Ask me anything! Marketing genius spills the beans

[Mitchell Miller]

Hey, 

I am new here and so I wanted to say hi in a big way. 

I am a marketing adviser for agents and brokers, but you won't see me selling anything here. Ask me anything - marketing problems - advertising problems - Anything...

There is no problem I can not solve, I am here to help :)

I will spill the beans on everything I know. My specialty is eliminating cold prospecting, having a flow of leads come to you, and getting a 96% listing success rate from appointments. 

Ask away, 

Mitch

P.S. I also published a book on this topic and will give anyone who wants it, a complementary copy

[Mitchell Miller]

Originally posted by @Deborah Pyburn:

As a new real estate agent, the strategy of marketing to expired listings is an approach may would take (I would assume). What can I say to the seller that would make me stand out from other listing agents and get the contract? 

Congrats on your book @Mitchell Miller . I would love you read it and share

 Hi Deborah, thanks! It really is exciting. And that is why I am here and everywhere spreading the love. Nothing to sell, just giving tons of value for now. 

As for your question:

Going after expired listings is not a bad idea at all, it works. The trick is to not approach it like every other agent does. The majority of agents suffer from what I call "marketing incest" - doing the same thing, in the same way as everyone else. So here is my solution:

Someone who had a listing expired has lost faith in their current agent, the market, and are not sure what to do. They are feeling down, and not sure they can get any sort of reasonable asking price. This is a great position for us to be in because they are starving for an answer. The problem is that most agents just call them up and try to sell, sell, sell "Im better, I can get it sold, have confidence in my team yadda yadda". This is a terrible approach.

Someone who is in this position needs options. They want to know their options. So instead of being the next agent to call them up and try to sell themselves, you show you care about the prospect by calling them up and offering them information..

"Hi Jim, this is Deborah from Remax, and I am calling because you have a listing that has recently expired - I just want to let you know that I am not calling to try and sell myself to you or anything of that nature. I wrote a consumer awareness guide titled:  (7 simple steps to getting your home sold after an expired listing - Know your options) and I'd just like to know if I can mail you a copy"

The reason this approach is so powerful is:

1. Sets you apart from all other agents

2. Giving value UPFRONT

3. Building trust and rapport

4. Building Authority and expert status

5. Educating your prospect

In the guide you give them unbiased sound advice on what their different options are. Let them know that if they were to ever consider listing the home again that you would be happy to setup an appointment. If the prospect is ever going to list again, they will choose you. You cut through the clutter, gave them value, educated them, and built their trust because you were not pushy. 

Another strategy you can use is the "Guaranteed home sale program". This is where you call up the expired listing and basically tell them "If I don't sell your home in 60 days, I'll buy it myself!" That gets their attention real quick. 

As for a copy of my book, just click on my profile and I have a direct link to the book there :) Hope this helps.

M