Expired Listing Mastery: The Full 7-Hour Course to Take 1 Expired Listing a Week

I recently did a 4day live training for a group of real estate agents where I taught them everything they need to know and everything they need to do in order to take one expired or cancelled listing every single week now I filmed this training but because it was a private event I wasn't sure if I was going to publish it or not but I decided to publish it because I know how many real estate agents are struggling in their careers and are on the verge of leaving real estate and I know that this video can actually save their careers so if you are one of those agents who are colde calling endlessly and not getting appointments you're going on maybe some appointments

And you're not taking the listing by paying close attention to everything that I'm going to teach you on this video and applying it you will get results you can take one expired listing a week so in the next few hours I will cover code calling handling objections the listing presentation pre-qualifying handling commission objections everything handling objections at the listing presentation absolutely everything you need to know in order to get Real Results don't listen to the people out there that say oh it's not possible to take one expired Lis in a week nobody answers the phone there aren't enough expired those are the people who have not done it and if

You listen to them guess what you're not going to be able to get results either I trust that you will learn a lot and more importantly you will apply what I'm going to share with you right here and you will start taking expired and cancelled listings every single week I trust you'll enjoy so we'll start um this is expired Mastery the first thing that I want you to write down is I want you to effective this moment everything you know and you've learned and you heard about expired I want you to wipe it out of your mind do you understand that like that's that's critical IO and I and Barbie you know they're very clear which is my goal for you to take listings I don't want you to

Just learn last week I talked to whoever was at that team meeting and my goal is not to teach you stuff okay my goal and their goal is for you to take EXP insired listings do you understand and you've been to different classes you've used different scripts you've called and you've talked to people forget all of it can you do that yes I that's a big request yes because if you're going to bring everything that you know into this class you're not going to take listings as quickly as I want you to take listings so it's a clean slate Clean Slate okay the next thing I thought about that is important I assume that you're here because you trust me yes I do okay so having said that and me

Acknowledging like you have to trust me okay for you to like wipe everything out of your mind and just do what I say you have to trust me yes and you're going to do what I say for five weeks we don't have a class week of Thanksgiving but you still got to work you could take Thanksgiving off maybe I mean I I can tell you I can tell you one thing on Thanksgiving Day that Thursday there will be people listing their houses in dat and Broward I can guarantee you okay so those of you may choose to call some expired listings that morning will actually be able to take listings then the last thing I wrote down before we actually start is IO said to me last week before the

Team meeting can you talk about fear talk to you guys about fear okay truth are there okay truth are there who's a little afraid of calling expired listings come on come yeah okay okay especially new expired you know like old expired ah you know they're okay they already got past the angry phase yeah but the new ones I understand the fear cuz I had it too when I got into real estate you're going to have to let go of it you just just put it on a shelf for the next five weeks because when you're when you have fear like I I'm not a psychologist psychiatrist you know I can't help you like with your deeply ingrained fears you you just like Let It Go for now okay

You're going to do what I say and it's going to require you to be Fearless L just do it what's the Worst That Could Happen what like you make a phone call what's the worst that could happen exactly okay and I'm going to teach you what to do if they hang up on you so we'll be okay you'll be okay but if you're going to try to analyze the fear think about it what do I do just do it okay because the best way to overcome fears do what you fear and do it a lot if you actually took one day and you spent eight hours nonstop okay you sto for like a 15minute lunch break and you spend eight hours talking to expired listings without researching wasting your time just

Calling the fear would be over in one day eight hours non-stop calling because you realize what a lot of agents that have worked with me say it's not as bad as I thought yes they're going to be they're going to be frustrated they'll be angry some of them are hostile but so what there's a way to handle that I'm going to teach you all of it but you're going to have to do what I say good we agree okay great we're not talking about fear anymore because there's no fear in this room okay no fear of expired in this room so I want you to write something down you're here because you want to take more listings that's the only goal of this class that's the only goal for the

Calls you're going to make when you call an expired listing this is like number one rule you are not getting leads do you understand that you've heard people say to you like 70% of your business comes from lead followup you've heard that that's a lie it's not true do you understand write it down you are not getting leads you are calling expired to set appointments period and that's a mindset more than it is because when I say that to Ag and say well is that realistic well it is for me what's your reality to get leads and you know what's going to happen I learned this the hard way I've been in real estate for 28 years you get leads and when you follow up they listed with

Someone else that's what happens so you the mindset of setting an appointment and finish writing this down with every expired that you speak with okay and it again oh but is that realistic yes it is what's the option to like talk to them for what you're you're you what would you talk to an expired for if it's not setting an appointment okay so you're here to take listings yes yes to take listings you have to go on listing appointments to go on appointments you have to call them yes yes okay now why expired because when I and Barbie first talked to me they're like an expired class I mean I'm obsessed with expired and fsbos both why because they want to

Sell right if you want listings would it make sense that you talk to people who want to sell why would you talk to anybody else or at least not that you should never talk to anybody else but your priority would be the people you know want to sell right you those you call first and then if you have whatever time you call somebody else but that's your priority of the two expireds and fsbos expireds are write this down easy eest fastest source of listings for you fos are harder they are because the presentation for there's an entire fbook presentation around them expired you could do any you could like do the most horrible listing presentation in terms

Of like what you're talking about if they actually the key to expireds is what you're going to do differently they don't want more of the same yes so even if the presentation is not that great if you're able to convey to them what you do differently that's the key and if they believe it the listing is yours whereas a fores sale by owner presentation is a little more elaborate let's put it that way so expired are most definitely you can come on the front Carlos right here so he drove from where I don't know Egypt Egypt okay yeah that's why he's 7 minutes late that's okay um EXC expired are easier as long as they can they believe they have confidence in what

You're going to do differently from other agents so the listing presentation is way easier than a fible presentation the phone call is actually a a little bit more challenging than a fible call because for sale by owners um they'll talk to you yes they'll invite you to preview the house do an come to my open house this weekend they'll they'll talk to you an expired listing requires a level of skill I'm going to teach you that skill today because I want you to start setting appointments tomorrow no today actually today cuz you can call them after after this class um and I'm going to give you the schedule too okay when you should be calling and

What you should be doing but there's a very specific skill when you speak with expired listings that will engage them immediately and that's a that's critical so just keep that in mind okay for sub bers they could talk to you for 15 minutes but it doesn't mean they're going to give you an appointment to actually consider listing with you so it's a different conversation an expired will hang up on you way faster than a fible would but if you're able to engage them in conversation you got it okay and unless you really mess it up you're able to set an appointment go out and list this property so are we good expired are by far the best so you want more

Listings to take more listings you got to go on appointments and to get appointments you have to call them they're not going to come to you yes okay great so you're going to start dialing EXP HED today Barbie told me is that for a week you said the list you gave them is for a week this was uh yesterday and the week like the week up to yesterday okay fth 1,800 for one week there's a lot of I think there's canceled in there canceled is fine by the way bringing it up you're going to be calling expired listings and cancel as well cancel no withdrawn are temporarily off the market those properties are still listed canels are not okay canel the the listing was

Terminated so you can list them the other ones you cannot let's not ask questions just trust me trust me right wanted to ask about their what are those that are rented out don't worry about it call canels and call yes call canel and call expired got it yes okay then I wrote this down there's a difference one thing that's very important for you to be able to engage them in conversation that's required when you call them new expired write down new expired that is your priority Barbie gave you a list of 1,800 expired for the past week we want you to call today's expired not last week not yesterday today you understand that when you show up here at

8:00 a.m. every day Monday through Friday you understand that's part of the requirement of the class yeah okay so when you show up at 8:00 a.m. you need to be dialing that days expired that day and when you call these brand new expired they're not happy people okay so understanding why are they not happy cuz some of them they're literally hostile okay like they're they're like losing it first of all you're not going to do this because it's not legal but there are agents in dayen Broward County calling these new expired even before 7 a.m. yeah okay and when I 20 years ago when I first got a real estate license and I'm calling expired there were

Agents calling at that time too I've coached agents oneon-one six :30 6:15 I'm like you're out of your mind okay like do not do that you're going to call at 8:00 a.m. I can promise you that you will set appointments okay it's not it's not about when I first started I was calling at 9:00 a.m. because I was afraid of calling at 8 I thought 8 was too early it was legal to call at 8 but I it was in my head okay it was my own fear which you have none in this room yes Fearless okay but I spend a good probably two years calling expires at 9:00 a.m. I listed some of them but the later you call the angrier they are okay it's like I have I have clients that say well you

Know like they're so they're so angry what time are you calling 1011 okay yeah I mean if I'm if they're still answering the phone and then I have other clients expires don't answer the phone what time are you calling 1011 yeah of course wouldn't wouldn't you stop answering the phone if you if you've been getting calls since 6:30 a.m. yeah so it's 800 a.m. that's the time okay that's like the sweet time you got to get you can't get here and like oh you know I got to go to the bathroom I got to get no you got to be dialing if you need to get ready then you show up earlier so at 8: a.m. you're ready to go got it so the mindset of an expire ired

Listing write this down you cannot you know I always say this they don't think with your head they think with their own head so if you talk to them from your perspective as an agent and you want to tell them what you're going to do they don't care he they've had their house listed I'm going to just say six months whatever let's say three four whatever let's use 6 months as an example they had the house for sale for several months it didn't sell they're not happy that alone they're not H doesn't matter why but you forget it don't analyze anything stop analyzing too okay you think too much stop thinking just do what I say okay it's like called

Brainwashing okay don't think about it doesn't matter the fact is they spent several months with their house for sale it didn't sell should they be happy should they be happy to talk to real estate agents that they don't know no they're not happy that's their mindset I wouldn't be happy either if I was in their situation number one then we add to that the fact that their phone started ringing the day the listing expired they spent six months no no showings very few showings no offers low offers whatever and the day the listing buyer early in the morning nonstop calls from agent saying I could sell it I could sell I what the heck think about where they're at when

You call do you understand got it got it okay we're going to talk the minds about the mindset of a cancelled listing in a little bit it's different okay this is the mindset of an expired and you have to understand their mindset to be able to relate to them where they're at not where you're at where they're at got it okay and the skill it's the same skill with a cancelled but the mindset of the cancelled listing is a little bit different I actually like canel more than expireds tell you why in a minute so the skill that's going to get you to engage them like magical do you get that you could turn like the most the Ang angest most frustrated hostile just like

That all of a sudden they're talking to they like gorilla you know they may still give you a list of objections but their the their emotion is not of anger and frustration anymore they're still not with you anyway okay got it this is a key skill and it's referred to as mimicking and matching or mirroring and matching it's a must and what this means you should write this down when they answer the phone you must match their emotion they're angry you're angry they sound frustrated you're frustrated not at them with them it is like it's magical you could literally have anyone eating out of the p palm of your hand when you learn to anyone not just expired listings your

Spouse significant other girlfriend whatever boyfriend yeah it's amazing matching their emotion matching their rate of speech rate of speech write it down emotion rate of speech and the volume of their voice this is critical you trust me you're going to do what I say yes and you have no fear don't get in your head it's like oh this is so awkward forget all of that you're just going to do it you're going to do your very best and you could actually practice with every you go order a coffee at Starbucks match the Barista when you order your coffee just just yeah pay attention to how they speak and match it the reason why this is so critical it's not just for expireds but we are

Talking about expireds and canels people feel comfortable with people who are like them do you get that that's it that's like a universal truth when you call someone and there're I used to do this okay so I know firsthand don't try it don't do it I already did it doesn't work so you don't need to do it yourself to prove it okay because you trust me so you believe me when I was brand new to real estate calling expired I I I sold real estate in Broward so they would answer pH hello and I go hi this is Jackie and they're like they get even angrier I'm like what like what is going on like they were already so angry but the nicer I sounded the angrier they got

And all of a sudden they hang up on me and I'm like I didn't know what to do with them um until I learned that skill okay so it when they're angry hello and go hi that doesn't work you understand why right you get any telemarketing calls yeah I don't have my phone on do not call on purpose I love hearing how bad they all are so I get I get a lot of them um the opposite is also true let's say you find one expired they're hard to find new ones right new expireds but you find an expire and they're super nice and they're just chilling you know they're rela hello and you go hi this this is Jackie they're like what like don't hang up on it they're like freak out so the this

Mimicking and matching is the most important skill for you to set appointments so as you start making your calls today if you find yourself how just not pay attention to that that's that's the one that's going to engage them just like that fast because with expired this engagement and making them feel comfortable enough so they don't hang up on you you understand yeah it happens very fast so you write this down this is your I I wrote a list of little uh yeah few things that are like homework assignments for you okay and the very first one is for you to okay that's fine I'll don't have one but it's fine I know the script you have a script book yes yes okay the on the

Very first page you have the expired script yes okay that the one on the left which is for a new expired there's an option too which should be for an old expired it's just an option I actually even if you're calling an old expired which you're only going to call after you call the new ones I still prefer you use the one on the left that's your script so put out a star or Circle it or whatever okay so that script do you see how short it is yeah have you used other scripts you have I'm sure you have yes truth time again so every other script is very long there's a bunch of questions this is one question that's it it's one line it's a question and it's a

Close that's all you need because first of all expired are not interested in answering all those questions like being cross-examined like what the heck like who are you why are you asking it's like it's totally irrelevant that your first homework assignment let me go back to it is to memorize that oneline script today can you do that yes can you yes how are you going to do it play okay yeah calling them is a good is good yeah that's fine I don't care how you do it I'm going to tell you the best way for you to memorize this script today not tomorrow next week we don't have time yes you need listings now not next week not next month it's like today

You need to start setting appointments today and memorizing that scpt script is a requirement it's not optional oh I don't like that I don't want to do that I don't care you want more listings you're going to have to do it that's what it takes clear okay why do you care sometimes it's good to know why because then logically you know if it makes I don't really care if all that I'm saying makes sense to you or not cuz you trust me you believe me you're going to do what I say so great we already agree with that but I think that for you to understand a little bit of the logic is going to help you actually okay I'm going to put the effort right now

Because it makes sense I got to do this yes the reason why you must memorize this script today and it's so short I mean it was asking you to memorize a 10 question script or whatever no it's just one line you could do it is because remember I said the mimicking and matching is a critical skill yes you you have to be able to do that and for you to do that effectively and starting immediately you have to when when they answer the phone hello you cannot be re hi uh this is Jackie I'm a loc that's not going to work do you understand it's not going to work for you to be able to mimic and match effectively engage them they don't hang up on you you got them as long as

They're talking to you you're good you know know and you're going to immediately feel when you mimic and match effectively you'll immediately feel like relieved because when you even I another one of your homework assignments you don't have to write it down now I'll tell you at the end so you could like homework is to go on my YouTube channel just Jackie Kravitz there's some live expired calls there their life calls that I made within the last two years some last year whatever random but their real expired here in D dayen Broward probably or even Palm Beach I don't care if I were if I was you yeah would you drive an hour to take a listing yes without

Doubt no what yes no what what when yeah oh yeah yeah chelia will take all of them okay when I was selling real estate drove on average and this is you know I I've been coaching for like 16 years so you could do the math traffic was not as bad as it is right now but I still drove an average of 45 minutes each way to a listing appointment I lived in Coral Springs most of the not most but a lot of listings we in South Broward every day I'm taking listings in Maramar and pamber Pines what do I care in bokeh on the East like I don't care all of it and you're not you you could actually I understand Miami traffic okay and it's a little worse than it used to be but

Still you can do this you can go to South Miami you can go to Broward why not chos a drove from Brower County some of you who's from Broward here you should be calling expired in dat and Broward oh but they're going to say where's your office don't worry about it okay that's an objection I'll help you when we talk about listing presentation objections I could talk to you more about that that's not a common um Le generation objection they could ask you I'm going to tell you why they give you objections write this down because you want to avoid them right yes okay I'm going to tell you how to avoid them sound confident sound like an authority like

An expert like somebody they can trust that you know what you're doing the reason why you get objections over the phone is cuz they're they're feeling weird they're like hm yeah this doesn't sound right something here is like in like a lack of confidence when you write this down when you hesitate that's the death of like a prospector okay you hesitate they hesitate you're the one causing the objections by hesitating do you understand you get weird they get weird and they hang up on you it's like oh why do they hang up on me because of something you did or something you said yes so that's how you avoid object oh where's your office how long have you

This transcript covers the first 30 minutes of this 7-hour training. Watch the full video for the rest.