Expireds Guide - Authorify

❏ Need — A need is typically stated in simple terms — “I need to move for a new job. I need to be closer to my elderly mother.” However, don’t be fooled into thinking that the simple statement of a need is the whole story; it usually isn’t. ❏ Want —We’re all familiar with wants. Wants are different than desires because they are shorter term. A seller might want to live on a golf course or buy a home with a pool. But wants are usually negotiable, which means they are at the bottom of the list and usually covering something more significant. Keep in mind that not every seller will be willing to open up to you right away about their true fears or long-term desires in life. That said, if you can figure out what emotion the seller is operating on, you won’t need to have lengthy discussions about it with them (you aren’t their therapist, after all!) but you can use the information to help them reach their goals. Examples of Expireds with Different Pains Here are 3 Expired Sellers that I know personally. Read over these and you’ll see that not all expired sellers are in the same boat. Intense Pain Seller Reason for selling: Dan owned a house in Jacksonville. His wife owned a TV Production Company in New York and he was a stay-at-home Dad. They had bought his mother’s home in order to help his mom get out of it and buy another home. Story: They hired a reputable agent they knew in Jacksonville, but the home didn’t sell. Turns out that agent was a lazy, incompetent loser who didn’t put any effort into selling the house. They hired a new agent who did a better job and received an offer. Everything looked good and then the sale died. Turned out the inspector found some mold and the buyer wanted them to open up the entire wall to see if there was any mold inside. The seller said no, and the sale died. In the meantime, Dan’s wife started complaining about paying for “your mom’s house in Jacksonville.” They got in a big fight one night, and she told Dan he was a financial moron. Dan didn’t agree with her and told her she was wrong. They barely spoke to each other for a week. Eventually, they put the house back on the market. Another offer came in. Finally, Dan was going to be able to get his wife to stop telling him he was an idiot. Turns out the next inspection found more issues, and they had to reduce the sales price by $12,000.