GINA HANSON
AUTHOR,
SELF CONSTRUCTED
Keynote Speaker Workshop Facilitator
Real Estate Trainer
Expired Scripts
THE INITIAL CALL
Hi, this is (Name) with (Company) and the reason I'm calling is that your house has shown up on the Multiple Listing Service as an expired listing, and since I specialize in houses that didn’t sell the first time, I was wondering when we could get together for about 15 minutes so I could show you what I do to get houses sold.
WE'VE DECIDED TO STAY WITH THE SAME AGENT
Alright. Out of curiosity, what are they going to do this time around that they didn’t do the first time?
Set the appointment.
That’s great, and what I’m hearing is you feel obligated to your last agent since they invested a lot time and money in your house, right? Well, you don’t owe me anything and you certainly don’t owe them anything, but you do owe it to yourself to do the very best, don’t you? It wouldn’t hurt to just hear what I do get houses sold, would it?
Set the appointment.
I’VE ALREADY FOUND ANOTHER AGENT
If you felt you could get more money and a quicker sell, would you interview me?
Set the appointment.
I understand - you want to make sure you are doing the right thing, right? Yup. Real estate is a lot like any major decision, if you found out you had to have surgery, wouldn't you want another opinion? I know this isn’t surgery, but it is a major decision. Let's get together so I can show you why so many clients choose me to sell their house. What works best for you, Tuesday or Wednesday?
Set the appointment.
Out of curiosity, have you signed anything?
Yes=wish them well. No=keep going
Great. I don't know if you know this or not, but in the state of California, technically, you don't have an agent. I would like to apply for the job to sell your house. After all, I specialize in houses that didn’t sell the first time around. You know, sometimes even the best houses don’t sell the first time around.
Set the appointment.
I’M GOING TO SELL IT MYSELF
After what you’ve been through, I understand. It's better to be a FSBO than to be with an agent who doesn’t know the market. Look, every CMA tells a story about the individual neighborhood the property is located in. I'd like to get together and go through your specific market and why your house didn't sell the first time around.
I can appreciate that, and what I sense is you want to make sure you get the best possible agent for the job of selling your house. What are you looking for in an agent?
I'M TAKING IT OFF THE MARKET (OR WE'VE DECIDED TO STAY)
If a contract were presented to you tomorrow, would you still sell? Okay, so there is still some desire to move, right? You know, I specialize in houses that are great, but that didn’t sell the first time around. Can I ask you a question? Why do you think your property didn't sell? What will you look for in the next agent? Let’s do this. I’ll drop by and look at your house. That way you can at least meet me so when you are ready you don't get a weak agent. After all, you don’t want to list you house later just to have it sit on the market for another six months,
do you?
I see. Just out of curiosity, if you did sell, where were you moving to? WOW! Why was that important?What would that do for you and your family if you had moved? If that could still happen, would you be interested? Look, I specialize in houses that didn’t sell the first time. Even the best houses don’t sell the first time, and it just takes a new approach and new ideas like I use to get houses sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners...choose me..to sell their house?
WHERE WERE YOU THE FIRST TIME WE TRIED TO SELL OUR HOUSE?
That is such a good question! I never even saw it because your agent never marketed and exposed the house to us. May I explain? In order to sell a house once, you actually have to sell it twice. Agents properly market and expose the house to other agents, who then sell it to their clients, and to be honest, your agent never sold it to me. That's one of the things I do best, I get houses sold. I properly market and expose your house to all the agents in the area and then make calls daily to find the buyers for your house. That's what you want, right? Let me drop by for 15 minutes and I'll show you how I proactively look for buyers for your property and market your house to the other agents so they can sell it to their clients.
LEAVING A MESSAGE WHEN YOU'VE LEFT A FEW ALREADY
Hi _____ This is (Name) from (Company). I've left you a few messages, and I want to make sure I’m helping you best, and it seems that maybe right now isn’t a good fit for you. I don't want to bother you unnecessarily, so I'll follow up in (a few weeks, a month, whatever) to see if our goals are better aligned. Feel free to contact me at any time at (number), and I hope the rest of your week is great!