How To Get Expired Listings To Find It On The Internet
When a seller cancels a listing with an agent or lets it lapse, when do you think they start looking for a new agent to help them?
Think about that for a moment.
Serious sellers, those who have to sell their home, are completely focused on the goal of selling their home. They are the type of sellers who ask their agent if there is anything they can do to help sell the house. The professional agent, like you, uses this as an opportunity to advise your client and present information. The agent with the expired list ignores the call and does not attend to her client as she should.
Back to the question, when does a seller look for a new agent when they know their current agent isn’t doing the job? They start looking 10 days before the quote expires. We know this because we surveyed different groups of past-due sellers over the last 12-14 months and the average number of days they started looking was 10 days before their listing contract was due to expire.
How does this help you?
You can’t market directly to sellers currently under contract, but you may have information on your website or blog that allows sellers looking for information to get help from you or perhaps just help them resolve their current situation.
On your website or blog it is important to address the following:
Why do listings expire? – There are many reasons for this and it is important to list the reasons of people. This will cause some to call back to your current agent and for others to call you when your listing has expired.
Identify the reasons why the sellers on your list are not expiring. If you’ve only taken 1 listing and sold 100% of their listings to them, sell. This is a very important statistic for a seller to know and should have asked your first agent.
Identify your plan for expired sellers
If you are targeting past due sellers, let them know what your plan is for your past due clients and that this is part of your real estate business. I call them “Second Chance Sellers” and I am always willing to help sellers and give them a second chance to sell their property.
You have to present them:
- How do you prepare them a second time and why will it be different for them?
- What are the problems you faced with your previous agent? guaranteed that it does not happen to you and that you put it in writing.
- A guarantee so overwhelming and amazing that no “second chance seller” could resist it.
By doing this, you will generate more business for yourself and help sellers solve their problems. You will have already sold yourself before you even step in their door.