Expired Listing Marketing
Listings are the driving force for sales. Our Toll Free Property Info system uses your listings ad buyer lead generating machines. But first you must generate the listings. We have developed a powerful Expired Listing marketing system that will assist you in signing up almost every seller that hears your presentation....and of course it integrates our most powerful tool - our proprietary call capture technology.
Contacting the owner...not the tenant!
First it is extremely important that you are sure you are contacting the owner of the property and not the tenant renting the property. In order to do this you want to load the names of the owners of the property from the Tax Records. These records are available online for most counties.
Simple Step-By-Step System
The first thing you want to do is to log into your MLS each morning (maybe while you are having your morning coffee) and pull up a list of listings that expired during the night. (Most MLS systems do this update sometime during the middle of the night.) You will probably have to take this list and use it to pull up the owner information from your Property Appraiser/Tax Assessor office's website to get the correct ownere and owner's address. As you gather this information you can enter it directly into your website to initiate your Expired Listing Marketing Campaign.
Initial Post Card Campaign
The first part of your campaign will consist of a post card mailing. From the information you have loaded into the website we will custom print and mail the post cards for you. Each post card will include a free "personalized" report with a toll free number and report code for the prospect to call to hear the report. This post card will be followed up with 4 more post cards sent out once every week (a total of 5 post cards). Each post card will focus on a different trigger to generate a call from the prospect.
Call Capture
When a prospect calls to hear their free report we capture their phone number and link it back to the name and address on the post card. We also identify from the marketing digit in the report code which post card (trigger) generated their inquiry. You now have a complete identity of the prospect and a phone number you can call without fear of violating the Do Not Call Regulations.
Follow Up Interview
The information about the response will be immediately forwarded to you in an email (or a text message) so you can follow up with the prospect immediately. But you don't even have to do this because our Follow Up Interviewers will automatically make this follow up call for you to gather additional informational about the prospect and attempt to get them to allow the interviewer to transfer them to you to set up a listing appointment. (if you maintain your calendar within the system the interviewer can even set up the appointment for you.)
Listing Appointment Preparation
Before you go on the listing appointment you will want to do a little preparation. First you will want to get us the information you know about the property so we can pre-load a property description into the Property Info system. we will assign the description to one of the rider signs you have not used and when you go to the listing appointment that property code will be live.
Listing Appointment
During your listing presentation you show the prospect the rider sign and explain that this system allows people interested in their house to be able to hear about it 24 hours a day 7 days a week. You will explain to them the power of th system is that it allows people to gather information about their house without talking to a sales person...and get them to agree that they would be much more likely to call if they knew they would not get grilled by the Realtor. after building an expectation in their mind that this system will generate many more leads that old styol marketing...you ask them to call the number on the rider and then the magic starts to happen.
First the caller will be surprised that they are greeted by a tour guide and asked to tell the guide the property code. Then almost immediately after they confirm that the tour guide has heard the code properly your cell phone will beep indicating you have a message. And you will be able to show them that the system has just sent you their phone number...and the address and selling price of their house.
By then they will be listening...not to a demonstration of the system...but to a description of their home. When it is finished, you tell them to just say, "Transfer me," and your cell phone will ring (be sure to have it on speaker phone) and when you answer it they will hear the system announce that you are receiving a call form them about their home at their address with an asking price of what you included in your listing presentation.
Closing
You are now set up for the strongest possible closing..."I know you have talked to other agents and I am sure that they have told you all the things they are going to do to get your house sold. As you can see I am ready to start selling your house this minute. All I need is your signature on the listing agreement and I can put this sign in front of your house and start generating leads today..."
You can go on to explain abut the marketing code and how it will let you track exactly where leads are coming form and let you target your marketing of their property far more effectively than any other agent can. You can emphasize the ability of your system to generate more leads from every form of marketing. But a the end you should have no problem walking out of the meeting with a signed Listing Agreement.
Generate More Leads
It is a simple formula for success. Listings generate leads. The more listings you have...the more serious buyers you will have. Focusing on converting other Agents expired listings creates an easy to harvest pool of ready willing and able prospects for your listing inventory. As you build your listing inventory you will begin getting more and more referrals and continue generating more and more leads.
For more information on how you can build your business with our powerful expired listing strategy click here.