Answer: I say, “Hi, my name is Joe Nickelson. I’m a Realtor. I saw you listed your home a while ago and it didn’t sell. So I wanted to give you a copy of my book that shows how to sell a home that didn’t sell.”
While I’m speaking, I’d reach out and hand them my book. Then, I’d just let them talk and take my conversational cues from their response.
I had to learn to really listen…and that got me more deals. You can either talk “to” the seller, or you can talk “with” the seller.
Answer: “Usually, I say something like, ‘Hey, I’m in the neighborhood; I thought I’d stop by… How are you? Are you getting any bites on the house yet?’
Of course, they’re not getting bites on the house because the house isn’t listed. Even though it might sound stupid, asking them if they’ve had any interest in their unlisted house is often an effective way to begin the conversation.
In my experience, that intro has led to a fast listing, sometimes faster than I ever expected. I’ve had people call me up after my visit and say, “Joe, get over here. List my house!”
The best part is, I never even had to ask to list their house! I just showed up and was friendly. I’d already given them my book, so they knew I understood how to sell their home.
So, my follow-ups are usually casual, friendly encounters, that way —regardless of their interest in relisting at that time — they’re usually happy to see me.
Then, when the day comes that they are ready to sell, you know who they’ll think of first.
Here’s a helpful hint: Don’t overlook the neighbors!
Sometimes, a friendly chat with the neighbors can reveal information that’s really helpful the next time you get to talk to the homeowner.
You could find out that “she’s a doctor, and she just got a new job. Now they need to move in three months… ”
Need another reason to spend some time getting to know the neighbors?
There have been several occasions where I’ve listed a home, and then had the neighbors get in touch with me, asking me to list their home as well. All because I took the time to chit chat with anyone who happened to be around when I was dropping off or following up on my books. So don’t worry about stopping by several times…
Typically, the more visits I needed to make to get in touch with my prospects, the more listings I’d end up with in that area because each time, I was able to talk to someone else in the neighborhood, as well as continue building rapport with those folks I’d met on previous visits.
Answer: You can send them an Expired Book, or a Business Card Book.
The Expired Books talk about how to sell a home that didn’t sell, and the Business Card Books talk about how to sell a home for more money.
You want to send a book that covers relevant issues regarding old expireds, so obviously any of the expired books are great. The Business Card books work too, since getting more money when relisting should be an attractive concept to your leads.
Answer: For some people, this is a terrific way to start — especially when you’ve been cooped up in an office all day. Getting out there and meeting homeowners face to face, extending a friendly, “Hey, how are you? I was in the neighborhood and just wanted to drop off my book,” can be very effective. That way, when you follow up, it feels like you’ve already built some rapport, and gained some knowledge about where they are in terms of relisting.
Answer: I wait for about four to five business days. So if I send it on a Friday, I would call them maybe the next Thursday or the next Friday.
Answer: I would, if someone was friendly and willing to talk. But you really need to listen to your prospect to get an idea of where they’re at.
If they’re short and to the point, then I’d be short and to the point, as well. You’ll find that some people are going to want to talk… about their house, about the neighborhood, about the economy, politics, whatever. So I typically adapt my approach depending on the seller’s response during the conversation.
Answer: “Normally, what I do is send them the book and then follow-up with a call 4-5 business days later. Then, I call them every couple of days until I reach them. Sometimes, it’ll take a week, and sometimes, you’ll call people 10 times before you make contact, though that’s rare.
Bottom line: If I’ve invested the money to send them the book, I’m going to call them until I talk to them. I don’t usually send emails, since I don’t typically have email addresses.
Another thing I consider when deciding follow-up frequency is their pain factor…
Do they have to sell, or do they want to sell.
If it’s time sensitive and they need a sale as soon as possible, I would stop by more frequently.
If it’s more a case of them just wanting to sell, I might stop by a little bit less. “
Answer: Services like Redx provide leads that are already scrubbed against the “do not call” list, so you know the numbers they give you are not restricted.
However, I do know a lot of people who will call numbers on the “do not call” list.
Here’s a little history lesson they might use to justify those calls…
In the late 90s, the “do not call” list was put in place because big phone companies, like AT&T and MCI realized that telemarketing was an effective way to get business. They would hire on 200 callers, and make 100s of phone calls a night. They’d call at dinnertime, late at night, and on the weekends, trying to get folks to switch to their phone service.
So obviously, people got sick of it, and after tons and tons of complaints, the government set up the “do not call” list.
From what I’ve seen so far, the people who are only making 10 to 20 phone calls a day do not typically have any complications.
Obviously, it is a little bit risky. Every once in a while, someone might complain.
I’ve personally done a lot of follow-up calls to people on that list. I’ve sent them a book, so I’m just following up on that. I’ve never had any issues, but it is a risk.
If you’re really concerned or uncomfortable, don’t call those people. For those leads, just plan on stopping by their house.
If you have more questions, you can send an email to Joe AT smartagents DOT com.