Expired sellers are getting calls every day. Many expired owners get 50 or more phone calls daily. When the owner does pick up (yes you will often get their voicemail) you have just moments to grab their interest and get to the moment where you will get an appointment.
For many a real estate professional they are asking questions that just annoy the expired owner, instead of reaching toward providing a solution. Here are some questions that you should consider removing from your repertoire entirely:
- What do you think your last agent did wrong?
- Answer: Uh, they didn’t sell my house! You don’t want to have to move them into what you can do for them after asking this question.
- What are you looking for in the next agent you choose?
- Answer: Umm, sell my house! Again, this question isn’t getting to the root of their problem.
Most questions that real estate professionals ask fail to dig deep enough to what the real problem is the expired seller is having. They wouldn’t have listed their home originally if they didn’t want to sell, the problem they experienced was that their home didn’t sell, so asking questions around that topic is pointless.
When asking questions, your questions should be thought provoking. Questions that can be answered too easily won’t get your foot in the door. Before you formulate questions, consider the following tips that your questions should cover.
- Each question should demonstrate your expertise without you having to say you are an expert
- Your questions should lead them to see how their problem will be solved quickly
- Your questions should show them how they can save money
Quite often you will have to ask 4-6 questions before you will get an appointment. In order to make sure you get the right questions out, consider writing them out and having them next to your phone so every phone call.
To start your question list off in the right direction, here is an interest piquing question that you can ask.
Do you know the 15 questions that need to be asked to a buyer to ensure they are for real?
The simple answer for the real estate professional is that a loan application takes care of these questions. The longer answer for the expired seller is that you are responsible for reviewing every offer, ensuring the validity and ability of every contract that is submitted
Your value to the expired seller goes far beyond putting a sign in the ground and when you ask the right questions they will understand that too.
