leaves town for teh weekend.


yep that is right. 4 appointments lined up from one day. and with the killrate that we have for securing once we get our foot in the door i feel very confident!

How encouraging!! Congratulations!!

What is the problem you are finding with your expireds? Were they overpriced? What causes someone to go expired and not re-list with the same agent?

In my market 40% of the homes expire. It is always price. The agents probably did not stay in touch with their clients.

Expireds blame their agent. In their mind, it is never the price, condition, location, accessibility, etc. It is always the agents fault for not "advertising enough" or holding open houses etc. The sellers are in denial.

EstateReal I am curious to know after you get your listings, the following:

1. If it was truly the price. Maybe you will find something different at each presentstion
2. If you are listing it at a different price
3. Why you think they let you list it at a different price

I ask these questions because while the seller may blame the agent, nothing changes the mind like days on market. And some of this (not discounting your skills) may have to do with the seller finally coming to understand price was important and wanting to save face by getting a different agent.

In order for that to happen, the other agent must be portrayed as evil and awful, though that may not be true.

It will be curious to see what happens! Congrats on your success!

they did not sell.
yes.
they dont use the agent because the seller only cares about one thing. selling their house, and if the last agent could not do it they dont want to work with them.sellers blame agents for the listing being overpriced. the best marketing wont make people pay more for a house than they think it is worth. the agents in general dont keep contact with the seller.

1. it is mainly the price that made it expire. unrealistic expectations by the seller and the agent said yes to everything the seller said because they were afraid to loose a listing that they did not have in the first place.

2. yes we are getting a price reduction because they see how it did not work, along with a comprehensive marketing plan that they will see in action and we let htem know that if we dont get x number of showings a week we will change our marketing. if we get x number of showings and no one is putting in an offer it is because in the buyers mind the price is not validated by the house. (that is just a little bit, we go very in depth on pricing and strategy. also we let them knwo it is not our choice, buttheirs as far as price, we are here to advise them off the options that are out there. and strategies, etc....
3. true story. an agent listed a house at 450k, the listing expired. the next agent listed at like 400, the listing expired, we have them down to 350, which is priced to sell, the comps are around 350-370. they want to sell and are motivated they have a deadline. if the first agent told them what we told them they would have just gotten an agent that did what they said. sellers are looking for somebody who will od what they want. if it is not you they will go to somebody else who will do what they want.
which is why you must find motivated sellers.


so what i have learned is!!!!!!!!!!!!!!!!!!
you would not take out an unqualified buyer would you? why would you list an unqualified seller?


if they dont have to sell and they are priced well over the neighborhood, why do you think a buyer would pay that price? you are wasting your time and the sellers time. i would rather let another agent do the dirt, then pick them up as an expired in 1,2 or 6 months when they are realistic. i say one or two months because there is the chance that they saw my presentation liked me, did not use me because i did not become a yesman. they got the agent who listed the house to "get the most money" 50k over comps(probably wont appraise) now they fired him 2 months into it because they are getting no showings and the agent does not knwo what to say to the client when he shoudl be giving market reports and all of that stuff, so the client fires the "ghost" agent and i see it on the mls because i monitor that, and scoop up the now motivated seller who has both feet on the ground ready to sell!

I was wondering what are some of the marketing tools you go over with the clients.

Also everyone says that it is not the agents fault if the listing doesn't sell. In a way isn't it their fault? I mean they mislead the seller(wether on purpose or not), by listing the property at an unreasonable price.

You say that most sellers prefer "yesman". If you are not a yesman, how do you get them to choose you. Showing comparables, your marketing of course...but what else? Do you talk to these people any other way than the people who are actually open to hear what their homes true value is.

Congratulations, estatereal! You're on the roll.

dmiguy, many agents struggle with the same problem. How do you effectively communicate to an expired listing (or any seller) what the price should be without losing the listing? A few tips:

1. Make sure your CMA is easy to understand. Too much data and not enough pictures muddy the message.

2. Ask questions. At the end it will come down to the seller's motivation. The more they have to (or want to) sell, the more realistic they will be.

3. Occasionally, I would take the more "challenging" seller on a tour and we'd preview active competition and drive by recently sold homes. That really helps them to see the reality.

4. You MUST be perceived as an expert. You want to establish your credibility and expertise, even prior to your appointment through your materials, resume, appearance and your presentation.

Just like you wouldn't question your dentist when he chooses a certain tool, or recommends a procedure, because you TRUST his professional opinion.

5. You MUST have a killer listing presentation. Flexible to address the sellers' concerns and answer questions, but powerful to 'blow them away' with you knowledge, your marketing, and your abilities. This will only come from practice and experience.

6. If you get the feeling that the sellers will be too difficult to work with and their expectations are unrealistic, be OK with walking away from a potential listing.

The best attitude you can have is:
"I'm an expert, I know my job well. I'm here to help. If I like you (or at least I feel we can work together), and if I think I can sell your house, we'll proceed. If you like me, and if you think I can sell your house we'll proceed."

It's confidence without false salesman's arrogance. Genuine power from within, that comes from knowledge, practice and experience.

Hope this helps.

Thanks Borino.


wow listen to this. today listing appointment at 10am. got back to office around noon, and got a call from an expired(appointment set for monday at noon). tonight at 6pm listing appointment(fsbo).

if you do buy the expired plus and follow it you can get listings. if you get the package and half follow it or only parts you will get results that mirror your effort.

the secret, which is not a secret at all is consistency. you must do it relentlesley and every day like a ticking clock you must be predictable in your efforts to get predictable results.

if you did not get a paycheck today it is because you did not do the work 100 days ago. it has to be everyday.

Thanks Borino!

Can't wait to hear more ER, hope it works out well.

have not been posting very much, been busy.

honestly i did not imagine that i would be this busy. tomorrow i have to get another sign up! put one up 2 days ago, and hopefully getting an offer in the morning(agent called, but i dont count it till the offer is in hand. 2dom nice.

143 am right now and i am going to get some sleep.
I have received the system, implimented it, and gotten great results.


it is now 2:17 and i will tell you that Borino's system will keep you up at night!!!!!!
right now i am getting a lisitng ready to go live in the morning by putting it on the mls.

goodnight:-)

Borino is a great guy, very very helpful.

what is the latest with this? just curious...

interested in knowing more about the location you are implementing this system in, what your favorite part is, an ...

well, i have been really busy. i have been busier than i had imagined that i would be. teh part about the system that helped me the most is realizing that i needed to be more consistent with waht i am doing. if you get the system and only follow it halfway then you can only expect to recieve halfway results.

if anyone has any questions about the system you can send me a pm and i will give you my number and you can call me if you like. i have had several people call me by looking me up on hte internet, or sending me a pm.

this past week i have put an offer in for a buyer of mine, picked up and put under contract an expired, picked up another expired listing that is just waiting to be sold!

my focus was previously on fsbo's, and my team is focusing on the fsbo's because the marketing and scripts that i have made (from scratch for the team) are focused for the fsbo seller. i have now implemented BORINO'S system and am focusing on expireds more seriously than i was before with a regimented plan of attack and a system that has produced results. now i am picking up expireds at the same rate that i am picking up the fsbo's.

the most important thing is that you are consistent. if you only half do it why would you expect great results?

Interesting, I will have to IM you,

What I found locally is that the sellers are incredibly loyal to their listing agent. Could be 180day on market, no picture in the MLS, agent never calls back when you leave him a message and the seller still stands by that agent. I could never understand that loyalty.

^^ Because sometimes people have to list to show the lender it's for sale but they really don't want to sell it, they'd rather keep it for a rental but they don't tell any one.

Ok, so I just ordered Borinos stuff. I am looking forward to incorporating it into my prospecting plan.

Talk to you soon

Rick,
Let us know how the Borino system works out for you...

rick and i spoke the other day on the phone, and i think that if rick is consistent with the plan set forth and uses his sales skills that he can achieve some great results.


rick,

i got your pm, and did not forget. been on the move a lot latley. i will send to you and go over it with you.

so how much have you closed due to Mr. Borino?

Realtorwithsoul- can do. Pretty new to all of this so I am taking it all in like a sponge. I will keep you posted.

I am hoping its good for fsbos too as there seem to be tons of those around here.

a specific house i have was on the market for 8 days then went under contract, that will close on the 27th of hte month. also i have another house that is in columbia that went on the market this week, and i have another pending right now just waiting to be rode out till settlement. that is only what i have done this week! tomorrow morning i have 2 listing appointments one at 9 am and one at noon. the nine am is a follow up on an expired (he called me yesterday) and the noon appointment is a fsbo.

the deals that i have put on paper this week should make me about 10k and that is after i pay out the members of my team that have earned a paycheck(customer care specialist) for listing maintainance.

i am very happy with the level of business that i am pulling in right now, and i cant wait to wake up every day because i know it will be a great day. i have found what it takes to do waht i need to do and right now i am rocking it out and getting the results that i strive for. i have put borino's system in place along with my fsbo system and have started a team that is aggressive and motivated and we are moving houses!

the reason for starting a team was because i found out what it takes to procure business and realize that i can have others manage the listings so that customer service is #1 and i can procure more business to feed teh team!

Yep, good ol' leverage. Just like Gary Keller talked about in MREA.

So MDrealtor, how is it working for you so far?

another one bites teh dust. an expired turned fsbo listed today goes live tomorrow.

the biggest help for me was realizing hte lack of consistency that i had.


everybody who wants to do better than you are doing right now including myself needs to ask the question. how many deals do i loose because of inconsistent follow up?


my number is going down but it was really really really high.


this one that i got was due to nothign more than follow up after everyone else had given up, now the seller is in the bottom 30% price range and has one of hte nicer homes in that price range.

from my dealings i think that expireds are more receptive to the advise of a professional than a fsbo. (just my perception, could be wrong but that is how i feel)

Estatereal

Agree with your observation of expireds versus fsbo's, seemed to me to be true in general but I never studied it. Had some expireds that were fsbo's first and were reluctant to go fsbo again, don't know what the others were really thinking other then they wanted to sell their homes to get on with lives, and still believed listing was the best way to go, just didn't want to get another "loser" agent again.

Any updates, how are things going with the expired Plus system?

Rick,

Hows the system working out for you? Enguiring minds want to know.

Jim

Any updates?

Bueller? Bueller?

Wow, its been 6 weeks or so since anyone posted about Borino's system. Did someone beam them up or what?

What are you guys/gals doing that are working the system?

The Silence is deafening??????????

sorry,

if you ever notice a lull in my posting it is because i get really busy. the hard work and consistency is paying off as we speak.

i have been so busy with business i have gotten been putting off a lot of things!

i will be posting once i get caught up. tonight at 7pm i have a listing presentation to give from a come list me call from a fsbo. and i have a listing going live tomorrow(EXPIRED-picked up from mailing) that i am putting the finishing touches on as we speak. once i get the one up tomorrow i will have 6 actives. lately i have been taking all of my info for mailing and making ready to go mail. so that it is easier to get everything together and out.

So, these listings (6) are from Borino's system?

a mix of fsbo and expired. the 2 that i mentioned one was an expired that called after her 5th letter (i had not had a chance to stop by her house yet because i was busy) and the fsbo called after the 2nd letter(appointment tonight).

the 5 actives that i have at the moment are a compilation of fsbo's and expireds. the last house that sold was an expired that sold in 8 days. i showed them how proper pricing can get results and they listened. since listing at 345 and selling for 343 no one in the neighborhood has sold for that price. before they sold no one had sold for several months.

the secret is the ----consistency---- and energy that is put into it. i have people in my office who have more time and money than i do but they dont put it to work effectively and they dont get the results either.

the secret is also the hardest part! if i pull this fsbo in tonight that will be 7 actives right now.

on top of the 6 actives there are 2 deals under contract and i am in negotiations on a 3rd deal. the consistency is the key.

got the fsbo. it is 931 right now and i still have to finish building the listing for tomorrow morning, then on thursday i have another listing to build to get ready to go live on friday.

And these are from consistently using the Borino system? How many total listings have you gotten by using the system? Your answers are a little vague :>)

I guess the system worked for estatereal but the 2 others that purchased the system never provided any feedback, did it not work for them?

I just got the system in the mail today. I'm kinda part timing it but i will be implementing the system as much as possible.

The system needs the agent to work it, and learn it. Also there has to be a ready supply of expired listings to actually use it. In my area the listings are very seasonal. About September 15th the expired listing numbers start to pick up and that lasts though late November. Then about March it picks up again until end of May.

Also, are you using Borino's system to get FSBO's? I thought his system was only for Expireds.

Thanks

Jim

friday morning i have another listing goign active for a total of 7. from the listings that i have now i can attribute 3 of them to Borino's system.

his system is for expireds, but i decided to use the same regimen on my fsbo's.

i love doorknocking fsbo's. before i started working the expireds i ONLY doorknocked and it worked awesome. i have put the letter program to work on fsbo's by tailoring the message toward what might be interesting to them.

so now instead of only knocking them i mail and call too.

i used to be really opposed to phones, however my phone skills have gotten really good latley.

still knocking beats a letter and call anyday because you are right in front of the seller. but i can hit more people farther away with letters and calls.

absolutley right.

you have to taylor the system to you(just like any other system) and you have to be consistent.

the secret is the consistency in doing what you need to do everyday. my goal is to talk to 5 people a day. 5 expireds or fsbo's. to make my goals i need to talk to them. not just call and leave a messge(that does not count) but actually talk to 5 of them.

to be honest you cannot make this or any system work if you do not work the system. buying it and having it on your desk will not pay the bills you need to customize it and print and send hte letters and resume plus you need to get out there meeting the people that you send the information to.

it really is easy -- i promise. the hardest part is that you need to get a ROUTINE.

Thank you all for your nice comments and your interest. Estatereal is right - the system absolutely works... if you work the system. Period.

We'll be doing something cool with a small group of my students in the next couple of weeks to inspire, motivate, and to demonstrate what can be done in 60 days if you're really focused and have the right tools.

Stay tuned, more details coming soon...

Does anyone have an update on this system. I'd love to make it happen for 2008. Anyone have some feedback.

THanks

I purchased his program for my agents on my team and they followed the program and have been successful in listing expireds. So like everyone else has stated, if you work it, it will work

Borino,
Will your system work with out of town owners?

Yes, Bigtoe, it will work for non-owner occupied listings (rentals) and vacant properties. I have an entire set of direct mail tailored specifically to them, as well as tips on how to contact and follow up with them.

And I have a little Christmas present for all the good folks here on the Agents On Line Forum...

I did a 90-minute workshop with my students. We covered expireds, the X-Plus system step-by-step, how to convert it into an effective FSBO program, how to use your resume to get more listings, etc. If you'd like to get a free recording, PM me with your email by Friday.

Hey havent heard much lately on this Program, Hows it been working for eveyone.Im about to to take the plunge and order it up!

I just finished a case study... I don't want to spam the forum with self-promotion. PM me with your name/email and I'll send you a link.

estatereal I'm PMing you with some questions.

there have been many people speaking of slow business. try working the expireds. they are booming right now, and to get them motivated they need to know taht more homes sell in the month of june than any other month of the year. get them priced right and on the market asap so that they have the highest chance of selling that they will have all year.

I have bn out of the game for a short spell and may get back in very soon. I am on Phoenix and like many others, the market is horrible. Luckliy, I have a prior trae that has enabled me to have some salary and benefits. BUT, I really want to keep doing this.
I want to find my single niche and I think this is what I am after. I always hit expireds before, sometimes knocking doors on the weekends, mailing, calling, etc. BUT, I never had a set system.
I just spent a long time looking at this website and it is very well done, seems priced right and makes alot of sense. There was never a "method to my madness" in terms of prospecting. Like I mentioned, I waas doing all sorts of different stuff, throwing it at the wall to see what would stick. Doing this one simple thing consistently may be the ticket...
NOw, can I do this with a day gig I wonder. My evenings and weekends are free....I am giving this some hard, serious thought....
Okay, my rant is over. I hope you are all doing well...

Thanks for the nice comments, smg

Will my Expired Plus system work even if you work it only on the evenings and weekends?

My honest answer.... I doubt it. It does require focus and daily work.

See, the best time to contact new expireds is first thing in the morning. Either in person or over the phone. You want to be one of the first ones in. That's what the aggressive (and successful) agents who list a lot of expireds do.

By the late afternoon you'd be a call (or a visit) number 25.... and by then the phone may be off the hook; the front door locked.

Hard to stand out and get the seller's attention if you're getting in late in the game.

Now, that doesn't mean you shouldn't go after expireds. Maybe change the game a little and market to the OLD expireds that have not re-listed. You can go back as far as your MLS allows you to.

Remember, old expireds can be a VERY profitable niche. The downside...

Unlike the new ones, the old expireds may take longer to convert into listings. Sometimes months, even longer. It takes dedicated and consistent follow up (read time, effort and some marketing money).

Think of it this way:

New expireds are like a 200-yard dash: You win with skill and speed.

Old expireds are like a marathon: You win with skill, persistence and focus.

Are you up to it?