Keller Williams Realty's Power Hour Script: Expired Listing Scripts

By
Real Estate Broker/Owner with Keller Williams Realty

The idea is simple. Each morning between 9 a.m. and 10 a.m., every member of the Keller Williams Realty family starts the day with an hour of focused lead generation. The results are simple too: you close more deals and make more money.

Keller Williams Realty's culture is rooted in the concept of TEAM: Together Everyone Achieves More! At Keller Williams Realty, our associates do not have to 'reinvent the wheel'. Our most successful agents are willing to share with other KW agents their secrets, models and yes...scripts too! The below expired scripts have been used by our top real estate associates and are now being used by KW associates around the country with great success during their Power Hour lead generation sessions.

Expired Listing Scripts

There are generally only four objections Expired listings will make when called:
1. I’m going to stay with the same agent.
2. I’m going to sell it myself (FSBO).
3. I’m taking it off the market, we’ve decided not to move.
4. I’ve already found another agent.

Seller: “I’m going to stay with the same agent.”

Agent: “That’s great and what I’m hearing is you feel obliged to your last agent since they’ve invested a lot of time and money in your home, right? Well Mr. / Mrs. Seller, you don’t owe me anything and you don’t really owe them anything butyou do owe yourself the very best. It certainly wouldn’t hurt to hear what I do to get homes sold, would it?”

or

“I understand and let me ask you a quick question. If you stay with the same agent, what are they going to do this time that they didn’t do last time? I hope you don’t take this the wrong way, but Albert Einstein said that doing the same thing and expecting different results is the definition of insanity.”

Seller: “I’m going to sell it myself (FSBO.)”

Agent: “After what you’ve been through I understand. You know Mr. / Mrs. Seller you are generally better off to be a FSBO than to be with an agent that did their best yet couldn’t get the job completed.”

or

“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 home. What are you looking for in an agent?”

Seller: “I’m taking it off the market—we’ve decided not to move.”

Agent : “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 I could show you a way to make that happen, would you be interested?”

“See, I specialize in homes that didn’t sell the first time. Even the best homes don’t sell the first time and it just takes a new approach and new ideas like I use to get homes sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners choose me to sell their home?”

or

“Mr. / Mrs. Seller, if you had a contract presented to you tomorrow would you still sell? Great, so there is some desire to move, right? You know, Mr. / Mrs. Seller, I specialize in homes that are great, yet didn’t sell the first time for various reasons. Let me ask you: why don’t you think your home sold? What will you look for in the next agent you choose? Let’s do this. I’ll drop by and look at your home, that way you can meet me so at a weak moment you don’t end up with a weak agent. After all, you don’t want to put it back on the market later to have it sit for another 6 months, do you?”

Seller: “I’ve already found another agent.”

Agent: “Have you signed a contract already?”

If Yes, then wish them well.
If No, keep going.

“Great. I would like to apply for the job to sell your home—after all, I specialize in homes that didn’t sell the first time. You know, even the best homes don’t sell the first time around.”

If they feel obligated:

“I understand and what I am sensing is you want to make sure you’re doing the right thing. Correct?”
“Excellent. You know, if you had to go to a doctor because you had an illness and you found out it involved surgery, would you want another opinion? I know this isn’t surgery and yet it is financial surgery on your home. Let’s meet for about 20 minutes and you will see why so many people decide to hire me over other agents.
Mr./ Mrs. Seller, if you actually felt you could get more money and a quicker sell, would you interview me?
When can we get together, at 3:00, or would 4:00 be better?”

How to list an Expired

1) Follow up.
2) Follow up.
3) Follow up.
4) Follow up.
5) Follow up.
6) Keep following up until you list the property, it sells, or they list with someone other than you.

Other Great Scripts from MAPS Coaching & Masterminds:

For Sale By Owners

Selling a Home at Market Value

Handling Pricing Objections

Listing Presentation

Free Seth Godin Book From Keller Williams Realty’s MAPS Coaching

Keller Williams Realty’s Spring 2008 Masterminds Recap

This Week @ KW - Five Keller Williams associates named to REALTOR® Magazine’s 30 under 30

Why Should You Run YOUR Real Estate Business At Keller Williams Realty?

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Comments 7 New Comment

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Anonymous #1
Anonymous
Anonymous

Great post!  Funny, since I also use very similar words when approaching expired listings.  I guess we are on the same page, nevertheless, great information for agents who really don't know how to approach expireds.  thanks

June 26, 2008 01:23 PM
Rainmaker
382,659
Associate Broker Falmouth MA Cape Cod Heath Coker
Heath Coker Robert Paul Properties
http://www.CapeGroup.com & http://www.REindex.com

Expireds are a useful way to keep listings in your inventory.  The problem in this market is that they are expired for a reason.

June 26, 2008 01:26 PM
Rainer
105,417
Teresa Harris
Denver . Lake Norman . Charlotte
Lake Real Estate, LLC

Liked the TEAM concept, but what about the do not call list??

June 26, 2008 10:31 PM
Rainmaker
137,915
Aaron Kaufman
Keller Williams Realty

 

Thank you everyone for your comments.   Obvioiusly, when you are training your agents about lead generation, you have to make them aware of the 'do not call list'.   Agents just have to be more dilligent in making sure the expireds they are calling are not on that list first.   I totally agree with what Heath said about expired listings, but I also have to add, that many expired listings did not sell because the previous agent did not properly educate the seller regarding the market value of their home.   In the end, the seller's motivation and willingness to trust their agent are essential in getting a home sold in this market. 

June 27, 2008 02:03 PM
Rainer
82,491
Mike Crosby
La Mirada Real Estate - 714-742-2897
Mike Crosby Realty

Good post, I realize the post is from 2008 and it is now 2013.  Are there many expires in your market place?  I  about th only reason there are expires in my market Southern California is because they are over priced. 

May 09, 2013 02:10 PM
Rainer
11,416
Michelle Vickers
Prompt Professional Proactive
HER Realtors Worthington 614-353-3698

LIke the scripts! Always looking for great tips on how to approach expired listings!

July 02, 2013 04:43 PM
Rainmaker
653,414
Christine Farkas
Awesome Customer Service Experience
Keller Williams Western Realty

Looking thru the interent for sales scripts and ideas and came across this. Great Post!!!

August 30, 2013 10:49 AM
Show All Comments
Rainmaker
137,915

Aaron Kaufman

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