Real Estate Prospecting Ideas For Real Estate Agents

0:00 hey guys welcome back to my channel in 0:03
this video I’m gonna tell you exactly 0:06
what to do to take one expired listing a 0:10
week as a brand new real estate agent 0:13
now why I’m actually really excited 0:17
about this video for you if you’re brand 0:18
new real estate because you probably 0:21
already know even if you’re brand new to 0:24
real estate that being a listing agent 0:28
is the way to go being a buyer’s agent 0:32
is uh insane okay I’m very biased toward 0:36
towards listings but working with Buyers 0:40
is very ineffective it’s time consuming 0:43
you’re gonna get very discouraged and 0:45
you already know listing agents control 0:48
the market and you can start being a 0:52
listing agent from day one now 0:55
expired listings write this down 0:58
expired listings are the single best 1:02
source of immediate listings for you 1:06
that’s why we’re gonna talk about this 1:08
today and I’m gonna give you 10 points 1:10
so hang in there okay I’m gonna tell you 1:12
exactly what to do how to do it when to 1:14
do it what to say all of it okay now 1:17
write this down 1:19
expired listings are now business 1:24
m-o-w now write it in capital letters 1:27
and circle it over and over and over 1:29
because 1:31
you’re gonna hear a lot of people out 1:33
there saying well you know you gotta 1:35 follow up and it takes time and they 1:37 give you this objection and that 1:39 objection they’re lying to you okay 1:42 maybe the people saying that to you I 1:44 don’t know who it is maybe they never 1:45 called expireds or maybe they’re the 1:48 agents who are calling expireds and 1:50 listing them the same day that they 1:52 expire and they don’t want you to know 1:54 that that’s possible so they’re telling 1:55 you oh you’re gonna have to follow up no 1:57 no no 1:58 now business this is critical and I’m 2:02 going to talk a little bit about that 2:03 again at the end of the video but for 2:05 now just remember that 2:08 40 to 50 percent 2:11 of expired listings released with an 2:15 agent within 72 hours that three days 72 2:19 hours it’s right now it’s so exciting 2:23 and even as a Brand New World Series you 2:26 can do it so here’s Point number one 2:29 probably one of the most important 2:31 things use an effective script when your 2:36 calling expired listings I’m going to 2:38 give you the script right now so if you 2:40 don’t have a pen and paper get it pause 2:41 the video go get a pen and paper so you 2:44 can write it down you could always 2:45 rewind to and get it again 2:48 so let me tell you let me give you the 2:51 script which is short and then I’m gonna 2:53 tell you why this is an effective script 2:56 because when you understand the the 2:58 reasoning behind what you’re saying 3:00 you’re gonna do it better it’s gonna 3:03 make sense to you’re more likely to 3:04 actually get results so the script goes 3:07 like this they answer the phone ring 3:10 ring hello you’re gonna say hi this is 3:13 Jackie I’m a local real estate agent 3:16 don’t say your last name don’t say your 3:18 company name 3:20 I’m sure you know that your house came 3:22 off the market today 3:24 and I’m calling you because I am 3:27 confident that I can sell your house and 3:32 I’d like to meet with you for just 20 3:34 minutes and show you exactly how I can 3:36 do that for you are you available today 3:39 around three o’clock or would four be 3:41 better for you 3:42 that is the entire script 3:46 how easy is that now 3:48 let’s talk about this because 3:51 I’m telling you this is an effective 3:54 script 3:55 and you probably heard other coaches 3:59 other agents or whoever telling you no 4:01 no use this script and it has like 10 20 4:04 questions on it 4:06 why that is ineffective and it doesn’t 4:10 make any sense first of all expired 4:13 listings are not happy people they don’t 4:14 want to sit on the phone and talk to you 4:18 an agent who they don’t know after 4:20 they’ve expired and they were listed for 4:23 six months they’re getting calls from a 4:26 lot of real estate agents on the day 4:28 they expire they’re gonna sit on the 4:29 phone and tell you well if you sell the 4:31 home where are you going to they’re not 4:32 interested in that conversation 4:34 the only thing they’re interested in the 4:38 40 to 50 percent are gonna re-list right 4:40 away 4:41 all they’re interested in is can you you 4:46 the agent talking to them can you make 4:48 me feel confident that you’re actually 4:52 the right agent and I’m not wasting my 4:55 time speaking with you that’s all 4:57 they’re interested in listen I’ve listed 5:00 a lot of expireds in my real estate 5:03 career and a lot of physicals more 5:04 physicals than expireds because I was 5:06 working in a very hot market for several 5:08 years and there were more fsbos but 5:11 the ex the the script that I just gave 5:13 you 5:14 I’ve used it my clients are using it 5:18 every day and setting appointments why 5:20 because it’s what the expire wants to 5:23 hear they don’t want to sit on the phone 5:25 and talk to you and answer your 5:27 questions and be interrogated they’re 5:29 looking for a confident agent that can 5:32 sell their house so when you say that it 5:36 actually catches their attention as long 5:38 as you say it confidently you don’t want 5:41 to sound uh like you have no confidence 5:45 you can do it when you say it so make 5:47 sure that what you say and how you say 5:48 it is congruent I’ll talk more a little 5:51 bit about that later which is right now 5:53 this is point number two actually I 5:55 thought I had put it later on my list I 5:57 have my notes Here Point number two is 5:59 speak with authority 6:01 with confidence 6:03 because when you’re saying I am 6:06 confident that I can sell your house it 6:09 needs to sound like that the tone of 6:12 your voice goes down it gives you 6:14 automatic Authority you don’t want to 6:16 say I’m confident that I can sell your 6:19 house like totally weird like you you’re 6:22 you the way you’re saying it sounds like 6:25 you really have no confidence so be 6:27 congruent because otherwise to them it 6:29 sounds weird and when you speak like 6:31 that if you do they’re gonna feel weird 6:34 they’re gonna say no no no I’m busy I’m 6:36 not interested I’m not and they’re going 6:38 to hang up on you okay that was Point 6:39 number two the speaking with authority 6:43 the third thing you’re gonna do is 6:45 you’re going to read this one line on 6:50 the script out loud as fast as you can 6:55 ten times right before you get on the 6:59 phone to make calls and I’m gonna tell 7:01 you the time to do it hang in there okay 7:03 so let me show you what reading out loud 7:07 as fast as you can sound like I already 7:10 gave you the script 7:12 now you’re warming up that’s why I’m 7:15 asking you to do this just like if you 7:18 if you watch 7:19 professional players play the game they 7:22 don’t just run in the field or the court 7:24 and just start playing they warm up 7:26 you’re warming up and reading a lot of 7:30 stress as you can is going to help you 7:31 actually internalize the script so you 7:34 want to do it every day it’ll take you 7:36 uh three or four minutes to do it so it 7:39 sounds like this 7:40 hi this is Jack I’m a local real estate 7:42 agent I’m sure you know your house came 7:44 off the market today and I’m calling 7:45 because I’m confident that I can sell 7:46 your house and I’d like to meet with you 7:47 for just 20 minutes and show you exactly 7:49 how I can do that for you three o’clock 7:51 work for you today would far be better 7:52 that’s it how long did that take 15 7:54 seconds so you do it 10 times over and 7:57 over and over in the beginning you might 7:59 not be able to do it as fast but you 8:01 want to practice it like that okay and 8:06 then you’re gonna get on the phone 8:07 that’s Point number four you’re going to 8:11 call new 8:14 expires and unconditionally withdrawn 8:18 listings at 8 AM Monday through Friday 8:23 and at 9 00 a.m on Saturdays so let me 8:28 Define what a new expired 8:31 unconditionally drawn is they’re new on 8:34 the day the listing expires so today 8:38 whatever day is today 8:40 they expire today they’re new today 8:43 tomorrow they’re not new anymore okay 8:46 they’re old tomorrow so you’re gonna 8:49 focus on the brand new ones that just 8:53 expired today 8 AM you’re on the phone 8:55 you’re calling them 8:57 now 8:58 right after you finish calling the new 9:02 ones 9:04 inspired unconditionally drones 9:06 you’re going to text the ones that 9:11 didn’t answer the phone and the text 9:14 message is gonna say the following copy 9:17 paste so you don’t waste your time 9:20 I have a 9:21 this is Jackie local real estate agent I 9:25 have a quick question about your house 9:27 please give me a call at give your 9:30 number 9:31 look forward to talking to you soon 9:33 thanks that’s it that’s your text 9:37 should you leave messages when you come 9:40 they don’t answer the phone no don’t 9:42 leave messages we’re working effectively 9:45 you let the phone ring four times they 9:48 don’t answer hang up dial the next 9:50 number 9:51 and 9:53 chat after you’re done with all the 9:55 calls all right depending on your Market 9:57 how many you have is whatever time 10:00 you’re gonna finish you’re going to text 10:04 the script I gave you then 10:07 you’re going when you’re done with that 10:09 you’re going to call Old 10:13 expireds up to one month old in 10:18 chronological order backwards so today 10:22 you’re you call the new ones and then 10:25 you’re gonna call yesterday’s expireds 10:28 and then the day before and then the day 10:30 before and then the day before okay up 10:33 to going back for a month 10:37 you don’t have to you don’t text them 10:38 again you only text them on the day 10:40 they’re new they already got your text 10:42 hopefully some of them will answer 10:44 when you’re done with the old expires 10:47 and chronological and unconditional 10:49 withdrons you know I always when I say 10:51 expires I mention I’m combining both 10:53 okay when you’re done calling the old 10:56 ones up to a month 10:58 you’re going to get out of your home or 11:01 office and you’re going to go door 11:05 knocking the new expires the ones that 11:09 you called at 8am that didn’t answer the 11:13 phone and the ones that are on the Do 11:16 Not Call list 11:18 this should still be happening before 11:21 lunchtime for you so take the ones that 11:25 are on the Do Not Call the ones that 11:26 didn’t answer 11:28 create a route map It Out Create a route 11:32 that makes sense so you’re not driving 11:33 from here to here and then from here and 11:35 back 11:36 create a route 11:38 that makes sense go out and speak with 11:42 them at the door this is so powerful 11:45 you’re gonna notice when you’re calling 11:48 new expireds in the morning 11:50 that there are a lot of Agents calling 11:52 why there are a lot of Agents calling 11:54 because they know it’s the single best 11:56 source of an immediate listing today if 11:58 it was not good nobody would be calling 12:00 now one thing that very few if any 12:04 agents are doing is door knocking so 12:07 you’re gonna probably be the only one to 12:11 talk to them what script do you use when 12:14 you go to the door the same one used 12:17 over the phone oh hi my name is Jackie 12:20 I’m sure a local real estate agent I’m 12:23 sure you know your house came off the 12:24 market today and I was around the 12:26 neighborhood wanted to stop by and speak 12:29 with you set up a time 20 minutes to 12:31 meet with you because I’m confident that 12:33 I can just say the same scripture just 12:35 gonna say it in person 12:37 if they are not home when you go to the 12:40 door create a one-page flyer one page 12:45 that obviously has your your company 12:48 logo your name and on that flyer just 12:53 type up the script 12:55 I’m sure you know your house came out 12:57 Dear homeowner 12:59 generic so you’re not typing up you can 13:01 print a whole bunch at the same time uh 13:04 dear homeowner I’m sure you know your 13:06 house came off the market today and I 13:08 stopped by to speak with you because I’m 13:11 confident that I can sell your house I’d 13:13 like to set up a time to meet with you 13:14 for just 20 minutes and show you exactly 13:16 how I can get this property sold for you 13:18 please give me a call so we can set up a 13:20 time to meet my number is look forward 13:23 to hearing from you soon sign your name 13:25 your information your contact 13:27 information that’s it they’re not home 13:29 leave that at the door 13:33 now 13:35 while you’re door knocking you might as 13:39 well just knock 13:41 five doors on each side of of the 13:45 expireds that you just not just go to 13:47 the neighbor’s house you know sometimes 13:48 you you actual door knocking 13:51 neighborhood calls can be very effective 13:53 you may find somebody next door that’s 13:57 looking to sell the house now or a month 13:59 from now or two months from now or know 14:01 somebody who wants to sell so just speak 14:03 with people face to face then go to the 14:05 next expire and then to the next one 14:07 okay great now 14:09 Point number 14:12 I think this point number eight right 14:14 now 14:15 call the new expireds you already know 14:19 what a new expired is again at six pm so 14:23 if they didn’t answer the phone at 8 AM 14:25 if they were not home when you got there 14:29 if they didn’t return your text you’re 14:32 gonna call them again at 6 00 PM only 14:35 the new ones new expires unconditionally 14:37 withdrons here’s Point number nine I 14:40 think I actually stopped numbering these 14:44 things don’t worry okay I’m I you got 14:46 all of them even if the numbers are a 14:48 little confusing to you right now number 14:50 nine or number next 14:53 watch this is on my YouTube channel you 14:57 can search it in the videos click on 14:59 videos and and find it there watch the 15:03 top this is the title of the video top 15:06 five expired listing objections every 15:11 day I want you to watch that video 15:13 because 15:15 you’re brand new to real estate when you 15:18 call you’re gonna get some objections 15:20 you’re gonna read the script and you’re 15:22 gonna say I want to meet with you for 15:23 just 20 minutes so three o’clock work 15:25 for you today will probably be better 15:26 and they’re saying no I’m not selling 15:28 anymore or no I’m gonna release with the 15:30 same agent so go so you need to know 15:32 what to say right so you’re gonna watch 15:36 that video every day because you need 15:38 repetition I used to do this so much 15:41 when I first got into real estate I used 15:42 to listen to role plays I used to listen 15:44 to a lot of stuff and make a lot of 15:47 calls that’s how I got better and better 15:49 and better and the first day you do it 15:53 the first time you watch this video I 15:55 want you to 15:56 transcribe the objection 15:59 the responses that I’m giving you on the 16:02 video I want you to actually write it 16:04 down so then you can read it to yourself 16:06 you could study it you could learn it 16:08 you could have it in front of you so 16:10 when you’re calling expires tomorrow and 16:12 they give you the objection you don’t 16:13 know what to say you could just read the 16:16 answer ideally obviously you’re gonna 16:18 get to a point where you’re not gonna 16:19 have to read it anymore because you’re 16:21 gonna memorize it and internalize it but 16:23 in the beginning that’s what you need to 16:24 do and listening to it every single day 16:28 repetition is the mother of skill that’s 16:30 how you’re gonna get great at this 16:33 and point number 10 is 16:37 and this is going back to the first 16:39 thing I said to you expired listings are 16:42 now business and point number 10 is 16:46 focus on setting appointments not 16:50 getting leads 16:53 they’re not 16:55 long-term leads at all you in a few 16:59 believe that they are well then when 17:03 they say to you I’m not selling anymore 17:05 you’re gonna say oh okay or when they 17:08 say well I’m taking it off the market 17:10 for a couple of months call me call me 17:12 in a few months you’re gonna say oh okay 17:15 and then you’re gonna call them back a 17:16 month later and they listed the house 17:18 with an agent two days after they 17:20 expired or the same day they expire and 17:22 you’re gonna be scratching your head 17:23 trust me it’s happened to me it happens 17:25 to every age and I’ve coached and I’ve 17:27 coached thousands of Ages you’re gonna 17:28 call them back you’re gonna be like what 17:30 happened they told me they weren’t 17:32 selling anymore they told me they 17:33 weren’t listening for a couple of months 17:35 what do you mean you listed uh-huh yeah 17:38 because you bought into the fact that 17:40 this is a lead they’re not leads their 17:43 immediate business 17:46 and I want to end with this okay you’re 17:50 brand new you’re starting this this week 17:52 you’re gonna really focus on it you’re 17:54 gonna do everything I say will you list 17:56 an expired on week one maybe that’s 18:00 totally possible a hundred percent 18:02 possible I have agents that join my 18:05 coaching got the script started calling 18:07 and like I I have one client I’ve 18:10 actually interviewed her from my YouTube 18:11 channel she within a month uh one week 18:14 that I I actually gave him a big pep 18:17 talk on the live call she says okay I’m 18:19 gonna do it she listed like five 18:21 expireds within three days I’m like what 18:24 I don’t know that I’ve ever listed 18:27 five expires in a three day period I 18:31 mean this girl like she’s killing it and 18:33 she’s she was fairly new she was a 18:35 buyer’s agent not necessarily brand new 18:37 three years in real estate always a 18:39 buyer’s agent then decided to start 18:41 calling experts so could you do that 18:43 could you take one or two or three 18:45 listings the first week yes you can will 18:48 you I don’t know but that’s not don’t 18:52 don’t even get in your head you have to 18:55 stay consistent in doing everything I 18:57 told you to do 18:58 and do it every day because the results 19:02 might take a little bit of time maybe 19:04 not maybe yes and when you stay 19:07 consistent and you do this every day you 19:10 are gonna get results you’re gonna see 19:13 results and I said to you that expired 19:17 listings are now business is it possible 19:19 that you may get some leads yes you’re 19:23 gonna have some leads and when you have 19:24 leads you make sure you follow up very 19:27 aggressively follow up soon and ask for 19:32 the appointment when you call the 19:34 problem is when you get on the initial 19:37 call if you’re thinking you’re gonna get 19:39 leads then you’re definitely not going 19:41 to get appointments because you’re gonna 19:42 buy into their objections they’ll become 19:45 a condition for you and somebody else is 19:48 going to list those properties and the 19:50 last thing 19:51 that I want to say I told you to go door 19:54 knocked the the ones that are on the Do 19:56 Not Call List don’t call or text the 20:01 ones that are on the Do Not Call List 20:03 you go to the door 20:07 period end of story okay and there are 20:12 Services out there you can use to get 20:14 phone numbers for expireds I recommend 20:16 espresso agent and Vulcan 7. if you want 20:19 a special code and get special pricing 20:22 and so on go to my website either Jackie 20:26 kravitz.com or salesextraining.com it’s 20:29 the same website it just redirects 20:31 whatever is easier for you 20:33 and there’s a tab there for dialer and 20:36 you’ll be able to get the special code 20:38 right now I think it’s jackie22 for 20:41 espresso agent there’s a link for Vulcan 20:44 7 they’ll give you all of the expired 20:47 information every day you could actually 20:50 create a system for calling those old 20:52 expireds is a great service that’s it 20:55 for this video put your comments and 20:58 questions below I read them I respond to 21:01 them I know you can do this if you’re 21:04 not subscribed to the channel yet of 21:06 course make sure you do it ring the bell 21:08 next to it so you get a notification 21:10 when we upload new videos thanks for 21:12 watching go list those expireds and I 21:15 will see you soon