Brooklynn Shull (Indy Home Shop)

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Rainmaker
2,059,480
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Abbreviated Version -

1. I noticed you were no longer in our MLS - is that correct ?

2. Do your plans include another attempt ?

3. If you had SOLD , what was your next step ?(BIG Why )

4. Are you aware there's only 2 reasons why a house doesn't sell ?

5. The best way i could help you is to take a quick look at your house and see if I can uncover exactly why you're not selling . There's no cost or obligaton

6. Is now a good time ? (otherwise schedule a different time )

  BUT the NEXT Step to actually getting a Listing is to GET IN the DOOR !!!   

Dec 10, 2015 02:44 AM
Rainmaker
802,345
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Mach1 Realty Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

I have zero suggestions but am glad you asked the question.  And there are some great answers!

I will share one of my personal quotes:  "Always ask the question. If you don't ask the question...the answer is already No...so ask the question and make them tell you No! Why? Because some will tell you Yes!!"

 

Dec 10, 2015 11:44 AM
Rainer
140,510
Richard L. McKinney P.A.
Atlantic Shores Realty Expertise - Port St Lucie, FL
For Results that MOVE you on the Treasure Coast!

 Mr Seller? My name is Brooklyn and I'm with Indy Home Shop - I noticed that you property was no longer listed for sale in the MLS  and I was wondering if you were now going to rent the home or place is back on the market with another firm?

Listen carefully -- address his concerns.. then ask for the appointment....good luck

Dec 10, 2015 05:54 AM
Rainer
91,755
Val Evans
Scottsdale, AZ

Watch this video. You can learn alot from this guy.

Dec 10, 2015 01:14 AM
Ambassador
1,939,039
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Hi Brooklynn,  Do you know why the listing did not sell?  Was it overpriced? Were the sellers unwilling to do the things necessary to get the home market ready.  I think this information is critical... not only to your approach but whether you actually want this listing.  One of the greatest challenges for new agents is to NOT chase undesireable business.  Think Pareto Principle... the 80/20 rule.   Time management is so critical to your success.  

Dec 10, 2015 12:10 AM
Rainmaker
502,313
Lainie Ramsey
Homes By Lainie Real Estate Group - Pottsboro, TX
Lake Texoma Expert

I ask if they are still hoping to sell.  Then I tell them that there are 5 things it takes to sell a home - and one or more of those items did not happen while they were with their last agent.  Price, condition, marketing, photography or availability.  From there I ask them which of the items they think they and their agent failed at.  Most likely they will say it was the marketing.  I tell them wonderful, we have a comprehensive marketing plan that we know sells homes just like theirs and when would be a good time for us to meet to go over this?  

 

Dec 11, 2015 10:16 PM
Rainmaker
61,716
Scott Thompson
Columbia Mortgage Plus - Blue Springs, MO
Commerical Finance - Blue Springs, MO

#1 Question of the day award right here.

I might pitch everybody in a subdivision of a house I just sold, parade that trophy deal around like crazy.

Phooy on expires, get new one's.

 

Make it a Great Day.

Dec 11, 2015 12:17 AM
Rainmaker
221,186
Richard and Jean Murphy
Harborview Properties - Portland, ME
(207) 712-4796

Brooklynn, The best way to a positive response from an expired listing, in my opinion, is to have not only seen the property, but to have shown it to a prospective buyer while it was listed. This would give you special insight into the actual condition of the place and the benefit of actual feedback from your buyer.

Many Realtors will call and give them any number of reasons why they would do a better job. You want to separate yourself from that group. If you really want to work expireds, search for listings about to expire and arrange a showing or preview. Then, when you call you can comment on specifics, i.e., the house needs a through cleaning, the kitchen is smaller than other listings in their price range or anything that will connect you to the specific property and shows familiarity to their home. All the best.

Dec 10, 2015 08:58 PM
Rainer
148,950
Jim Joeriman
Coldwell Banker Riviera Realty, Inc - Lacey Township, NJ
Helping Agents Reach New Heights

I like an old Ferry script. "I want to interview for the job of selling your house". After all you have to get face to face first.

Dec 10, 2015 07:37 PM
Rainmaker
182,667
John Ferrin
HomeSmart - Gilbert, AZ
Realtor

I love Kevin Ward's approach to all things Real Estate.

https://www.youtube.com/watch?v=__8idjraeoA

 

Dec 10, 2015 05:14 AM
Rainmaker
1,157,535
FN LN
Toronto, ON

Our MLS has a field where the seller can indicate whether the seller can be contacted by other board members after the listing expires.

Dec 10, 2015 04:54 AM
Rainer
32,731
Anna Valencia Tillery
White Glove Moving, Storage & Delivery - Vero Beach, FL
"Moving Made Easy at Prices that Make it Possible"

Good question. As a mover I think I qualify as an outsider and I'd want to hear all the good things about my home and why someone else would love to create their own memories here; that would get me listening!

 

Dec 10, 2015 04:10 AM
Rainmaker
431,493
Cindy Davis
SD Home Source Realty - San Diego, CA

I don't use scripts .  I find folks respond well to a genuine person, as opposed to a sales person..but Mike Ferry offers some free downloads that might give you a starting point.  

Dec 10, 2015 03:55 AM
Rainmaker
1,466,027
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Brooklynn Shull I do not call expireds. I wait a couple of days to see that the last listing agent has not relisted the property. At that time I mail a letter to the prospective seller. After 30 days, I check to see if the property is relisted. If it is still expired, I will send out a second letter. I don't intimidate anyone and I don't call.

Dec 10, 2015 01:42 AM
Rainmaker
4,305,869
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

You  might want to put yourself in the place of a seller who has had their home on the market for six months and on day 181 receive multiple phone calls from an agent --- what do you think they would want to hear?

Dec 10, 2015 12:01 AM
Rainmaker
292,585
Jack Lewitz
Exit Strategy Realty - Evanston, IL

Brooklynn,

 

There are two kinds of sellers out there. Those that need to sell and those that want to sell. If you focus on that and send them a note that you are available to discuss this with them this may work as one approach. You can build on this and show you care about helping them.

Dec 10, 2015 12:00 AM
Rainer
243,837
Jaretta Buckholtz
Pearson Smith Realty, LLC - Manassas, VA
Passionate-Professional-Patient

I write from the heart.  Every expired listing I try to capture, I write a different message to the owner.  This way, there is nothing to remember.  If you investigate the listing from before, you may be able to find a nugget or two that the other agents missed.  Then capture that in your email or card to them.

 

Good luck!

Dec 14, 2015 09:53 PM
Rainmaker
516,974
Dan Tabit
Keller Williams Bellevue - Sammamish, WA

Hi Brooklyn, 

The problem with scripts is they often sound canned and like you're just another realtor trying to get their listing.  In reality, the seller's likely have a plan in mind, whether it's to stay off the market or they may have already hired another agent.  

That said, you don't know if you don't try.  Here's my suggestion, consider what you have to offer.  What would you do differently from what has already been done?  What mistakes do you see in the listing, marketing, pricing or showing availability that could make a difference?  

Decide how you want to approach this seller and start by showing concern for them, not for yourself getting the listing. If the concern isn't real, it will show.  Be prepared to walk away with a smile if they aren't interested or just want a break.  Have some success stories to tell on your past listings if they ask.  Focus your energy and questions on them, learn about them, be interested in them and allow the business to happen if they want it to.  

Let us know how it goes.  

Dec 11, 2015 03:35 AM
Ambassador
3,987,060
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Statistics tell us there are only 2 reasons why a property doesn't sell during the listing period. I would like to share these with you.

Chances are unless they are totally opposed to selling, they will want to hear and how you can make the difference.

P.S. Be sure you know what the 2 reasons are. 

Dec 10, 2015 09:09 AM
Rainmaker
4,799,732
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I really like Michael Jacob's answer.

Dec 10, 2015 04:57 AM
Rainmaker
854,942
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Speak from the heart. Tell them upfront why you are calling, that is you want the listing and tell them how you would do a better job if they still want to sell.

Dec 10, 2015 03:58 AM
Rainer
21,405
Tony Amiri
Coldwell Banker - Fremont, CA
Profession Real Estate Broker/Agent with 17 Years

http://www.mikeferry.com/main/content/complimentary

 

here you go click on the link and get the best script free!

Dec 10, 2015 03:24 AM
Rainer
10,918
Pam Canova
Long & Foster, Aspen Hill/Leisure World Plaza - Aspen Hill, MD
Realtor, Montgomery, Frederick, Carroll Cty, MD.

Make it more like a listing appointment.  Show that you have done your homework.  Include pictures of the house, and make it an attractive presentation.  Follow up with a phonecall.

Dec 10, 2015 02:51 AM
Rainmaker
920,078
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

".....sound like a cheesy salesperson..."

It that is actually your concern, do nothing that requires you to make a sound, which eliminates SCRIPTS. Pay for more marketing.

As Michael Jacobs suggest consider what that home owner is enduring originating from ALL THOSE DIALING FOR DOLLARS agents who subscribe to Vulcan and Mojo and a plethora of services that put the owner under siege by agents packing scripts, promises, blame and puffery.

You may find it a act of genius to knock on the door of the besieged owner with the intent to understand what they are currently going through. From there choose the flavor of cheese you want to use.

Dec 10, 2015 12:44 AM
Rainmaker
4,414,439
Richard Weeks
Dallas, TX
REALTOR®, Broker

I would develop my own with the following consideration:

Are they going to re list

Do they know why the house did not sell

Would they mind if I take a look as I might have  a buyer for this property.

Dec 10, 2015 12:23 AM
Rainmaker
586,728
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

I'm not a scripting kind of gal ... but I really enjoyed reading all of the question and answers ... bottom line is I just make conversation and see how I can help them.  Works for me.

Dec 13, 2015 07:42 AM
Rainer
392,161
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

I don't have a script. I do ask if they would like to meet and discuss what we might be able to differently to get the property sold.

Dec 11, 2015 02:13 AM
Rainmaker
3,071,034
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Others have you well covered here

Dec 10, 2015 09:36 PM
Rainmaker
183,674
Mark Zubek
Charles Rutenberg Realty - Indian Rocks Beach, FL
727-656-2651 Rental Manager/Broker Associate

Great question and lots of great answers, Thank you All!

Dec 10, 2015 08:58 PM
Rainmaker
4,633,737
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Once upon a time I had a script. Now I go with the flow! It takes time to get there. Whatever gets the appointment!

Dec 10, 2015 08:05 PM
Rainmaker
2,759,637
TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

 Good morning Brooklynn. Looks like you got some good scripts to work from.

Dec 10, 2015 05:35 PM
Ambassador
4,318,202
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Brooklynn Shull there will be many at Mike Ferry's site - free. Also, check Borino's blogs.

Dec 10, 2015 03:31 PM
Rainmaker
3,762,109
John Pusa
Berkshire Hathaway Home Services Crest - Glendale, CA
Your All Time Realtor With Exceptional Service

Brooklynn Shull  Many great responses for expired listing. Good luck!

Dec 10, 2015 08:43 AM
Rainmaker
1,439,471
Ryan Huggins - Thousand Oaks, CA
https://HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

The Mike Ferry organization has some great scripts that I recommend.  Whatever you use, internalize it so you don't sound like a robot (read that in a robot's voice for full effect).

Dec 10, 2015 08:37 AM
Rainmaker
1,191,144
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

send a card. Then door knock finding out the reason. Often they took off the market and will relist with same agent.

Watch out for owners phone#. Almost 100% time listing agent phone #.....

Dec 10, 2015 01:35 AM
Rainer
320,329
Melissa Jackson REALTOR
Trinity Premier Properties - Azle, TX
Helping You Make The Right Move

I'm following this Q & A.  Interested in responses other than dialing for dollars.

Dec 10, 2015 01:34 AM
Rainmaker
4,409,178
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Check with Tom Ferry or Mike Ferry free expire scripts

 

Jul 17, 2018 03:38 PM
Ambassador
5,827,067
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Looks like you found some good advice here, hope that it worked well for you.

Dec 24, 2017 08:52 PM
Rainmaker
1,568,380
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Be warm and patient. Because you are calling and offering them to sell their home will not automatically make you their agent. 

Aug 23, 2017 02:12 PM
Rainmaker
331,448
Bruce Swedal
Denver, CO
Denver Real Estate

Mike Ferry is all about expired listings.  You may want to see if what he has fits what your looking for.

Jan 18, 2016 07:59 AM
Rainer
6,617
Jason Gibb
RealSpace Real Estate Software - San Francisco, CA
Real Estate Software User-Friendly CRM+

Most home sellers that have already been in the market have probably heard it all.  What they want is someone who has a serious buyer ready to make offers.  What I have seen and seems to work with many property owners is an agent approaches and demonstrates that they have a buyer (which they should).  At the end of the day if you create action or have a flow of buyers in the area, than leverage that to pick up listings. Marketing efforts should already be ongoing and generating buyers in your area.  I have called agents before as a buyer on a particular house and say I am coming to their area in a week and they say "give me a call when you are in the area" and I never hear from them again, like it is my job to chase after them.   They just lost a potnetial buyer or someone to bring to a house and pick up a listing.  I don't understand why these agents bother advertising on Zillow if they dont have time to handle the leads they get and spend all their time trying to get listings instead of servicing buyers.      

Dec 30, 2015 04:11 PM
Rainmaker
14,383
Mark Trask
M. L. Trask Real Estate - Grants Pass, OR
Professional real estate services buyer and seller

Brooklynn, There is  allot of  good advice and many many years of experience in the comments here. I think though the most important thing to remember is, this is a relationship business. Relationship implies personal, so be yourself. A script tends to alter or restrict our personality when we try to follow them to closely and the prospective client will sense this. It often comes across as being as disingenuous, not real, and depending on the experience they just had with the other agent this could make you come across as the "used car sales' person we all dread.  Relax, believe in what you have to offer and present that, as that is and always will be your greatest strength.. best of luck

Dec 27, 2015 02:31 AM
Rainmaker
381,619
Hugh Thomas Lorch
Sterling Fine Properties - Phoenix, AZ
Luxury Home Sales

Don't be like everybody else and use scripts everyone else is using..

Immediately you need to tell them that you know they probably have received a ton of these calls..

Then you have only a few seconds to capture their attention..

You need to say something powerful..many choices here but something like - I don't know what all the other Realtors have said to you but I...

Examples - I have stepped in over and over again and gotten the home sold when the other agent couldn't..why don't you just let me take a quick look a the  home .. go from there  --- another example could be your success in their neighborhood or price range.. I have sold  xxx ... 

No matter what being unique, hitting them between the eyes with a very powerful statement quickly, and the words "why don't you just let me take a look at the home" are all key..

I call it "casual professional" when you speak to someone .. too scripted is not a good idea..and you will sound like everyone else..people are too savvy for that now..they will see right through your script..

Hugh

Dec 20, 2015 02:15 PM
Rainmaker
4,433,809
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the question. Nice answers here.

Dec 12, 2015 08:25 PM
Rainer
223,781
LUXURYSOCALREALTY COMPASS La Jolla
Compass - La Jolla, CA
San Diego Partner - The Private Client Network

has anyone on here tried Laura Duggans expired listing marketing campaign?

Dec 12, 2015 09:11 AM