Ok I need to develop a packet for expired listings that I can leave at their home. What should I include. I have nothing besides business cards right now so will need to develop everything. THanks for any advice.

The most important thing about going after expireds is meeting them face-to-face. Most agents who market expireds do so through mailings, or perhaps phone calls. Knocking on the door and introducing yourself is far more important than any package you can come up with.

If you do want to leave something with them... leave a single page with client references and a listing contract ready for their signature!

Good luck!

there is one question that is so plain and simple...

mr seller, do you want to sell your house. they say yes or no. if htye say yes tell them that you would like to interview so that you can show them how you can sell htier home. if htey say no say i understand, will you be selling sometime in the future. they will say yes or no. if htey say yes ask for an interview so that hwen they are ready, they have a real estate professional ready to go. also as their agent, you can keep them in hte loop of market trends so they are aware of waht is going on in hte market until they are ready to sell. if htey say no then ask them for an interview so that if they ever have any real estate questions then they know they have a true professional on hteir side to help get any re answers taht they migh need.


my point is that no matter what they say, you have the opportunity to form a relationship for future sales. there is no such thing as no, you just need to learn how to ask.

dirk zellar says that 86% of sales people give up after the first time they hear the word no. in hte example above i showed you how you can hear the word no several times and still get an interview. if at the end of that conversation they still dont want to talk to you, move on there are plenty of people who will say yes. it is a numbers game and you have to make more contacts to get more yesses! keep talking and even more important KEEP LISTENING...most people will want ot vent.

Estatereal , I've been meaning to ask you this because you've been quite sucuessful at what you're doing.

What area are you located in? I'm really wanting to buy Borino's system, but I'm afraid we don't have enough expireds to support a expired program (About 2-3 expireds per day in the entire county).

If they say yes for the interview, do do you send them a prelisting expired packet ahead of the interview time? If so, what's in it?

My system is different as I go after commercial expired listings.

Usually they listed with a residential agent who wanted to try there hand at commercial and new enough to be dangerous.When that fails they call me from my letter I send out.

Commercial is expensive as I pay to close to 1k a month to be a premium member on the networks where corporations,principals,investors,and developers,and brokers look for property.Most of these types of buyers DO NOT look on the local residential mls's.

The point of expired's is to get them to contact you.I would just have something short and easy to read that get's them to call you.You can give them mounds of data later on when you get the listing signed.

I used to leave various articles, statistics, etc, and stopped because I couldn't guarantee that the homeowner would get them and not other agents coming by. My goal is not to help THEM come up with better promotional materials. Now if they are not home I leave a tri fold flyer that I "borrowed" from the one Mr. Borino uses. I can slip it under the door, and even if it falls into someone else's hands, I doubt anyone who didn't have a background in graphic design and advertising could re create it.

Dean

Something that was useful for me back in the day that I chased expired listings was a simple tri-folded sheet (just copied off the copier onto colored paper) labeled "Ten things every property owner whose property didn't sell should know and do."

I would stop at the door that morning and say Hi I'm Brian the real estate guy and I want to drop this off for you, I think you will find it very useful, but I'm not allowed to leave it if you have re-listed your property because it's against the association rules, have you re-listed your property yet?

Item #1- do not re-list your property for 7 days because......

I'll keep the contents secret for now so some new agents that were picking my brain can use it without fear of other agents jumping on the bandwagon and using it in the same area they do business. Besides that I'm sure it will end up in some one's course somewhere like several of my ideas have and they didn't even give a courtesy thank-you.

I'm sure you can develop the 10 things they should know. If no one is home do not leave it. The post office used to have precanceled stamps and I would just put it in their mailbox if no one was home, don't know if the post office still has them or not. If not I would return after dinner. Forget the big packet of crap, save those materials for the face to face meeting.

How about,as per Mike Ferry,the following pre-listing package:

1) a listing agreement already filled out,
2) a CMA filled out with the price you think it should be listed at (you haven't seen the property yet)
3)a net sheet with your commission rate on there showing what they will net after all expenses
4)a list of references with phone numbers of your past clients that they can call
5) the list of things that you will do to get their home sold... i.e. marketing plan

And when you call to confirm the listing appointment and to confirm that they received and read the package, if they object to something that they saw in the package, you simply say that "we will discuss it when I get there".

Is anyone using this approach with success?

Hey Dean, here is a short video that will help you develop an inexpensive, but effective expired package:
http://www.expiredplus.com/expireds-course/visit/

Brandon that is a valid concern. My suggestion is to contact at least 2 expireds per day to make it worth your time and effort. Preferably in person. And support it with good mail campaign.

If you can do that, that 3-4 listings per month are realistic (of course you still need good presentation pricing and listing skills).

Paceryder Great idea! Send me a copy... would love to see what you've done!

RAH Over the years I've tried pretty much EVERYTHING with expireds, including that exact approach. It didn't work for me, took WAY too much time to prepare, and it was VERY expensive.

I narrowed the package to simple resume, marketing samples, references and testimonials. That's it.

Like estatereal said... the trick is not in your marketing, your resume and your materials. It's in the actual contact with the seller.

Your marketing materials and your mail help, no question.

But it will come down to your ability to connect with, ask the right questions, and communicate with the seller.