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Archive for expired listings

Tips for Avoiding Nightmare Real Estate Clients

Frustration

Let’s just be honest – for all the marketing we do, for all the outreach, for all the networking… there are still some real estate clients we really don’t want.

You’ve probably had at least one nightmare client. They:

  • Don’t listen to your advice
  • Don’t want to price properly
  • Refuse to take the time to get financially approved
  • Want to see 10 houses on the same day
  • Call you constantly when nothing has changed
  • And much, much, more…

So how do you avoid getting stuck with a nightmare client? Here are some tips.

Require New Clients to Follow a Process

When you have a consistent process for all new clients, it saves you an enormous amount of time. It also helps to weed out the buyers or sellers who aren’t serious.

Require a customer to fill out a needs questionnaire, obtain financial approval, and take any other steps that make sense in your business. If they won’t take the time, they aren’t worth your time.

It may sound harsh, but it’s essential that you spend time with the clients who are serious about buying and selling. You don’t have to ignore the others, just keep the relationship on “simmer” until their ready to commit to your process.

Carefully Question Expired Listings

We’re a huge fan of working with expired listings. There are an enormous number of reasons that a listing can fail to sell during the contract period, and many times you can have a far better outcome given your expertise.

However, sometimes these listings fail because the seller is completely unreasonable. Maybe they won’t negotiate on price, insist on having their personal clutter on full display, or won’t listen to their Realtor’s® advice on needed repairs and updates.

Don’t rush into an expired listing without a bit of fact-finding. With careful questioning, you can often get a sense of whether this expired listing will be an ideal client for you or if you should let it go.

Know Who’s Pulling the Strings

Whether it’s a nosy parent providing the down payment or small children swaying their parents with a single remark, it’s always frustrating to feel like your client isn’t the real decision maker.

In your initial interview with a buyer, make sure you understand the full situation before you pull out a contract. Ask explicitly, “Who else will be part of this buying decision?” If they mention kids, pets, or roommates, be sure to ask how important it is to them that these parties are happy with the purchase.

If your buyer wonders why you’re asking, just point out that as a professional you want to make sure everyone is happy with the home. It’s vital to know who’s involved.

If it sounds like someone else is pulling the strings, consider carefully if you want to be involved. There can be a lot of drama in those types of situations, and you may not make minimum wage by the time it’s done.

Trust Your Instincts

Even if you don’t have a lot of real estate experience, you’ll have a gut feeling that some people aren’t going to be ideal clients. If you have years of real estate experience you will have an even better instinct about clients.

The key is to listen to that feeling! Don’t be blinded by money or desperation. Nightmare clients aren’t worth the hassle, assuming they ever do get around to closing a deal.

Are you ready to freshen up your marketing materials for spring? Get ready to attract the RIGHT clients with postcards, business cards, door hangers, and more!

Let Me Tell You a Secret…

Borino Brochure

It’s no secret that reaching out to expired listings helps you in your real estate business. You’re able to reach highly motivated sellers without having to sort through a large number of prospects who may or may not be ready to buy or sell.

However, how you reach out to expired listings makes all the difference in the world.

And I have a big secret to tell you about exactly that topic…

Effective Expired Outreach Made Simple

Something that we don’t share about much at Printerbees is our special Expired Plus Package. We developed in partnership with expired listing marketing expert Borino.

He’s taught thousands of Realtors® how to systematically get more listings and we’re proud to be one of his partners in executing this expired listing program.

So we thought we’d let you know about it!

The steps in the process are simple:

  • Review expired listings and choose to contact only the best
  • Reach out to the homeowner in a memorable and professional way
  • Use mail to contact even the hardest-to-reach clients and build rapport

Mail Professional Brochures & Postcards to Stand Out

Some Realtors® use expired listing postcards, and that’s great. But it’s often not enough to cause you to stand out.

A tri-fold, full-color, professional brochure can be the extra boost that your mail marketing needs to make a big impact. But probably, you don’t have the time or expertise to figure out what to say and how to say it.

What if it was already done?

What if you could order a package of customized brochures and postcards that told sellers everything they need to know:

  • Who you are
  • Why you are different
  • Why the seller should list with you

Our Expired Plus Package is exactly what you need. Everything is customized with your contact information and your picture, and it’s been proven to be effective by thousands of agents.

Interested in learning more? Take a look at the Expired Plus Package today. If you’d just like to order the brochures or postcards on their own, we’d be happy to help with that as well.

Spring is in the air – get ready for the selling season by preparing for outreach to expired listings today!

Is It Time to Focus on Expired Listings?

Focus on Expired Listings

While many sources continue to talk about scarcity and rising prices, in many areas the housing market is softening.

Trulia found that 70% of the largest metro areas saw a slight increase in for-sale listings with a price decrease. San Francisco had the most, with a 3.07% increase in price reductions, even though the city remains a hot market.

It’s not that home prices are declining – far from it – but that in some areas homes aren’t selling as quickly. In fact, there is also an increase in expiring listings. I know it’s anecdotal, but in my neighborhood I’ve seen homes go through three Realtors® due to expiration.

Are you ready to take advantage as the market softens?

Be Ready to Be Unique to Win an Expired Listing

If you reach out to an expired listing, you certainly aren’t the only one. Be ready to handle some frustration – not just because you’re the 1,000th agent to call, but because an expired listing is frustrating in itself.

Be ready to show right away how you’re unique and what you can do differently. Ask questions and talk about why the home didn’t sell. Talk about what fresh approach you can provide and why that matters.

Remember that although the market is softening somewhat, competition for expired listings is still fierce. You’ll need to be prepared to stand out.

Consider a Face-to-Face Meeting

Door-knocking is still effective, especially with expired listings. They tend to be inundated with robotic calls, but have almost no one put in the effort to show up in person.

Consider dropping by the home on a weekend and asking some questions. You may even offer to take them out to coffee to discuss what happened with their listing.

When you go door-to-door with expired listings, you’ll show a higher level of professionalism and care than your competitors. Not only will that help you stand out, it will do a lot to ease the mind of someone who feels burned by real estate agents.

Take Your Time and Mail an Expired Listing Postcard

Sometimes hitting an expired listing immediately isn’t the right answer. A lot of times someone who is frustrated and disappointed needs time to cool off before they’re ready to hear another offer.

One great strategy is to forgo the immediate call and instead send an expired listing postcard. It will take a couple of extra days to arrive, and it gives you a chance to make an impression in the mail. You can choose to follow up with a call a day or two later, asking if they received your postcard.

If you’re afraid you’ll order expired listing postcards and then run out of time to send them, I understand. That’s why Printerbees offers mailing services as well! We can print the postcards and send them to your list of expireds for you.

Are you ready for a softening market? Do you know how to stand out to expired listings? Whether you decide to call, visit in person, or send an expired listing postcard, it’s time to get ahead of the game.

Don’t wait until everyone else is also focusing on expired listings. Get your strategy in order now. If you need postcards, mailing help, or more information about marketing to expired listings, just let me know – I’m here to help!

Are you focused on expired listings? Why or why not? Share in the comments!

Beat the Expired Listing Rush – By Waiting

Expired Listing Postcard

Calling expired listings is a tough job. This is especially true because you’re hardly the only agent calling – a new expired could get over a dozen calls offering new representation. How do you stand out?

The best way to stand out is through a highly unorthodox tactic – waiting.

You may think that if you wait, you’ll miss out on the best expireds. However, that isn’t true. There are many reasons that a newly expired listing may decide not to re-list right away. When you use expired listing letters to mine the old expireds, after other agents have already moved on to a new batch, you’ll not only hit the homeowners at a better time – you’ll have almost no competition doing so.

Why Newly Expired Listings Decide Not to Relist

If a listing doesn’t sell, there was obviously a problem. Maybe there are needed repairs. Maybe the agent didn’t do a good job. Or, maybe the seller was unreasonable about price or other provisions. Regardless, the homeowner may not be in a position to relist right away.

Homeowners with expired listings are often worn out by the selling experience and disillusioned with their Realtor®. This alone may make them decide to take time off and relist at a different time. In addition, the deluge of calls and visits they get right after their listing fails is likely to irritate them rather than encourage them. Any Realtor® who approaches them at that time may well get a firm “no” for no reason other than overwhelm.

After a few months, these homeowners are more ready to be approached about listing again. In addition, after failing to sell the first time, they may be more ready to hear suggestions about repairs, staging, and price. This makes it a great time to reach out to them with expired listing letters.

How to Connect With Old Expireds

The great news with older expireds is that you won’t be competing with dozens of other agents to get the listing. Most agents give up after the initial “no” and move on to the next new list. By reaching out with expired listing postcards or expired listing letters after three or four months, you’ll be able to connect with homeowners more easily.

Make sure your expired listing letters address the homeowners emotions about not selling the home, but don’t place any blame on them for failing. Offer to help them discover, and correct, any issues that blocked a sale. You can keep it especially simply by sending an expired listing postcard inviting them to contact you.

Why am I recommending mailings instead of a call? For a couple of reasons. First, with cell phones being everywhere it’s easier for a call to catch people at a bad time, resulting in a “no” based more on convenience than actual consideration of your offer. Secondly, many people screen calls or don’t answer their phones. A mailing will be more likely to get attention, be able to say more for you, and faces less competition than calls or emails.

Expired listings are a great source of listing leads, but if you’re looking to beat the rush, try a new technique. Wait a few months, then follow up with expired listing letters or expired listing postcards. The seller will be in a better frame of mind and you’ll have much less competition. That’s a win-win.

Looking for help? We have a variety of expired listing postcards you can use. Take a look today!