hey guys welcome back to my channel in this video I'm gonna tell you exactly what to do to take one expired listing a week as a brand new real estate agent now why I'm actually really excited about this video for you if you're brand new real estate because you probably already know even if you're brand new to real estate that being a listing agent is the way to go being a buyer's agent is uh insane okay I'm very biased toward towards listings but working with Buyers is very ineffective it's time consuming you're gonna get very discouraged and you already know listing agents control the market and you can start being a listing agent from day one now expired listings write this down expired listings are the single best source of immediate listings for you that's why we're gonna talk about this today and I'm gonna give you 10 points so hang in there okay I'm gonna tell you exactly what to do how to do it when to do it what to say all of it okay now write this down expired listings are now business m-o-w now write it in capital letters and circle it over and over and over because you're gonna hear a lot of people out there saying well you know you gotta follow up and it takes time and they give you this objection and that objection they're lying to you okay maybe the people saying that to you I don't know who it is maybe they never called expireds or maybe they're the agents who are calling expireds and listing them the same day that they expire and they don't want you to know that that's possible so they're telling you oh you're gonna have to follow up no no no now business this is critical and I'm going to talk a little bit about that again at the end of the video but for now just remember that 40 to 50 percent of expired listings released with an agent within 72 hours that three days 72 hours it's right now it's so exciting and even as a Brand New World Series you can do it so here's Point number one probably one of the most important things use an effective script when your calling expired listings I'm going to give you the script right now so if you don't have a pen and paper get it pause the video go get a pen and paper so you can write it down you could always rewind to and get it again so let me tell you let me give you the script which is short and then I'm gonna tell you why this is an effective script because when you understand the the reasoning behind what you're saying you're gonna do it better it's gonna make sense to you're more likely to actually get results so the script goes like this they answer the phone ring ring hello you're gonna say hi this is Jackie I'm a local real estate agent don't say your last name don't say your company name I'm sure you know that your house came off the market today and I'm calling you because I am confident that I can sell your house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you are you available today around three o'clock or would four be better for you that is the entire script how easy is that now let's talk about this because I'm telling you this is an effective script and you probably heard other coaches other agents or whoever telling you no no use this script and it has like 10 20 questions on it why that is ineffective and it doesn't make any sense first of all expired listings are not happy people they don't want to sit on the phone and talk to you an agent who they don't know after they've expired and they were listed for six months they're getting calls from a lot of real estate agents on the day they expire they're gonna sit on the phone and tell you well if you sell the home where are you going to they're not interested in that conversation the only thing they're interested in the 40 to 50 percent are gonna re-list right away all they're interested in is can you you the agent talking to them can you make me feel confident that you're actually the right agent and I'm not wasting my time speaking with you that's all they're interested in listen I've listed a lot of expireds in my real estate career and a lot of physicals more physicals than expireds because I was working in a very hot market for several years and there were more fsbos but the ex the the script that I just gave you I've used it my clients are using it every day and setting appointments why because it's what the expire wants to hear they don't want to sit on the phone and talk to you and answer your questions and be interrogated they're looking for a confident agent that can sell their house so when you say that it actually catches their attention as long as you say it confidently you don't want to sound uh like you have no confidence you can do it when you say it so make sure that what you say and how you say it is congruent I'll talk more a little bit about that later which is right now this is point number two actually I thought I had put it later on my list I have my notes Here Point number two is speak with authority with confidence because when you're saying I am confident that I can sell your house it needs to sound like that the tone of your voice goes down it gives you automatic Authority you don't want to say I'm confident that I can sell your house like totally weird like you you're you the way you're saying it sounds like you really have no confidence so be congruent because otherwise to them it sounds weird and when you speak like that if you do they're gonna feel weird they're gonna say no no no I'm busy I'm not interested I'm not and they're going to hang up on you okay that was Point number two the speaking with authority the third thing you're gonna do is you're going to read this one line on the script out loud as fast as you can ten times right before you get on the phone to make calls and I'm gonna tell you the time to do it hang in there okay so let me show you what reading out loud as fast as you can sound like I already gave you the script now you're warming up that's why I'm asking you to do this just like if you if you watch professional players play the game they don't just run in the field or the court and just start playing they warm up you're warming up and reading a lot of stress as you can is going to help you actually internalize the script so you want to do it every day it'll take you uh three or four minutes to do it so it sounds like this hi this is Jack I'm a local real estate agent I'm sure you know your house came off the market today and I'm calling because I'm confident that I can sell your house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you three o'clock work for you today would far be better that's it how long did that take 15 seconds so you do it 10 times over and over and over in the beginning you might not be able to do it as fast but you want to practice it like that okay and then you're gonna get on the phone that's Point number four you're going to call new expires and unconditionally withdrawn listings at 8 AM Monday through Friday and at 9 00 a.m on Saturdays so let me Define what a new expired unconditionally drawn is they're new on the day the listing expires so today whatever day is today they expire today they're new today tomorrow they're not new anymore okay they're old tomorrow so you're gonna focus on the brand new ones that just expired today 8 AM you're on the phone you're calling them now right after you finish calling the new ones inspired unconditionally drones you're going to text the ones that didn't answer the phone and the text message is gonna say the following copy paste so you don't waste your time I have a this is Jackie local real estate agent I have a quick question about your house please give me a call at give your number look forward to talking to you soon thanks that's it that's your text should you leave messages when you come they don't answer the phone no don't leave messages we're working effectively you let the phone ring four times they don't answer hang up dial the next number and chat after you're done with all the calls all right depending on your Market how many you have is whatever time you're gonna finish you're going to text the script I gave you then you're going when you're done with that you're going to call Old expireds up to one month old in chronological order backwards so today you're you call the new ones and then you're gonna call yesterday's expireds and then the day before and then the day before and then the day before okay up to going back for a month you don't have to you don't text them again you only text them on the day they're new they already got your text hopefully some of them will answer when you're done with the old expires and chronological and unconditional withdrons you know I always when I say expires I mention I'm combining both okay when you're done calling the old ones up to a month you're going to get out of your home or office and you're going to go door knocking the new expires the ones that you called at 8am that didn't answer the phone and the ones that are on the Do Not Call list this should still be happening before lunchtime for you so take the ones that are on the Do Not Call the ones that didn't answer create a route map It Out Create a route that makes sense so you're not driving from here to here and then from here and back create a route that makes sense go out and speak with them at the door this is so powerful you're gonna notice when you're calling new expireds in the morning that there are a lot of Agents calling why there are a lot of Agents calling because they know it's the single best source of an immediate listing today if it was not good nobody would be calling now one thing that very few if any agents are doing is door knocking so you're gonna probably be the only one to talk to them what script do you use when you go to the door the same one used over the phone oh hi my name is Jackie I'm sure a local real estate agent I'm sure you know your house came off the market today and I was around the neighborhood wanted to stop by and speak with you set up a time 20 minutes to meet with you because I'm confident that I can just say the same scripture just gonna say it in person if they are not home when you go to the door create a one-page flyer one page that obviously has your your company logo your name and on that flyer just type up the script I'm sure you know your house came out Dear homeowner generic so you're not typing up you can print a whole bunch at the same time uh dear homeowner I'm sure you know your house came off the market today and I stopped by to speak with you because I'm confident that I can sell your house I'd like to set up a time to meet with you for just 20 minutes and show you exactly how I can get this property sold for you please give me a call so we can set up a time to meet my number is look forward to hearing from you soon sign your name your information your contact information that's it they're not home leave that at the door now while you're door knocking you might as well just knock five doors on each side of of the expireds that you just not just go to the neighbor's house you know sometimes you you actual door knocking neighborhood calls can be very effective you may find somebody next door that's looking to sell the house now or a month from now or two months from now or know somebody who wants to sell so just speak with people face to face then go to the next expire and then to the next one okay great now Point number I think this point number eight right now call the new expireds you already know what a new expired is again at six pm so if they didn't answer the phone at 8 AM if they were not home when you got there if they didn't return your text you're gonna call them again at 6 00 PM only the new ones new expires unconditionally withdrons here's Point number nine I think I actually stopped numbering these things don't worry okay I'm I you got all of them even if the numbers are a little confusing to you right now number nine or number next watch this is on my YouTube channel you can search it in the videos click on videos and and find it there watch the top this is the title of the video top five expired listing objections every day I want you to watch that video because you're brand new to real estate when you call you're gonna get some objections you're gonna read the script and you're gonna say I want to meet with you for just 20 minutes so three o'clock work for you today will probably be better and they're saying no I'm not selling anymore or no I'm gonna release with the same agent so go so you need to know what to say right so you're gonna watch that video every day because you need repetition I used to do this so much when I first got into real estate I used to listen to role plays I used to listen to a lot of stuff and make a lot of calls that's how I got better and better and better and the first day you do it the first time you watch this video I want you to transcribe the objection the responses that I'm giving you on the video I want you to actually write it down so then you can read it to yourself you could study it you could learn it you could have it in front of you so when you're calling expires tomorrow and they give you the objection you don't know what to say you could just read the answer ideally obviously you're gonna get to a point where you're not gonna have to read it anymore because you're gonna memorize it and internalize it but in the beginning that's what you need to do and listening to it every single day repetition is the mother of skill that's how you're gonna get great at this and point number 10 is and this is going back to the first thing I said to you expired listings are now business and point number 10 is focus on setting appointments not getting leads they're not long-term leads at all you in a few believe that they are well then when they say to you I'm not selling anymore you're gonna say oh okay or when they say well I'm taking it off the market for a couple of months call me call me in a few months you're gonna say oh okay and then you're gonna call them back a month later and they listed the house with an agent two days after they expired or the same day they expire and you're gonna be scratching your head trust me it's happened to me it happens to every age and I've coached and I've coached thousands of Ages you're gonna call them back you're gonna be like what happened they told me they weren't selling anymore they told me they weren't listening for a couple of months what do you mean you listed uh-huh yeah because you bought into the fact that this is a lead they're not leads their immediate business and I want to end with this okay you're brand new you're starting this this week you're gonna really focus on it you're gonna do everything I say will you list an expired on week one maybe that's totally possible a hundred percent possible I have agents that join my coaching got the script started calling and like I I have one client I've actually interviewed her from my YouTube channel she within a month uh one week that I I actually gave him a big pep talk on the live call she says okay I'm gonna do it she listed like five expireds within three days I'm like what I don't know that I've ever listed five expires in a three day period I mean this girl like she's killing it and she's she was fairly new she was a buyer's agent not necessarily brand new three years in real estate always a buyer's agent then decided to start calling experts so could you do that could you take one or two or three listings the first week yes you can will you I don't know but that's not don't don't even get in your head you have to stay consistent in doing everything I told you to do and do it every day because the results might take a little bit of time maybe not maybe yes and when you stay consistent and you do this every day you are gonna get results you're gonna see results and I said to you that expired listings are now business is it possible that you may get some leads yes you're gonna have some leads and when you have leads you make sure you follow up very aggressively follow up soon and ask for the appointment when you call the problem is when you get on the initial call if you're thinking you're gonna get leads then you're definitely not going to get appointments because you're gonna buy into their objections they'll become a condition for you and somebody else is going to list those properties and the last thing that I want to say I told you to go door knocked the the ones that are on the Do Not Call List don't call or text the ones that are on the Do Not Call List you go to the door period end of story okay and there are Services out there you can use to get phone numbers for expireds I recommend espresso agent and Vulcan 7.

if you want a special code and get special pricing and so on go to my website either Jackie kravitz.com or salesextraining.com it's the same website it just redirects whatever is easier for you and there's a tab there for dialer and you'll be able to get the special code right now I think it's jackie22 for espresso agent there's a link for Vulcan 7 they'll give you all of the expired information every day you could actually create a system for calling those old expireds is a great service that's it for this video put your comments and questions below I read them I respond to them I know you can do this if you're not subscribed to the channel yet of course make sure you do it ring the bell next to it so you get a notification when we upload new videos thanks for watching go list those expireds and I will see you soon