This document provides a coaching guide for real estate agents on how to approach conversations with homeowners whose properties are no longer on the market. It outlines potential responses from homeowners and suggests follow-up questions to build rapport and explore their motivations for selling. The document emphasizes the importance of preparation, effective marketing, and strong follow-up systems to turn sellers into loyal clients.

1. Welcome Top Pro
-Carol Mazur

2. Our Actionar®
Coaching Topic is
At the Door
Expired Objections

3. Go visit the expired house. Knock on the
door. Wait for a response.

4. “I don’t know if you know this or not, but
according to Realtor® records, your house
is no longer on the market.”

5. Wait for a response. It could be one of the
following five…

6. 1. It’s sold.

7. (If sold) “That’s great! By the way, did you get
the contract yet? Has the appraiser been out
to the house yet?” Find out if they are just
trying to get rid of you or not, and remain
enthusiastic.

8. 2. I’ve taken it off the market.

9. “Just out of curiosity, why did you originally
put it on the market?” Get to the heart of
their dream. What made them want to sell?

10. 3. I’ve already relisted.

11. “How long did you relist for?” Ask this to
find out if/when you can come back, and
then leave the premises.

12. 4. I’ve decided to sell my home For Sale By
Owner because of my frustrations with
realtor X.

13. “Did you ever get a bad haircut? Afterward,
did you stop cutting your hair, or change
hairstylists?” Explain how each realtor is
different and the benefits of listing with you.

14. 5. I was just thinking about calling you
this afternoon!

15. “Great! I would love to take a look at
the house.”

16. Top Pro Coaching Assignment

17. Now it is your turn. Ask a top producer,
manager or mentor what they would say to one
of these questions.
Next, write down what you will say to these
in your own words.

18. Sellers are so easy to convert to raving fans
when you prepare for their questions & have
your marketing & follow up systems in place!

19. Are your top 10 systems of top
producers in place?
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