How to Approach & Convert Expired Listings w/ Jonathan Kirk

Expired listings can be hard to approach. They have strong walls, and sellers in this situation have already been through the real estate experience and come out of it with with a bitter taste in their mouths. What’s the best way to contact sellers in this situation, and how should you approach them? Is there an ideal state in which you perform at your best? What do you do when you encounter resistance and objections? In this episode, Jonathan Kirk, a master in converting expired listings, shares his recipe for success.

 

 

Your thought goes into energy, and then it creates “matter”-- in other words, our experiences. -Dr Hank

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3 Things We Learned From This Episode

- Do the majority of your prospecting over the phone

Over the phone, it’s easier to connect, ask questions, and empathize with sellers who haven’t managed to sell their homes in the past few months. Our communication style is important. Speak as someone who is genuinely interested in how they can help.

 

- Find your ideal state

The truth is that not even the best agent out there can perform at their best if they are in a bad state. What we feed our minds in the morning programs our mood for the entire day. Before you make the first call, write down 3 things you are grateful for.

 

- Dissolve resistance by asking questions

One of the best ways to fight off resistance is to gather information about why they don’t want to move forward, their motivations, and their previous experiences. Put the spotlight on their needs.

 

What do you do when the seller of an expired listing is being contacted by many agents and you just happen to be one of them? What kind of value can you bring that will make you stand out? First, ask the seller if they are comfortable with the idea of you calling the other agents and finding out whether they already have a buyer. In case they do (which is rarely the case), the other agents are free to take the listing. Sell them on this by saying that a phone call will save both their time and the time of the other agents. If the other agents don’t have a buyer for them, ask them if they are comfortable working with you instead.

 

Guest Bio-  Jonathan Kirk is a master when it comes to scripts and converting expired listings. He is in the top 1% fastest growing teams and the CEO of Kirk Home Group. You can reach out to Jonathan at 443-928-4550