Capturing & Converting The Competition's "Failed Sale" - Essential & Improved Strategies and Techniques" 2011

 

The Challenge: With the real estate market in it's low gear cycle, Expired Listings have a substantial representation in our MLS reports. The "Expired" is actually a failed attempt at a sale! The would - be Seller is a disappointed "consumer" probably disgruntled and possibly angry at the reason for the failure: "the agent" of course! And, since "all agents are the same", the last thing he/she may be receptive to, or have a passive reaction to, is other agents contacting them with a "sales pitch" of how they can do it better. The Expired list is a broadcast of potential business which was lost by other agents! How do we capture that business without too much resistance or any unpleasantries up front?

 

The Solution: Apply the concepts and techniques of "Customer Recovery" used by businesses with the highest Customer Service ratings. The "product" may be different but the pshycology is the same. It works! In this Seminar you will learn and be able to apply:

 

• An Opening Dialogue which will start and keep the Expired conversing with you in a civil manner.
• The one question to ask to pull them out of a "defensive mode".
• How to use your voice to convince the Expired that you have the "TLC" ability (To Listen Carefully) they need right now!
• How to encourage and use their "venting" to your advantage.
• What questions to ask to which you want a "NO" answer and will immediately differentiate you from the competition.
• How to uncover and then fill the voids of what they think the reasons were for the Failed Sale.
• The techniques of building consumer confidence that you are the "problem solver".
• How to get INVITED to come to their home to continue your discussions on the solutions towards achieving a Successful Sale.