Expired Listings & For Sale By Owners

Paula Burlison shares her script for setting appointments with expired listings. Find out the #1 "reflex no" seller objection (she hears it 75% of the time) and how to handle it. Learn where to get a clean list of expired listings with current contact information. Plus discover: her success ratios, A/B Question, Hail Mary Pass Script, 3 Choices Close, and the biggest agent mistake. Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). She sold 68 homes worth 20 million in one year. Read More

Tina Caul shares her 3 favorite approaches and scripts for listing FSBOs. 1) The Package Approach she used to take her first three listings as a new agent. 2) The Zillow FSBO Approach that makes FSBOs trust you and want your help. 3) The Social Media Approach that gets FSBOs to invite you into their house. You know for-sale-by-owners want to sell their home and that most will be unsuccessful on their own. The agent who has a plan and stays in touch the longest wins with FSBOs. Learn theses simple approaches and start listing more FSBOs. Tina Caul is with eXp Realty in Cary, North Carolina. She sold 262 homes worth 101 million in one year. Read More

Tina Caul shares her script for signing up expired listings. Tina used this strategy when she moved and entered a brand new market and went from zero to 130 closings in her fourth year. Listen to her script, approach, and role play. Find out how she repositions homes for fast sales (and even raises the price). Discover how she finds the expireds and her conversion ratios. Plus learn her most powerful single "Magic Question" she asks all sellers when they are pushing her off the phone that turns the conversation around and leads to appointments and listings. Tina Caul is with eXp Realty in Cary, North Carolina. She sold 262 homes worth 101 million in one year. Read More

Ed Kaminsky roleplays his favorite FSBO script for setting the initial appointment. Plus his responses to two common objections: "I don't want to pay a commission." and "Will you match the discount broker rate?" You'll chuckle at the "99 cent lady" script. Find out what every FSBO seller is secretly thinking. Discover Ed's success ratio with FSBOs. Ed Kaminsky is with Christie's International Real Estate in Hermosa Beach, California. He sold 78 homes worth 180 million in one year. Read More

Ed Kaminsky roleplays his expired listing script with two sellers: one happy and one angry. Learn how to quickly handle each and set the listing appointment in less than three minutes. Plus learn Ed's script to get the seller to eliminate all other competing agents. Discover how to get into rapport with the seller in the first 10 seconds and 3 reasons the expired did not sell. Also, find out how to end tough seller objections and stalls. Ed Kaminsky is with Christie's International Real Estate in Hermosa Beach, California. He sold 78 homes worth 180 million in one year. Read More

Jessica Starr shares her favorite approach to for-sale-by-owners. Stop asking FSBOs for their listing. Be different. Instead, offer to represent the seller on the purchase their next home. Then after you have established raport and shown your service, you can backdoor the listing on their FSBO property. Listen to Jessica's scripts as she roleplays her call to set a preview appointment (and gets her foot in the door) with ease. Discover how she handles the most common objection: "We don't want to list with an agent." Plus learn 10 sources of FSBO leads (some you may never have heard about). With this approach she gets a piece of business from 60% of the FSBOs she talks to on the phone. Jessica Starr is with Keller Williams in Simsbury, Connecticut. She sold 191 homes worth 45 million in one year. Read More

Jessica Starr shares her favorite expired listing phone scripts including initial contact, appointment setting roleplay, and handling the 3 most common objections. Discover a Golden Bonus Question that can immediately double your income plus a Diamond Bonus Question that can add 25% to your commision with almost zero work. Learn about the tie down technique, trial close, and mirroring and matching. Find out 2 sources of seller phone numbers plus 4 services that will find expireds and all their contact information for you. Jessica Starr is with Keller Williams in Simsbury, Connecticut. She sold 191 homes worth 45 million in one year. Read More

Jeff Glover shares his expired listing program that averages 7 to 10 closings per month (that's 84 to 120 closings per year). In part 3, Jeff shares his 3 Day 18 Touch Plan, 4 text messages you can send that get the seller to respond, his best voice mail script, and how to turn the 4 most common expired seller objections into appointments. Plus discover the biggest mistake agents make with expireds (find out if you are doing this). Jeff Glover is with Keller Williams in Detroit, Michigan. He sold 1,000 homes worth 200 million in one year. Read More

Jeff Glover shares his expired listing program that averages 7 to 10 closings per month (that's 84 to 120 closings per year). In part 2, Jeff lays out his entire day one action plan, shows us his favorite mailing piece, and shares the 4 critical key scripts you must know. Plus he identifies 3 services you can employ to quickly find expired listing data (seller name, address, phone, email, and re-list check) to get up and running fast. Jeff Glover is with Keller Williams in Detroit, Michigan. He sold 1,000 homes worth 200 million in one year. Read More

Jeff Glover shares his expired listing program that averages 7 to 10 closings per month (that's 84 to 120 closings per year). In part 1, Jeff goes deep into his conversion ratios and exactly what you can expect based on his two decades of expired listing experience. These are REAL numbers, not theory. Find out how many leads you need to get one closing (and understand all the steps inbetween). Discover how he continues to find expired listings even in a super hot seller market. Jeff Glover is with Keller Williams in Detroit, Michigan. He sold 1,000 homes worth 200 million in one year. Read More

Lars Hedenborg talks about his handwritten letter program to expired listings and for sale by owners that has consistently brought in 100k to 300k in GCI each year. This ONE letter program is simple, yet powerful. See a sample letter you can model. Learn what the envelope looks like for highest open rate. Plus see and hear the script you can use to convert the call from the seller into a listing appointment. And get the conversion rates so you can plan your successful campaign. Lars Hedenborg is with Keller Williams in Charlotte, North Carolina. He sold 453 homes worth 117 million in one year. Read More

Bernie Gallerani talks about how he personally sells 130 to 150 homes per year by listing expireds and for sale by owners. Bernie dives deep into his approach: why he contacts these prospects, how he does it, scripts demonstrations and role play. Plus he reveals a free script library. Learn how to create doubt and desire in the prospect's mind that results in "now" appointments instead of "another" follow up call later. Bernie Gallerani is with Re/Max in Hendersonville, Tennessee. He sold 297 homes worth 73 million in one year. Read More

Jeff Quintin talks about his expired listing program that results in 60 to 75 closings per year and over 600k in GCI (50k per month).  Jeff likes to make phone calls and follow up with text messages, voice mails, and emails.  Jeff shares:  how he reseaches the contact info (owner name, address, phone, and email), script and role play for the initial call including friendly and angry seller, script he uses to eliminate his competition and get the seller to ignore other agents, and the software he uses for tracking and automating follow up (Infusionsoft, Agent Legend, Real Geeks) including samples. Jeff Quintin is with Keller Williams in Ocean City, New Jersey. He sold 219 homes worth 139 million in one year. Read More

Wayne Turner relocated to another state and quickly built his business with expired listings. Wayne is with Turner Real Estate Group in Mandeville, Louisiana. He sold 286 homes worth 51 million in one year.

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