Thank you so much for answering my questions! You have been great help.

Will be in touch again soon. Hope you have a great day!

sm

Great content. I have a question for you if you would mind answering.

I am new to the industry and my boss has asked me to track down expired listings and to call them to get them to list with me. I am not sure what to say to them that would convince them to go with me. Every time i get in contact with an expired listing, its usually that the property is overpriced but if you tell them, I’m sure they would just reduce the price with their current agent instead of giving me a chance.

How do i persuade them that i am the better option or that i can actually get the job done better than their current agent?

Good question, I think this is a real discussion point.
I feel many people would handle this differently.
The way we look after this is, if the buyer agent finds a listing lead (whether they are asked to come over or prompts the invitation themselves by asking the right questions) they would say, I would love to provide you with the guidance myself however I work along side Mat who specialises in that part of the process. I think it’s very important that you get the most accurate price range on your home and Mat can do that for you, would you mind if I asked Mat to pop over to meet with you tomorrow at 10.00, does that suit?
(break out of role play now) Let’s say the buyers say we really want to deal with you, I would say, yes you will be, we work alongside each other except we have different roles, I specialise is selling your homes just as I have been helping you locate the right property and Mat specialises in providing you with a structured plan to ensure we attract as many buyers as possible to your property. You will be dealing with me however I would like Mat to view your home and share his thoughts on price and marketing, then once you are comfortable with that part of the process then I will bring all of my buyers through. Does that work for you?
(Break out of role play now), most buyers will be Ok if they feel like there are clear reasons why another person will be viewing their property. If you just pass them over or try to pass them over without framing it properly you will more than likely get resistance and they will feel like you are just palming them off.
Hope that helps.
Mat

Just a quick question regarding your buyer agent.

Obviously their job is to help people find a new home. However, i’ve noticed from a lot of people that do run or are a part of EBU (myself included), that the buyer agent is normally not experienced as the presenter/lister in an EBU. Pretty obvious i know. My question is….

When a buyer agent find’s a potential listing from a purchaser he/she may be working with, how do they go about getting in the door? Does the buyer agent attend the listing, or do they pass the lead onto the presenter? How do they go about telling a purchaser who they may have been working with for some time that they aren’t experienced enough to come through and give them a rough estimate on price and the listing presentation?

I have found that sometimes it’s a difficult situation to be in, especially if the buyer agent has just stepped into that role and doesn’t know how to go about listing, presenting or simply trying to get the presenter involved.

I have listened to the “your Greatest Move” CD and have provided copies to a number of clients and potential clients and despite it focusing around the ‘Glen’ villages my clients could still relate and understand a few points and has become quite a powerful prospecting tool that has increased my business.

I have met quite a few people who talk about moving into a lifestyle village as their next home and would love to one day develop a similar cd/program with Lee Woodward