Expireds Guide - Authorify

consistently. When he told me he didn’t use a real CRM, I thought to myself, Wow, that’s amazing. I asked him to send a photo, and he sent me a photograph of his paper with marks on it. The point is, once you start identifying these leads, you're going to want to build them into a CRM so you can record which step in the follow-up process pertains to each lead. You can't remember everything, so find a method that works for you. Especially with expireds, you have to consistently follow up. Otherwise, another agent will take them right out from under you. When you’re speaking with expired leads, ask what their biggest fear is. Find out their wants, desires and needs. Obviously, with any lead, you need to build some trust and rapport before they let their guard down; they're not going to tell you what they want right out of the gate. That’s why I suggest agents who are new to working with expireds put more energy into a smaller list of leads, rather than trying to go after absolutely everyone. That way, they can really craft a relationship with the few they do pursue. As these leads warm up to you, they’ll tell you things you can use in your marketing and put into your scripts, since many of these expireds are thinking the same things and feeling the same kind of disappointment. Qualify the Leads and Break the Ice You’ve identified good leads; you can qualify them over the course of talking and learning. This is what I call breaking the ice. Understand where they're coming from. Listen to what they say, and pay attention to their feelings because this is how you can understand the best way to help them and get them to list. Address an expired lead the same way you would communicate with a friend who is upset, frustrated, or disappointed. Let them know you hear them, and let everything you say in response speak to what they have said. Direct the conversation to how you can help them solve their problem. Do not sell yourself and use canned scripts or compare yourself to other agents. Expired leads are sensitive about real estate agents in general, and if you approach them the wrong way, they’ll never want to work with you. So instead, focus on how you can be their personal problem solver. After all, you can’t upset them like their last agent might have if you’re simply listening and offering to help. It’s going to take more than one discussion, but they’re going to list with you if you are earnest and consistent, giving them time to feel comfortable. What’s my best tip for these ice breaker discussions? Ask questions about 10% of the time, and listen to them talk for the other 90%. As long as your mouth is open, you aren’t learning about their problems and pain points. So, just shut up and listen. If you can do this and make it about them (not yourself), you’re far ahead of most agents.