Live Expired Listing Call: How I Set a Same-Day Appointment

expired listings

By Jackie Kravitz, real estate coach and creator of 24 Listings in 12 Months. Jackie personally listed 150 For Sale By Owners and expired listings a year, selling 125 homes annually for ten consecutive years.

What does a real expired listing call sound like? In this live call, Jackie calls a brand new expired listing, gets the number of the person handling the sale, and when he calls back she sets a 20-minute appointment for 4 p.m. the same day on Zoom, because he lives out of state.

Key Moments in the Video

0:00 Setting up the expired listing call
0:58 Ask who is handling the sale
2:36 The live expired listing call
3:33 Setting the appointment on Zoom
3:58 Confirming the appointment

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How This Call Happened

I started calling new expireds at 8 a.m. and stopped around 9. I dialed maybe 80 or 85 numbers, talked to about six people, and set no appointment.

Around 8:10 or 8:15, a man answered. The owner's name on my list was a woman's, so I asked for her by name. He told me she had passed away. I said I was sorry to hear that, told him I was calling about the property, and asked who was handling the sale. Her son was. I asked if he'd mind giving me the son's number so I could call him and talk about how I can sell the property, and he gave it to me.

Always Ask Who Is Handling the Sale

I tell my clients this all the time. When you get somebody on the phone and someone else is handling the sale, ask them for that person's number. If you're speaking with the husband and he says he needs to talk to his wife, say "Oh, I'd love to chat with your wife for a couple of minutes. Could I have her number" Most of the time they'll give it to you.

I called the son. No answer, and I did not leave a message. I kept making calls until 9 a.m.

The Return Call

A few minutes after I stopped dialing, my phone rang. It was the son calling me back. He was not the typical angry expired. I might have been the only agent who called him that morning, because the other agents weren't asking for his phone number. I was one of the few who had it.

What I Said on the Call

After confirming it was his mom's property and that it came off the market that morning, I said:

"I know the property didn't sell and [name], I specialize in selling homes that other agents were not able to sell and 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."

Notice it's the same structure as my expired script: I acknowledge the situation, state my confidence, and ask for a 20-minute meeting.

Setting the Appointment on Zoom

He told me the only way to meet would be for me to come to New Jersey. The property is in South Florida. So I offered a video meeting instead:

"Since you're not in South Florida, [name], we can set up a meeting on Zoom. It'll be a video conference. It would only take 20 minutes. I'd like to show you what I do differently to get property sold and how I can get it done. So, would you have 20 minutes say I don't know, maybe around 4:00 or 5:00 today"

He said 4:00 was fine.

Confirm the Appointment and Ask One More Question

I got his email so I could send information ahead of time and the link for our video conference. Then I asked how soon he'd like to get the property sold. His answer: "Right away. Right away."

I confirmed once more: we're set for 4 p.m. today, I'll email you ahead of time, and I look forward to seeing you.

What to Take From This Call

First, you don't need a long script. The same few lines work on the phone, at the door and on a return call. Second, be willing to work around the obstacle. The owner on my list had passed away and the decision maker lived in another state, and I still set a same-day appointment. Third, keep dialing the new expireds at 8 a.m. One hour of calls with no appointment turned into a listing appointment a few minutes later.

FAQ

What do I do if the owner on my list isn't the one handling the sale

Ask who is handling the sale and ask for that person's phone number. Jackie says most of the time they'll give it to you.

Should I leave a voicemail on an expired call

No. Jackie called the son, got no answer, did not leave a message, and kept dialing. He called her back.

What if the seller lives out of state

Offer a 20-minute meeting on Zoom. In this call, Jackie set the video appointment for 4 p.m. the same day.

Full Video Transcript

Hey guys, welcome back to my channel. You're about to hear an expired call where I set an appointment. I just want to tell you how this happened. I started calling new expired at 8:00 a.m. I stopped around 9:00, so I called for about an hour, dialed maybe 80 phone numbers, 85. I don't know the exact number. Uh talked to maybe six people, no appointment set. Around 8:10, 8:15, I dialed a number and a man answers the phone. Now, the owner's name that I had in front of me was a woman's name. So, I asked for the lady by name and he said, "Oh, uh she passed away." And I said, "Oh, I'm so sorry to hear that.

I'm calling about the property located at" and told him the city. He said and I asked, "Do you know who's handling the sale of the property?" And he said, "Her son is." "Oh, would you mind giving me his her son's phone number so I can give him a call and talk about how I can sell the property." He said, "Sure, here's the number." He gives me the number. I tell my clients all the time, when you get somebody on the phone and somebody else is handling the sale, ask them. If you're speaking with the husband and he says I need to speak with the wife, say, "Oh, I'd love to chat with your wife for a couple of minutes.

Could I have her number?" Most of the time they'll give you the number. So, anyway, this guy gives me the son's phone number and his name. I called the number, no answer. I did not leave a message. I made kept making phone calls till 9:00 a.m. I'm still sitting in front of my computer and the video is still going. It was just a few minutes after I had stopped dialing the new expireds, my phone rings. And you're going to hear the call. It's the son calling me back. He's like, "Oh, you called me earlier." And he gave me his name and I I immediately knew who he was. I hadn't talked to them many people that day and we set an appointment.

Now, the son is in New Jersey, not in South Florida, so we set a listing appointment on Zoom for later that same day. It was fairly easy to actually speak with the son. He was not the typical, you know, angry expired he because he probably I I might have been the only agent that called him that morning because everybody else is calling is not really asking for his phone number. So, I was one of the few that had it. And here's the appointment. I trust you'll learn a lot from it. Put your comments and questions below. Subscribe to the channel if you haven't done that yet and I will see you soon. Hello. Hello. Hi.

>> Yes, you you called me? >> Uh >> This is the Woods who called at the Cats Pause. >> Oh, yeah, yeah. Chris Woods, right? >> Yes, yes, yes. >> Yeah, Chris. My name is Jackie. I'm a real estate agent in South Florida calling about I think it was your mom's property that was for sale and it came off the market this morning. Yes? >> Yeah, okay. I guess it left the market because the agreement is over with the >> Exactly. Right, right. And and I know the property didn't sell and Chris, I specialize in selling homes that other agents were not able to sell and 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.

Are you in South >> way you the only way that you could meet with me would be for you to come to to Jersey. >> Well, I was I was just in New York last week. I was close. So, here's what I propose since since since you're not in South Florida, Chris, we can set up a meeting on Zoom. It'll be a video conference. It would only take 20 minutes. I'd like to show you what I do differently to get property sold and how I can get it done. So, would you have 20 minutes say I don't know, maybe around 4:00 or 5:00 today? Does that work for you? >> 4:00 is fine. >> 4:00 p.m.

today. Okay, perfect. Joseph, I'm going to be emailing you some information. Joseph, did I call him Chris? What email address should I use for you? >> Uh the email will be >> MSN. Okay, perfect. Okay, so I will again my name is Jackie. We're set up for 4:00 p.m. today. I'll email you some information ahead of time and of course the link for our video conference and I'm just curious Chris, um how soon would you like to get the property? So, that I imagine sooner the better. >> Right away. Right away. >> Right away. Excellent. Okay, perfect. I look forward to seeing you at 4:00 today and we can get this done for you. >> a plan to send it send send it send it email and if there's if there's a problem, I'll acknowledge when you send it that I received it.

>> Yes, perfect. Sounds good. I'll see you today at 4:00 p.m. >> Okay, thank you. >> Thank you. Bye-bye.

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