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Expired ListingsExpired ListingsFirst Call to Expired Listings SellerNumber One Agent in Properties Sold: Script #1Brad McKissack, Denton, Texas—Millionaire Real Estate AgentTip!AGENT:If you get an answering machine, instead of “when would be a goodtime for you ”, you might end the message with, “please call us atyour earliest convenience at . ”Hello, this is with Keller Williams Realty.And we’re County’s number one agent in propertiessold. We specialize in homes that should have sold but didn’t.We noticed that your home did not sell in the marketplace andwondered if you were still interested in selling. We just soldhomes last month and of them were our own listings. So wereally focus heavily on trying to get our listings sold. If you arestill interested in getting your home sold, we would love to meetwith you. Is there a good time for you?Number One Agent in Properties Sold: Script #2Martin Bouma, Ann Arbor, Michigan—Millionaire Real Estate AgentAGENT:Hello, this is with the group, and I noticedthat your property has expired on the MLS. Are you stillinterested in selling your home?SELLER:Yes, I am.AGENT:Have you interviewed for an agent to represent your interests?SELLER:I think I’m going to stay with the agent that I had.AGENT:Okay. Do you have a reason for why your house didn’t sell? Doyou have an idea what might have happened?SELLER:It’s just a really rough market right now.AGENT:That’s true. Are you familiar with me? Have you come across myname in the marketplace?SELLER:Yes.(continued on next page)v3.2 2004 Keller Williams Realty, Inc.23

Lead GenerationNumber One Agent in Properties Sold: Script #2 (continued)AGENT:That’s because I am the top resale agent in County.We have a phenomenal marketing system, and I also give servicesecond to none. I have an average-days-on-the-market rate ofdays, versus a day average in the marketplace. We definitelyhave a systematic approach to real estate that makes our propertiessell. I’m wondering if may come over to your home and sit downto show you what we can do to get your property sold.If I Had a Buyer for You, Would You Consider Selling?: Script #1Jacob Zimmerman, Dayton, Ohio—AgentAGENT:Hello, Mr. and Mrs. Expired. This is . Iwas going through some old files and noticed that your homehad been for sale for months, and I was wondering—if I hada buyer that was interested in seeing your home, would you stillconsider making a move?If they say YES:AGENT:Great, would it be okay if I asked you a few questions?1. If we sell the home for you, where would you move?Would you stay local or leave the area? [Listen to theresponse.]2. Did you have a time frame in mind as to how soon youhoped to make that move? [Listen to the response.]3. Is there any flexibility in your price if a buyer were tomake an offer? [Listen to the response.]Great, I have some time tomorrow between andto come and look at your home and give you some advice. Whattime would be best for you?If they say NO:AGENT:24Okay, I appreciate that. Just out of curiosity, while I’ve still gotyou on the phone, if the home had sold when you had it on themarket, where were you planning on going to? Were you stayinglocal or leaving the area? [Listen to the response.] Well, it doesn’tcost anything to have your home on the market and if you couldget the price you want out of your home, it would be a win-winsituation for everyone that is involved. Do you think that wouldbe something you would be interested in?v3.2 2004 Keller Williams Realty, Inc.

Expired ListingsQualifying an Expired Listings Seller: Script #1Keller Williams University—Skills and ScriptsTip!The key to prospecting for Expireds is to overcome theirdisappointment and position yourself as the knowledgeable,dependable, trustworthy, results-oriented professional they arelooking for.AGENT:Hi, I’m looking for Mr. or Mrs. Seller.SELLER:Speaking.AGENT:Hi, Mrs. Seller, this is with Keller WilliamsRealty. I am sure you know, by now, that your home came up onthe computer as an expired listing, and I was calling to see if andwhen you plan on interviewing agents for the job of selling yourhome? [Listen to the response.]If you sold this home, where would you go next? How soon doyou have to be there? [Listen to the response.]Mrs. Seller, what do you think stopped your home from selling?[Listen to the response.] How did you happen to pick the last agentyou listed with? [Listen to the response.] What did that agent dothat you liked best? [Listen to the response.] What do you feel theyshould have done? [Listen to the response.] What will you expectfrom the next agent you choose? [Listen to the response.] I wouldlike to apply for the job of selling your home. Are you familiarwith the techniques I use to sell a home? [Listen to the response.]What would be the best time to show you this evening, orwould tomorrow be better?Qualifying an Expired Listings Seller: Script #2William Szilagyi, Monument, Colorado—Mega Agent Camp 2003AGENT:I was calling because your home showed up on my computeras an expired listing. I was wondering when you plan oninterviewing agents for the job of selling your home. Would youmind if I interviewed for that position? Would (date/time)or (date/time) work better?v3.2 2004 Keller Williams Realty, Inc.25

Lead GenerationQualifying an Expired Listings Seller: Script #3Mike Morawski, Barrington, Illinois—Millionaire Real Estate AgentSELLER:AGENT:I’ve had other agents call me already, and I have appointments setupwith four of them.Would you mind telling me what you’re looking for in a newagent?SELLER:Somebody I feel comfortable with.AGENT:Well, what’s going to make you feel comfortable?SELLER:Someone I can talk to who will be honest with me.AGENT:You want someone who’s going to be honest with you andcommunicate with you. If I can show you both of those thingswhen we get together tomorrow, will you go ahead and put yourhome on the market with me?SELLER:Yes.Qualifying an Expired Listings Seller: Script #4Mike Morawski, Barrington, Illinois—Millionaire Real Estate AgentSELLER:Hi, this is with the group. I’m sure you figuredout by now that your home came up on my computer as anexpired listing. I am calling to see when you plan on interviewingthe right agent for the job of selling your home.Never.AGENT:You don’t think you’ll ever look for one again?SELLER:No.AGENT:Really. If your home would have sold, where would you havemoved?SELLER:Dallas.AGENT:So you were trying to move to Dallas.SELLER:Right. I’m thinking of giving up.AGENT:Have you bought a home in Dallas?SELLER:No.AGENT:Do you need to get this one sold first before finding somethingelse?SELLER:Yes.AGENT:(continued on next page)26v3.2 2004 Keller Williams Realty, Inc.

Expired ListingsQualifying an Expired Listings Seller: Script #4 (continued)AGENT:How soon do you want to be there?SELLER:By the second quarter.AGENT:By the second quarter? What do you think stopped your homefrom selling?SELLER:It just wasn’t marketed well.AGENT:Any other reason?SELLER:My agent just wasn’t there for me. No communication. I’m jaded. Idon’t think I’ll try to sell now.AGENT:I can understand that. How did you pick the last agent?SELLER:The phone book.AGENT:So you looked in the phone book and picked the big ad?SELLER:Right. It was a company name I’d seen before.AGENT:What did that agent do that you liked best?SELLER:He started out strong and went over his plan in detail. But, after that,the communication dropped off.AGENT:What do you feel he should have done?SELLER:At least been consistentAGENT:What do you feel you’re going to expect from the next agent youchoose?SELLER:Constant communication and marketing.AGENT:You want good communication and thorough marketing? Well,I’d like to apply for the job of selling your home. Are you familiarwith the techniques I use to sell homes?SELLER:No, I’m not.AGENT:When would be the best time to explain my techniques to you?SELLER:Saturday.AGENT:Saturday it is then. Will all the decision makers be present when Icome out on Saturday morning?SELLER:Yes. Both my wife and I will be there.AGENT:Just to be clear on things, if I can sit down with you, figure outwhy your home didn’t sell, show you how I can get it sold for youin the next 4–5 weeks, keep the communication up, and do agood job consistently marketing your home, would you go aheadand put your home on the market with me?SELLER:If it looks like that was going to happen.v3.2 2004 Keller Williams Realty, Inc.27

Lead GenerationQualifying an Expired Listings Seller: Script #5Mike Morawski, Barrington, Illinois—Millionaire Real Estate AgentSELLER:I already have appointments set up.AGENT:Oh, you do? If I could show you a plan that would get your homesold in the next 4–5 weeks, and net you more money than theaverage agent, would that be of interest to you?SELLER:Yes.AGENT:Why don’t we get together and I’ll go through my services withyou. The worst thing that could happen is that we decide not towork together. You would come away from the meeting knowingthat you had another top agent look at your home.Qualifying an Expired Listings Seller: Script #6David Raesz, Austin, Texas—Millionaire Real Estate AgentAGENT:Hi, this is with Keller Williams Realty. I noticed thatyour home has expired. It was on the market for 180 days. Whydo you feel it didn’t sell?SELLER:Poor agent.AGENT:I hear that often. Are you familiar with the services we provide?SELLER:No.AGENT:Has anyone ever explained to you what it takes to sell a home intoday’s market?SELLER:No.AGENT:May I come by and just take a look at your home? I couldprobably point out some things that might help you it. Noobligations. If you like what I have to say, we can set up anappointment to talk some more about it.SELLER:Okay. I’ll be interviewing other agents too.AGENT:I hear that a lot too and I’m not concerned about that. Somethingelse I hear quite often is: “It’s a bad market.” There’s really no suchthing as a bad market. It’s really the way the home is positioned inthe market. Are you aware of that?SELLER:What do you mean?(continued on next page)28v3.2 2004 Keller Williams Realty, Inc.