Question 1

How do you open a call to an old expired?

Accepted Answer

Cole keeps it blunt: do you still own such and such property, or did you ever sell it? He has his assistant pull anything currently listed off the list the day before, but does not check every record, since accidentally calling one is not a disaster.

Question 2

How often should you follow up with an expired?

Accepted Answer

If he has never actually spoken to them, every day until they answer. Once he has had a conversation, the callback interval comes from what he heard: a job change, a death or a divorce moves it sooner, while a seller talking about listing in the spring gets a call in a week.

Question 3

What do you send before a listing appointment?

Accepted Answer

Everything by email, not a printed packet. He sends testimonials, a map showing business done in that market, a marketing plan, and a document covering what separates him from the competition, all for the sellers to read before he arrives.

Question 4

What do you do when a seller says they will list in six months?

Accepted Answer

He still asks for the appointment, framed as stopping by to see the house, meet them and shake hands, in case he has a buyer who fits. His view is that a seller will not tell the truth on the phone but will once he is in the home and has rapport.

Question 5

How complicated does a follow-up system need to be?

Accepted Answer

Cole tried splitting each stage of the mail plan into its own folder and it did not work. Now he runs a new lead folder and a follow-up folder, his assistant mines her follow-up folder daily and puts leads back into his. His advice is that people overthink it, so just call.