hey guys welcome back to my channel in this video I'm gonna share with you exactly how to handle expired objections over the phone so you can set more appointments I wrote down Five Points I'm not only going to share with you how to do it I'm gonna give you the script okay on how to do it so hang in there the first thing I wrote down is this remember that there are only a few expired objections they're not a hundred of them there are some common objections and when you call new expires new meaning the ones that expire today because that's when you need to call them when they're new they're hot you're gonna hear some common objections over and over and over which obviously makes it easier for you to actually Master the stuff because you're it's not a hundred different things you're hearing it's always the same and when you learn how to respond they're yours and expireds are the single best source of media business it's amazing I love fizzbos too maybe you know maybe you don't like I'm obsessed with fizzbos but expireds are easier for you to list if you're able to handle their objections over the phone so what are some of these common objections I wrote down I'm not selling anymore super common where were you when my house was for sale I'm going to re-list with the same agent what do you do differently and call me if you have a buyer but I'm not listing the house these are some very common ones I cannot even think of others I mean they may say some different things but they all you know it's almost the same stuff once in a while you may hear something off the wall you don't need to worry about how to handle an off-the-wall objection that you hear in one in a thousand what you need to do is focus on learning how to handle the most common ones because that is going to get you a lot of appointments so let's talk about the first one that I wrote down which is I'm not selling anymore how do you respond when you when they say that I like to say oh okay so you're just gonna leave it off the market then now with most expired listings they're not very patient people I'm generalizing because I have called a lot of new expireds and I have clients that are doing it so I know that that's how it works they're not patient they're getting a lot of calls they're frustrated because the house didn't sell so you cannot like hesitate I mean you shouldn't hesitate with anybody on the phone but you can like no if you if if you're in that mode they're gonna hang up on it very quickly at the same time when they say they're not selling anymore the first thing I say being okay so you're just leaving it off the market then I'm sort of acknowledging what they're saying with a tonality of okay like no big deal I'm I wanna take away the thought in their mind that I'm gonna be asking for a listing appointment which is what most agents are doing and they're already set they're not selling anymore so if they start to feel any kind of pressure that you're taking them in direction of wanting to be they're gonna hang up so the tonality with which I say and they're gonna say yeah yeah I'm not I'm not gonna sell it for now no problem I'm just curious and state their name I like using people's name I'm just curious Jackie if you were absolutely confident that your house would sell would you consider putting it back on the market now the tonality with which I said that you could rewind and listen to it again write down the words word for word but also the tonality it's a very non-threatening it inspireds are new expireds they're on edge they're getting bombarded with phone calls from real estate agents and saying I'm not selling anymore it's a quick easy way to just get this phone call over with and they don't want any pressure so the tonality is critical so would you consider putting it back on the market now and some of them would say wow yeah well I'm not confident no whatever they may say here right if they say no let's assume that right that they say no no you know I'm really not selling then I'm gonna repeat that and I'm gonna say and and you know Jackie I understand why you wouldn't even want to consider selling it anymore because you had it on the market for six months and it didn't sell so there's no reason for you to think that all of a sudden there there's a way to sell it and so here's what I'm thinking Jackie and you're under no obligation whether you sell this house now a year from now or five years from now considering that you had it on the market and it didn't sell I'd like to come by and meet with you for just 20 minutes and show you what it would take to get this property sold if and when you're ready to sell it and again no pressure no obligation on your end I just want to be able to share with you what I do differently to get houses sold in today's market because in the last six months while your home was listed for sale I've been able to sell X number of properties and if your X whatever number you sold right and if you're brand new to real estate and you didn't sell anything yet use your company stats I'd like to share with you how my company actually sold a hundred homes in the last six months while your home was for sale so what would be a good time for me to come by I have an opening today at three o'clock would four be better or you could even skip that all together if you're brand new and you don't feel comfortable whatever you don't need to necessarily use that you could just say I'd like to come by for 20 minutes and show you what I do differently to get houses sold in today's market would three o'clock work for you would four be better that's it now this is not that complicated okay this is not brain surgery this is easy it's I just shared with you what to say you're gonna hear that from a lot of expired listings and you not learning what to say is costing you a fortune and I just showed you and I gave you what to say so learn it so you could start setting appointments okay the next objection where were you when my house was for sale so I would say first thing I'm gonna do is some approval here I would say you know Jackie that's a that's a probably the most important question that that you want an answer to because bottom line is you had the house for sale for six months it didn't sell and all of a sudden I'm sure I'm not the only agent calling you today and saying that I can sell the property and and Jackie I'm not gonna insult your intelligence and tell you that I have a buyer for your house right here right now because if any agent had a buyer your home would be sold you wouldn't have you wouldn't have expired what I like to do Jackie is come by and meet with you and show you exactly what I was doing to get my listings sold in the last six months and how I will be able to find a buyer for your property just like I did for all of the sellers who hired me so would you be available around three o'clock today would four be better so where were you and my houses for sale that's one thing you can say something else you could say is look Jackie I'm not gonna insult your intelligence and tell you that well you know I give you some some run around that story bottom line is I did not bring a buyer to your property first of all I didn't even know their house was for sale and and I don't mean that in any disrespectful way and there are thousands of homes in the multiple listing service and your agent didn't personally contact me to tell me about your home so I was actually busy looking for buyers for the sellers who hired me and I'd like to come by and share with you how I can do the same thing for you would you be available around three o'clock today would four be better okay so you got two different options there how about the next one I'm gonna re-list to the same agent I would say you know Jackie I I hear what you're saying and I respect that I I don't personally know your previous agent but I would imagine since you're considering relisting with them I'm sure he or she is is a good Agent and at the same time Jackie since they had your house listed for six months and it didn't sell I'd like to come by and meet with you for just 20 minutes before you make a final decision to relist with that agent just to give you a second opinion and share with you what I do differently from other agents to get properties sold in today's market with three o'clock work for you today would probably be better another one as I was saying just came to my mind that I really like is is saying something like this look Jackie I respect what you're saying and and quite honestly I I really like the fact that you're considering realistic with the same agent because I I specialize in selling homes like yours that other agents couldn't sell and most expired listings homes that come off the market and not they're not sold like yours sellers are really not happy with their previous agent and it sounds like you were pretty happy so that actually makes me feel good it it gives our industry a better name that we currently have and at the same time Jackie you sound like a smart lady wouldn't you agree that the same agent doing the same thing is likely to produce the same results yeah but they're gonna do something different now and I hear you Jackie and don't you wonder why they didn't do that in the last six months here's what I'm thinking just so you can be sure that this time around your home will sell let me come by for just 20 minutes and show you what I do differently to get houses sold in today's market and then hey at the end of our meeting you can decide what's best for yourself are you available around three o'clock today would four be better there you go you have a script for that um the next one what do you do differently I love this so you're gonna repeat a letter and say and and you know Jackie that is a great question and probably the most important question you need an answer to and that's exactly why I want to come by and meet with you for just 20 minutes and in those 20 minutes I'll share with you exactly what I do differently to find buyers for the properties that I list because ultimately that's what you're looking for you're looking for an agent who knows how to find the buyer for your property right well yeah that's right great what would be a good time for me to come by I have an opening today around three o'clock would four be better for you and the last one call me if you have a buyer but I'm not listing and I and I would say Jackie I I appreciate the offer and I completely understand why you wouldn't want to list the property I mean you've already done that and that didn't work so why would you want to do the same thing again I I completely understand and at the same time since you are offering to pay a commission if I happen to have a buyer it sounds like even though you don't want to list the property you're still interested in selling it right so all of this to come to the the motivation I mean obviously they want to sell it otherwise they wouldn't say bring me a buyer and they would say well yeah I do want to sell it and then I'm gonna change the conversation here and say great so here's what I proposed Jackie and you are under no obligation I'd like to come by and meet with you for just 20 minutes and show you what is it that I do to find buyers for the properties that I list and how I would be able to find the buyer for your property let's say they say well you know if you know how to find a buyer just find a buyer and when you have the buyer then you call me I'm not interested in listing eight I appreciate what you're saying Jacqueline or Jackie my name is Jacqueline I appreciate what you're saying Jackie and you sound like a smart lady and I'm sure you would agree with me that finding a buyer for a property in this case your property it really isn't all that easy I mean your home was on the market for six months and it didn't sell and that's because it takes a lot of time energy effort and money to find the right buyer for your property and again I know you're not looking to list the property and I respect that if I was in your situation after six months of being on the market and not selling I wouldn't be interested in enlisting with another region either because I'm sure you're thinking all agents are the same they all do the same thing so why am I gonna waste my time I understand and I I respect that and I'm still proposing Jackie that you give me just 20 minutes of your time and I promise you it's not gonna be a waste of your time at the end of our meeting whatever you decide is perfectly fine but I promise you that you will know exactly why your house didn't sell and what it will take to actually get it sold are you available for 20 minutes around three o'clock today would four be better there you have it you have the scripts obviously you know I say this is easy it's just a conversation that you need to master you master by practicing it I wrote down a couple of other points here I want to finish this up for you if you hear an objection and you have no idea what to say because that happens it happened to me yes in that moment doesn't happen anymore but in the moment you're like especially when you haven't mastered this yet the worst thing you can do in that moment is hesitate it's like uh that's it you're done okay when you're talking to somebody you don't know you hesitate they hesitate the calls over so what you do when you don't know what to do is repeat and approve ask a question repeat the question so so Jackie what I hear you saying is you if if I happen to have a buyer great you you know give you a call and you would consider but you you don't want to list the property right I'm just repeating what they're saying repeat a proof ask a clarifying question that's what you do you keep this conversation moving and while you do that you're buying time okay you're buying time don't worry about how it happens that's exactly how it happens and all of a sudden sometimes the objection goes away and or the answer just comes out of your mouth because you're it's just you've heard it before you've heard it here on this video you you've heard in different places so you know the answers just that in the moment when you're you know they're agitated a little bit hostile and you're under pressure you're not ready to respond but the repeating approving asking clarifying questions will get you there then I also wrote take the pressure off I like to say Jackie you're under no obligation let me come by saying that alone they already feeling okay well yeah I'm not under pressure to list the house and she's gonna tell me why I didn't sell whatever okay and it's only 20 minutes which is easy for them to say yes to so take the pressure off okay make it easy for them to say yes and you're gonna get a lot more yeses than the last thing I wrote down is never hang up on an expired call so how are these calls gonna end you're committed to staying in this conversation until they hang up on you so you're not allowed to hang up on them this is called The Hang Up game you don't hang up you gotta get hung up on and trust me when you have this kind of mindset on a call I'm gonna stay here I may not know what to say if I don't know what to say I'm gonna do what Jackie said and I'm gonna listen to this again and I'm gonna write down the objections I'm gonna keep this going somehow until they are just either either they give you the appointment or they hang up on you you're gonna get so much better so much faster and also remember five eighty percent of all the yeses come after five closes so you gotta ask five times before you have an eighty percent chance of getting a yes so when you play The Hang Up game trust me you're gonna get better faster and you're gonna set a lot more appointments that's it for this one hey if you have any questions posted on the comments let me know your thoughts on this like the video subscribe to the channel click the Bell next to it we're uploading new videos all the time thanks for watching and I will see you on the next video