Expired Listing Presentation

Question 1

part 1

Answer 1

________, I am really excited to work with you in the sale of your
home, and before we start I want to assure you that my goal is:
- To sell your home for the most money possible
- In the least amount of time
- With the least amount of hassle
That is what you want, isn’t it?

When we spoke earlier, you said you are moving to _______, by ________, because of __________, right? Is there anything else that is important about the move that I should know about?

Are you familiar with the difference between passive and active
marketing in regards to real estate? A passive approach is what 99% of agents do. They put a home in the Multiple Listing Service, put it on hundreds of websites, and they hope and pray that it’ll sell.

Question 2

Part 2 (Aggressive Marketing)

Answer 2

The trouble with these methods is that the agent basically sits around
and waits for a buyer to call them.
This passive approach is the main reason why the average agent sells a handful of homes a year, while I have a goal to sell 35 homes this year.

In addition to the passive marketing strategies that others agents use, I will also market your home actively and aggressively. Let me show you how I will do that.

1. I will personally contact the top agents in our area to let them know that your home is for sale and invite them to bring their buyers.
2. Online exposure. Most buyers start their search online and from there, they contact a local agent. In the midst of thousands of homes for sale, the most important thing that will attract buyers to your home
   is the price. We’ll talk about that in a few minutes.

The other critical aspect in creating online exposure is making sure that we have beautiful professional photos, and an excellent description of your property that will cause your home to stand out. I am an expert on that.

3. And here is what separates me from other agents.
   Monday through Friday from 8:00 am until Noon, I am on the phone looking for Buyers and Sellers. I speak with 40 to 50 people every day about buying and selling real estate.

You and I both know that there is a buyer for your home out there, and my job is to go find them. That’s what you would expect an agent to do for you, isn’t it?

Question 3

Part 3 (computer analogy)

Answer 3

As a Real Estate expert, I study the real estate market every day. My goal is to share some important information with you, so you can clearly understand what is going on in our market today. Then together… we can agree on a price that will get your home sold
so can be in _________ by ________, that’s sounds great, doesn’t it?

Let’s think like a buyer for a moment. Let’s say you want to buy a new computer. You go to one store and find the computer you want for $1,000.00. Like most consumers, before buying it you decide to check the price at another store, where you find the same computer for $1,000.00, but this one has a much faster processor. Which one would you buy?

Of course, the second one is a better value because you get more for the same price. Even if you don’t necessarily need a faster processor, if the price is the same, you would take it, right?

What if they charged an additional $500.00 for the faster processor,
which one would you buy then?That’s right, because if they charge more for the extra feature, the value is no longer there. That makes sense, doesn’t it?

Home buyers think exactly the same way. They have a lot of choices in today’s market and the average buyer looks at 10 homes before choosing which one to buy. So, your house is competing against 9 other homes at any given time.

The buyers walk through house, after
house, after house, and they look for the one that offers the most features and updates for the least amount of money.

Buyers, just like you, look for more for the same price or a lower price. When you think about it, it’s all about price.

Question 4

Part 4 (The CMA)

Answer 4

In order for us to determine the price, I have carefully prepared a Comparative Market Analysis. Let’s take a look at some of the homes that are currently for sale and a few that have recently sold, so we can decide what we should price your home at to make sure that yours is
the next sale in this area.

Based on all of this information, what price do you think will get a buyer to choose your home versus all the others?

(You’re the expert, you tell me.)

Absolutely, and as I mentioned in the beginning of our meeting, my goal is help you understand the market so you can feel comfortable with a price that will get you to _______ by _________, that’s what you want, isn’t it?

Looking at the recent sales and all of these active listings that your property will be competing with, what do you think we need to price your home at?

Let’s get the paperwork signed so I can go to work for you. Sign right here”.