I have a confession... I wasn't very comfortable on the phone at first (or very good at it, for that matter).

I felt like I was bothering people and I didn't like to talk to strangers - on the phone and in person. BUT...

I was losing a lot of business to better, more aggressive agents. These guys knew their stuff: what to say, how, what to ask over the phone or at the front door....

I did a private seminar last month for RedX. Invitation only. Maybe you were on it. If not, listen to it (no sign up, it's free).

In it, I'll give you four practical tips that helped me overcome my phone phobia. Plus you'll get some tips on how to speed up the process from expired to lead to listing, how to stand out from the rest of the crowd... And how to jump-start your business. Check it out:

http://expiredplus.com/audio/seminar-jumpstart.htm

Actually I had the same problem. I had pretty good training, scripts and hing a new agent needed. However calling expired did not work for me. I thought it is because of accent or whatever, but honestly 90% of the people was not at home, or if I go knock on the door, there was nobody there or the house is empty. Any ideas?

I hear ya, Viktor. Being an immigrant myself, I struggled with my accent for a while. Now I think it's sexy

There are couple of things I did when there was nobody home:
1. I would leave my expired package with my resume at the door.
2. I would go back a couple of times, especially on Saturday morning and try again. Most agents quit after one or two attempts. Being persistent helps.

If the house was vacant I would mail a series of direct mail pieces - I would start with an expired package, and then follow up with a combination of letters, postcards, and market updates. This would often make my phone ring.

I have been doing that but not much success. I may try again. As about the sexy accent, I agree

You could try this approach, Victor:
http://www.expiredplus.com/expireds-course/map/

Borino:
Thanks for the resources you provided to us.
One question, I have always been a buyers agent, I never had a listing before, what can I say to the sellers when they ask how much houses have I sold? How about when they ask about experience?
P.S. I only have four deals since becoming an agent two years ago!

Thanks in advance!
Peter

Thanks Borino, very helpful.

You're welcome! More info to come...

Peter, it's going to come down to one thing - TRUST. How do you build trust with the seller (and get the listing).

See, we all have been there at one point. New, without a long track record, without a big list of past clients... and without much experience. So you're not alone. How do you build trust with the seller?

This thread is turning into a Borino TV But instead of writing a long post here, I'll give you another free video that will show you what to do:

www.Expiredplus.com/expireds-course/trust

I've listened to your recording a couple times. Good stuff, Borino.

I still am working on my resume...months and months after I signed up for XPlus. (sigh.)

Time flies....I was busy last year so that's kind of an excuse. LOL.

It's time for me to firm up my plan for 2010....

Thanks, Karen. The new X-Plus 2.0 that's coming out has a 2-DVD coaching set that will help you jump-start your business and get going with expireds. IMO the best stuff I've ever produced.

And as my client you'll get it free (well almost, there is a S&H fee). Did you get that email this morning?

Borino I bought the X Plus too. I also signed up for the company that scrubs expireds. Several days I encountered several listings that were actually active. I checked on the MLS. After the third time I cancelled my membership. Do you know any other firms that provide this service. Did you have this problem?

By the way can I get the update too please?

Yes, I got the email and replied with something like "Excellent" or "Can't Wait" or "Awesome" or something similar. LOL.

Focus the only system I used is RedX. The problem is not the program but the data in the MLS. If, for example, a property gets relisted but the address changes slightly (from 1233 Maple St to 1233 Maple Avenue), the system will not match it.

None of the programs out there are perfect, but the time saved researching each listing and phone number manualy is worth it, IMO.

And yes, all Expired Plus clients will get the update (there is a lot of new stuff). Please drop me an email to make sure we have the correct contact info.

Any of the answers is perfect, Perky
I'm really looking forward to your feedback.

Hello Borino

I just signed up for your product

I am brand new to the realestate field so I am trying to learn as much as possible

Thanks and I hope to leave some positve feedback on your product soon

Thanks for the info/input, Borino... I will give it a try as well...

Nice to have you on board! Looking forward to working with you - and your feedback.

Borino - been looking thru the updates. Printed out the new version book today. planning on putting the letters into my CMS and starting on mailings tomorrow.

I have picked out my first 16 targets from expireds and made initial phone calls today (of the 16 I could only find phone numbers for 5 of them! Rest were on the do not call list, or unlisted.) Only spoke to one person, who wants to keep her house as she has a tenant but she said I could send her stuff. So that's cool. I'm going to send her bi-monthly updates on the market.

Last year, I made double what I made the year before and that was WITHOUT a system but too much running around like a chicken w/ my head cut off. This year, I'd like to do 1.5x what I did last year - or even double but w/ the economy I think that might be too lofty...lol

Well, Perky, given that so many agents struggle just to stay in the business - even 1.5 X of your last year would be good. But you know me, I'm into big goals, even in this economy. With so many good expireds out there, so many sellers looking for a nice competent agent, and so few agents who know what to do, it can absolutely be done.

If anybody can do it, I know YOU can. Three tips:

1. Strong first contact (with mail, resume, and scripts - in person and/or on the phone)
2. Powerful face-to-face contact (this where the DVDs will help - lots of info on connection, truth, congruency, NLP, influence, etc)
3. Consistant follow up - this is big. Lot of your business will come from follow up, NOT from the initial conact. And you're absolutely right, market updates are an important part of it.

And here is a bonus - figure out your true WHY. Yeah, the money is great. Not having debt is liberating. What else? Dig deep. The power of the WHY will make you move forward with tremenedous speed and focus.

Keep me posted, OK?

If you're not comfortable on the phone, try to mail a package thinking outside the box. I have a package myself that signed 4 of every 5 expired I sent it to...

I am a new agent working on overcoming a "phone-phobia". I am calling expireds and FSBO's. I have been sitting here reading all of Borino's posts and all the info he has given away for free on his website. It seems like great information and system. Thanks for all this free info. If your free info is this helpful I could imagine the extreme value of purchasing and implementing your full system.

Thanks again

Dan, have you had much luck so far??? I know the phone can be very intimidating to many people. Play to your strengths. Good luck.

Thanks for the nice comment, Dan. Glad the info is helpful. A lot more coming next month when we roll out Gravity 7. Cool new videos. Stay tuned...

What's Gravity 7, Borino? Is it the listing program that you were telling me about?

Listening right now...hope to learn some new stuff!!

I too have only worked with buyers since starting 2 years ago (30 deals so far).

Expireds seem like a good avenue to go.

Diane Gravity is my newest multi-media real estate course. It's about advanced marketing strategies, communication techniques and influence methods.

1. How to quickly find buyers and sellers
2. How to influence them to do business with you using MCC (multi-channel communication)

It'll be out by the end of April.

The best way to reduce phone anxiety is to stop thinking about making calls and start actually making them, assuming making calls is your 'thing'. Sales is a numbers game. Before making a single call I KNOW that most of my contacts will result in rejection. But after making enough calls I'll come to realize that a certain number will result in success. They key, then, is to make a point of getting 'X' number of rejections. If you do that, the successes will follow as a matter of course.