EXPIRED GUIDE

You need:
Know by heart agent’s info and what she/he has to offer.
Make a lot of targeted questions.

What info do we have before we call them:

 Type pf lead (seller).
 Address of the property.
 How many days it’s been off the market.
Maybe
 Criteria of the home.
 How much they want for the property.

Phrases you can mention:

 Mindy Newton the real estate agent I represent sees a lot of potential in your
property and would like to help you sell it.
 We see a lot of potential in your property and would love to help you
throughout the selling process.

TARGET QUESTIONS:
 What do you think your past agent could have done differently?
 Why do you think the house didn’t sell?
 Was it professionally staged or photographed?
 Do you know how he advertised your property?
 Were floor plans available?
 Did they have a strategy to attract out of town buyers?
 How many offers did you receive?
 How many showing did you receive in the … months of your contract?
 How did you come up with the price?
 Have you remodeled? - When will you be done remodeling?
 Are you currently living or renting the property?
 Have you received any serious potential buyers?
 Would this be your first time selling?
 Are you interested in buying after selling?

INTRO:
Hi, is this the property owner of ______?
Great, my name is _ and I’m calling on behalf of__.
We noticed that your home expired from the Multiple Listing Service (number of
days), I’m calling to ask: What are the future plans for that property? Are you still
interested in selling it?

NAAAAMMMEEE
TEMPLATE EXPIRED GUIDE

Template:
 •Lead Type: Seller
 •CRITERIA:
 •PRICE RANGE: $
 •MOTIVATION:
 •TIMELINE: ____ MONTHS.
 •COMMITTED TO AN AGENT:
 •ADDRESS:
 •EMAIL:
 •EXTRA NOTES:
CP - COLD CALLING

Remember:
Your calls need to be under 14 min. Especially if the lead only wants to do one
thing: buy or sell.
Know your intro by heart and well as know what questions you need to ask in each
template.
Know by heart agent’s info and what she/he has to offer.
If the lead wants to buy and sell, focus on the house that the lead wants to sell
(because the agent gets a higher commission). Depending on the time (less than 8
min) you can ask question about the house they want to buy and add it in the extra
notes or fill out the “buyer” template.
Use Power Phrases.
Rapport or empathy.
We can’t grantee anything.
Active listening. If you didn’t hear correctly ask again, don’t wait until the end of the
call to re-ask. It’ll seem as if you weren’t paying attention.

What info do we have before we call them:

 The area (city) they’re living in.
 Phone number.
Almost never, but we could also have:
 Leads name. (Make sure to confirm it)
 e-mail (Make sure to confirm it)

TARGET QUESTIONS:
Seller:
 How did you come up with the price?
 Have you remodeled? - When will you be done remodeling?
 Are you currently living or renting the property?
 Have you received any serious potential buyers?
 Would this be your first time selling?
 Are you interested in buying after selling?
Buyer:
 When did you receive your pre-approved letter?
 Any specific area/neighborhood you’d like to move to? (School, job, store).
 Do you how’s your credit score?
 Have you been currently employed at the same company for the past 2
years?
 When does you lease end? Would you like to buy by the end of your lease?
 Have you viewed any homes with a particular agent?
 Would this be your first time buying?
 Are you aware of what are the steps in buying a home?
INTRO:

Hi, this is _____, I'm calling from Keller Williams.

We saw a lot of interest in your area, so, I just wanted to ask if you have any plans
on buying or selling your home in the next 6-12 months.

Common Objections:
 Lead doesn’t understand why you are calling.
 Has never thought about buying or selling.
 Not interested right now.
 Is busy. (Practice follow-up call.)

TEMPLATE: COLD CALL

 Lead Type: Seller

 MOTIVATION:
 CRITERIA:
 TIMELINE:
 COMMITTED TO AN AGENT:
 PRICE RANGE: $
 ADDRESS:
 EMAIL:
 EXTRA NOTES:
**************************************************
•Lead Type: Buyer
 MOTIVATION:
 CRITERIA:
 TIMELINE:
 PRICE RANGE: $
 AREA OF INTEREST:
 COMMITTED TO AN AGENT:
 HAS A BROKER:
 EMAIL:
 EXTRA NOTES:
 (GET THEIR NAME)
FSBO
You need:
Know by heart agent’s info and what she/he has to offer.
Mention why it’s better to work with an agent if you’ve never sold a property before.
Make a lot of targeted questions, such as:

WHAT INFO DO WE HAVE BEFORE WE CALL THEM:

 Type pf lead (seller).
 Address of the property.
Maybe
 Criteria of the home.
 How much they want for the property.

TARGET QUESTIONS:
 Why are you interested in selling on your own?
 How did you come up with the price?
 Have you remodeled? - When will you be done remodeling?
 Are you currently living or renting the property?
 Have you received any serious potential buyers?
 Would this be your first time selling?
 Are you interested in buying after selling?

INTRO

Hello, is this the owner of [Address]?

This is Sam I’m calling on behalf of Mindy Newton with the Greater Sound Team.
May I have your name so i can address you properly?
How's your day been so far?
My agent asked me to give you a call as she sees a lot of potential in your property
and we are wondering if your home is still available?

Template:

 •TYPE OF LEAD:
 •MOTIVATION:
 •CRITERIA:
 •ADDRESS:
 •TIMELINE: 2 MONTHS
 •ARE THEY WORKING WITH AN AGENT:
 •PRICE POINT: $
 •APPOINTMENT/FOLLOW-UP:
 •EMAIL:
 •EXTRA NOTES:
MOTIVATED BUYER
What info do we have before we call them:
 Type pf lead (buyer).
 Name
 Email
 Phone number
 City they’re interested in.
Maybe
 Address of the home they clicked on.
 Criteria of the home they clicked on.
 How much the house costs.

TARGET QUESTION:
 Have you been currently employed at the same company for the past 2
years?
 When did you receive your pre-approved letter?
 Any specific area/neighborhood you’d like to move to? (Store, school, job)
 Do you know how’s your credit score?
 When does your lease end? Would you like to buy by the end of your lease?
 Have you viewed any homes with a particular agent?
 Would this be your first time buying?
 Are you aware of what are the steps in buying a home?
 LISTINGS
COMMON OBJECTIONS:
 They forgot what AD you’re calling about.
 Don’t remember the address of the home they clicked on.
 They’re just browsing, not looking to do anything.
 They don’t want to answer your questions.
 Who is your agent?
 What does your agent offer?

Intro:
Hi lead name I’m Sam with Mindy Newton and the Great Sound Team, we received
a message from Website that you are interested in viewing the home on (address).
Are you looking to purchase in the near future or are you just getting started at this
point?
Hi lead name I’m Sam with Mindy Newton and the Great Sound Team, we received
a message from social media that you are interested in buying a home (AD). Are
you looking to purchase in the near future or are you just getting started at this
point?
MOTIVATED BUYER

 -LEAD TYPE: MOTIVATED BUYER

 -LEAD:
 -CRITERIA:
 -PRICE RANGE:
 -AREA OF INTEREST:
 -MOTIVATION:
 -TIMELINE:
 -COMMITTED TO AN AGENT:
 -HAS A BROKER:
 -EMAIL:

 EXTRA NOTES:
SELLER
WHAT INFO DO WE HAVE BEFORE WE CALL THEM:
Type pf lead (seller).
 Name
 Email
 Phone number.
Maybe
 Address of the home.
 Criteria.
 How much they want for the house.

TARGET QUESTIONS:
 •Prince Range: How did you come up with the price?
 •Criteria: Have you remodeled? - When will you be done remodeling?
 •Time Line: Are you currently living or renting the property?
 •Have you received any serious potential buyers?
 •Would this be your first time selling?
 •After you get all the bullet points: Are you interested in buying after selling?

INTRO:
Hi [NAME OF LEAD]

This is Sam from THE GREATER SOUND TEAM, we received a message from
GOOGLE that you are interested in selling a property or knowing the value of your
home, is that correct?

TEMPLATE: SELLER

 TYPE OF LEAD:
 CRITERIA:
 ADDRESS:
 MOTIVATION:
 TIMELINE:
 ARE THEY WORKING WITH AN AGENT?
 PRICE POINT:
 APPOINTMENT/FOLLOW-UP
 EMAIL:
 EXTRA NOTES: