Hey guys, welcome back to my channel. In this video, I'm going to tell you exactly what to do to take one expired listing a week as a brand new real estate agent. Now, why I I'm actually really excited about this video for you if you're brand new to 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 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 going to talk about this today. And I'm going to give you 10 points. So hang in there, okay? I'm going to 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. N 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 got to 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 going to 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% of expired listings relist 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 real estate agent, you can do it. So, here's point number one, probably one of the most important things.

Use an effective script when you're 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 could write it down. You could always rewind, too, and get it again. So, let me tell you, let me give you the script, which is short, and then I'm going to tell you why this is an effective script because when you understand the the reasoning behind what you're saying, you're going to do it better.

It's going to make sense to you, you're more likely to actually get results. So, the script goes like this. They answer the phone. Ring, ring, hello. You're going to 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 3:00 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, 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 going to 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% that are going to relist right away. All they're interested in is can 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 FSBOs, more FSBOs 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 going to feel weird. They're going to 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 going to do is you're going to read this one line on the script out loud as fast as you can 10 times right before you get on the phone to make calls.

And I'm going to 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 out loud as fast 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 Jackie. 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. 3:00 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 going to get on the phone. That's point number four. You're going to call new expireds and unconditionally withdrawn listings at 8:00 a.m. Monday through Friday and at 9:00 a.m. on Saturdays. So, let me define what a new expired or 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 going to focus on the brand new ones that just expired today, 8 a.m. 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 going to 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 call and 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 t after you're done with all the calls, right? depending on your market, how many you have is whatever time you're going to 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 going to 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 expireds and chronological and unconditional withdraws.

You know, I always when I say expireds, I'm mention I'm 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 expireds, the ones that you called at 8 a.m. 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 going to notice when your calling you 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 [snorts] very few, if any, agents are doing is door knocking. So, you're going to probably be the only one to talk to them. What script do you use when you go to the door? The same one you used over the phone. Oh, hi. My name is Jackie. I'm sure 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 could you say the same script.

You're just going to say it in person. If they are not home when you go to the door, create a onepage 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 up. Dear homeowner, generic, so you're not typing up. You could 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 knocked.

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 is point number eight right now. Call the new expireds. You already know what a new expired is. again at 6:00 p.m.

So, if they didn't answer the phone at 8:00 a.m., if they were not home when you got there, if they didn't return your text, you're going to call them again at 6 p.m. Only the new ones, new expires, unconditionally withdrawns. Here's point number nine. I think I actually stopped numbering these things. Don't worry, okay? 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 going to get some objections. You're going to read the script and you're going to say, "I want to meet with you for just 20 minutes or 3:00 work for you today better." And they're say, "No, I'm not selling anymore." Or, "No, I'm going to relist with the same agent." So, go.

So, you need to know what to say, right? So, you're going to 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 your 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 going to get to a point where you're not going to have to read it anymore because you're going to 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 going to 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 and if you believe that they are well then when they say to you I'm not selling anymore you're going to 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 in a few months you're going to say oh okay and then you're going to call them back a month later and they listed the house with an agent two days after they expired or the same day they expired and you're going to be scratching your head trust me it's happened to me happens to every agent I've coached and I've coached thousands ages.

You're going to call them back. You're going to be like, "What happened? They told me they weren't selling anymore. They told me they weren't listing for a couple of months. What do you mean you listed?" Uh-huh. Yeah. Cuz you bought into the fact that this is a lead. They're not leads. They're immediate business. And I want to end with this. Okay? You're brand new. You're starting this this week. You're going to really focus on it. You're going to do everything I say. Will you list an expired on week one?

Maybe. That's totally possible. 100% possible. I have agents that joined my coaching, got the script, started calling, and like I I I have one client. I've actually interviewed her for my YouTube channel. She within a month uh one week that I I actually gave him a a big pep talk on the live call, she says, "Okay, I'm going to do it." She listed like five expireds within three days. I'm like, "What? I don't know that I've ever listed five expireds 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 expired. 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 going to get results. You're going to 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 going to 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 going to get leads, then you're definitely not going to get appointments because you're going to 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 knock the do 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 salesxtraining.com.

It's the same website. It just redirects whatever is easier for you. And there's a tab there for a 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.