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.