The number one complaint that is heard from homeowners and sellers, after the listing expires and when the home does not sell, is that they never even heard from their agent. With the current shifting real estate market, more and more properties are taking much longer to sell. Most agents neglect the seller in time and the result is that the disgruntled homeowner will do anything rather than re-list with the same agent.
With days on market increasing, this is the best time for you to perfect your listing servicing processes and techniques, and to avoid the same issues. Selling the properties the first time is always best. Make sure they are priced properly and show well from the very beginning. How can you ensure that one of your expiring listings re-lists the property with you?
First and most importantly, you have to remind them that you are the best. They probably have hundreds of agents calling them and a number of agencies telling them that they will work hard, and that they will get them great prices, and that they are the best agents in town. If you gave them good service while they were listed with you the first time, they will know you are the best and it is not your fault that the listing did not sell.
Individuality is key in this business. The very day that the listing comes up as expired, the homeowner is sure to receive phone calls from every agent within a 100-mile radius. Plan on unconventional approaches for contact. Send them actual cards (see www.CardsforRealEstate.com) while other agents will just envelop them with calls and emails. For your follow-up calls, work on scripts and prepare questions and answers. Come up with a list of responses that the seller might give you and rehearse impressive answers.
Real Estate, Business and Life Coach Cheri Alguire has partnered with hundreds of Real Estate Professionals and Small Business Owners to help them become more successful in business and in life. Coach Cheri specializes in Group Coaching for Small Business Owners, Working Mothers, Real Estate Agents and Managers. Learn more at www.NextLevelServices.net.