Step 1: Personalized Opening (10-15 seconds)
“Hi [Prospect’s Name], this is [Your Name] from [Your Real Estate Agency]. I noticed that your home listing recently expired, and I’d love to discuss how we can effectively relist your property to attract the right buyers. Do you have a moment to chat?”
📌 Pro Tip: Reference specific details about their expired listing to show you’ve done your research.
Step 2: Initial Prospect Response
Based on their response, follow one of the paths below:
Prospect Agrees to Continue
“Great! Let me share how we can help your property stand out in the market.”
✨ Book Insight: Immediately begin building value by outlining your unique strategies.
Instruction: Proceed to Step 3: Understanding Their Selling Experience.
Prospect Is Busy
“I understand you’re busy. When would be a better time to discuss how we can successfully relist your property?”
⏰ Respect Their Time: Schedule a follow-up without pressing for immediate attention.
Instruction: Schedule a follow-up and gracefully end the call.
Prospect Shows Disinterest
“I understand. May I ask how you previously tried to sell your home and what challenges you faced?”
🔍 Redirect the Conversation: Gain insights into their past experiences to identify opportunities.
Instruction: Proceed to Step 3: Understanding Their Selling Experience.
Prospect Asks a Question
Provide a confident and informative answer, then steer the conversation forward.
💡 Turn Questions into Value: Use their inquiries to highlight your expertise and solutions.
Instruction: After answering, guide them to Step 3: Understanding Their Selling Experience.
Step 3: Understanding Their Selling Experience (15-30 seconds)
“Can you share a bit about your experience trying to sell your home and what challenges you encountered?”
🗣️ Ask Open-Ended Questions: Encourage prospects to share their pain points and experiences.
📌 Follow-Up Prompt: If the prospect is unsure, try asking: “What do you think was the biggest factor in your listing not selling?”
Step 4: Tailoring the Response
Respond based on their selling challenges:
Price Was Too High
“I understand pricing is crucial. That’s why we conduct a comprehensive market analysis to price your home competitively, ensuring it attracts the right buyers quickly.”
Marketing Was Insufficient
“Effective marketing is key to a successful sale. We utilize a multi-channel approach, including professional photography, virtual tours, and targeted online advertising to showcase your property to a wider audience.”
Property Presentation
“Presentation makes a significant difference. We offer staging services and professional photo shoots to highlight your home’s best features, making it more appealing to potential buyers.”
Limited Exposure
“Increasing your property’s exposure is vital. We list your home on multiple platforms, including MLS, social media, and our exclusive network, ensuring maximum visibility.”
Other Challenges
“Regardless of the challenges you faced, we have tailored solutions to address each one and ensure your home gets the attention it deserves.”
Step 5: Addressing Common Concerns
“I understand that relisting your home can bring up concerns about cost, time, and the process. We specialize in creating efficient, cost-effective strategies tailored to your needs, so you can focus on what matters most to you.”
💬 Acknowledge and Offer Solutions: Validate their concerns and present your offerings as solutions.
📌 Note: If the prospect raises general concerns, address them here. If they raise specific objections like cost or time, proceed to Step 6.
Step 6: Handling Specific Objections
Respond based on their primary concern:
Cost is a Concern
“I understand that budget is important. We offer flexible commission structures and personalized marketing plans that fit within your financial expectations.”
“What budget range are you comfortable with for relisting your property?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Time is a Concern
“Time is valuable, and we respect that. Our streamlined process ensures that your home is relisted quickly and efficiently, minimizing any downtime on the market.”
“How much time do you have available for preparing your home for the relisting process?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Process Complexity is a Concern
“We handle all the details for you—from staging and photography to negotiations and paperwork. Our goal is to make the relisting process as smooth and hassle-free as possible.”
“Would having a dedicated team manage the entire process make relisting easier for you?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Step 7: Offering Genuine Value
“My goal isn’t just to relist your property—it’s to ensure we attract the right buyers quickly and maximize your return. Here’s how our tailored approach can make a difference for you.”p>
🌟 Focus on Helping: Position yourself as a partner, not just a salesperson.
Step 8: Engaging Follow-Up Questions
Ask questions that encourage the prospect to think and engage:
Example Questions
“If you could improve one thing about how your home is presented to buyers, what would it be?”
“How do you envision the ideal selling process for your property?”
“Have you noticed any strategies from other listings that you found effective or would like to emulate?”
Instruction: If the prospect seems unsure, prompt with: “If we could address one of your main concerns, what would it be?”
Step 9: Closing Without Pressure
“How about I prepare a customized marketing plan for your property and we can review it together next week? There’s absolutely no pressure—just some strategies for you to consider.”
🤝 Offer Options: Provide value without pushing for an immediate sale.
Step 10: Scheduling the Follow-Up
If the prospect agrees, schedule the follow-up call.
“Great! Would Tuesday at 10 AM or Thursday at 2 PM work better for you?”
📅 Provide Specific Options: Make scheduling easy by offering clear time slots.
Step 11: Handling Additional Responses
Be prepared for various additional responses and handle them accordingly:
Prospect Requests More Information
“Absolutely, I’d be happy to send you some information. Could you share your email address so I can send over a brief overview and some examples of our successful listings?”
Prospect Mentions Budget Constraints
“I understand budget is important. We can discuss flexible commission structures or tailored marketing packages that fit within your financial plan.”
Prospect Expresses Satisfaction with Current Setup
“That’s great to hear! Just in case you ever decide to relist or need any advice in the future, I’d love to keep in touch and share insights that might benefit your business.”
Prospect Asks About Specific Features
“Great question! We can integrate features like virtual tours, professional photography, comprehensive online marketing campaigns, and more based on what your property needs.”
Step 12: Finalizing the Call
Regardless of the outcome, always end the call on a positive note:
“Thank you for your time today, [Prospect’s Name]. I’ll send over the information we discussed, and I look forward to speaking with you again soon. Have a great day!”
😊 Leave a Positive Impression: Ensure the prospect feels valued and respected.
Step 13: Handling Reasons for Not Relisting
If the prospect mentions they don't want to relist, use the following tailored responses:
Already Working with Another Agent
“I respect that. If you ever need a second opinion or additional support, feel free to reach out. I’d be happy to assist in any way I can.”
Happy with Current Selling Situation
“That’s wonderful! If anything changes or you need assistance in the future, don’t hesitate to contact me. I’m here to help whenever you need it.”
Not Ready to Sell Yet
“I understand timing is crucial. How about I check in with you in a few months to see if your situation has changed?”
Concerned About Market Conditions
“Market conditions can be challenging. We offer in-depth market analysis and strategic pricing to navigate these conditions effectively and maximize your sale price.”
Past Negative Experience
“I’m sorry to hear that. Our approach focuses on transparency, regular communication, and personalized service to ensure a positive experience from start to finish.”
Other Reasons
“I understand. If there’s anything specific that’s holding you back, I’d love to hear more and see if there’s a way I can assist.”