The idea is simple. Each morning between 9 a.m. and 10 a.m., every member of the Keller Williams Realty family starts the day with an hour of focused lead generation. The results are simple too: you close more deals and make more money.
Keller Williams Realty’s culture is rooted in the concept of TEAM: Together Everyone Achieves More! At Keller Williams Realty, our associates do not have to ‘reinvent the wheel’. Our most successful agents are willing to share with other KW agents their secrets, models and yes…scripts too! The below expired scripts have been used by our top real estate associates and are now being used by KW associates around the country with great success during their Power Hour lead generation sessions.
Expired Listing Scripts
There are generally only four objections Expired listings will make when called:
1. I’m going to stay with the same agent.
2. I’m going to sell it myself (FSBO).
3. I’m taking it off the market, we’ve decided not to move.
4. I’ve already found another agent.
Seller: “I’m going to stay with the same agent.”
Agent: “That’s great and what I’m hearing is you feel obliged to your last agent since they’ve invested a lot of time and money in your home, right? Well Mr. / Mrs.
Seller, you don’t owe me anything and you don’t really owe them anything butyou do owe yourself the very best. It certainly wouldn’t hurt to hear what I do to
get homes sold, would it?”
or
“I understand and let me ask you a quick question. If you stay with the same agent, what are they going to do this time that they didn’t do last time? I hope you don’t take this the wrong way, but Albert Einstein said that doing the same thing and expecting different results is the definition of insanity.”
Seller: “I’m going to sell it myself (FSBO.)”
Agent: “After what you’ve been through I understand. You know Mr. / Mrs. Seller you are generally better off to be a FSBO than to be with an agent that did their best yet couldn’t get the job completed.”
or
“I can appreciate that and what I sense is you want to make sure you get the best possible agent for the job of selling your home. What are you looking for in an agent?”
Seller: “I’m taking it off the market—we’ve decided not to move.”
Agent : “I see. Just out of curiosity, if you did sell, where were you moving to? WOW! Why was that important? What would that do for you and your family if you had moved? If I could show you a way to make that happen, would you be
interested?”
“See, I specialize in homes that didn’t sell the first time. Even the best homes don’t sell the first time and it just takes a new approach and new ideas like I use to get homes sold. When could I stop by and spend 15 minutes with you and
show you why so many homeowners choose me to sell their home?”
or
“Mr. / Mrs. Seller, if you had a contract presented to you tomorrow would you still sell?
Great, so there is some desire to move, right? You know, Mr. / Mrs. Seller, I specialize in homes that are great, yet didn’t sell the first time for various reasons. Let me ask you: why don’t you think your home sold? What will you
look for in the next agent you choose? Let’s do this. I’ll drop by and look at your home, that way you can meet me so at a weak moment you don’t end up with a weak agent. After all, you don’t want to put it back on the market later to have it sit for another 6 months, do you?”
Seller: “I’ve already found another agent.”
Agent: “Have you signed a contract already?”
If Yes, then wish them well.
If No, keep going.
“Great. I would like to apply for the job to sell your home—after all, I specialize in homes that didn’t sell the first time. You know, even the best homes don’t sell the first time around.”
If they feel obligated:
“I understand and what I am sensing is you want to make sure you’re doing the right thing. Correct?”
“Excellent. You know, if you had to go to a doctor because you had an illness and you found out it involved surgery, would you want another opinion? I know this isn’t surgery and yet it is financial surgery on your home. Let’s meet for
about 20 minutes and you will see why so many people decide to hire me over other agents.
Mr./ Mrs. Seller, if you actually felt you could get more money and a quicker sell, would you interview me?
When can we get together, at 3:00, or would 4:00 be better?”
How to list an Expired
1) Follow up.
2) Follow up.
3) Follow up.
4) Follow up.
5) Follow up.
6) Keep following up until you list the property, it sells, or they list with someone other than you.
