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Welcome to the Webinar. To hear audio from this webinar, you have two options: To listen to the webinar through the speakers on your computer, click on“use mic and speakers”

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welcome to the webinar
Welcome to the Webinar
  • To hear audio from this webinar, you have two options:
  • To listen to the webinar through the speakers on your computer, click on“usemic and speakers”
  • To dial in via telephone, click “use telephone” then dial the number that appears along with the access code and audio pin.

MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now.

You should currently hear music playing. If not, contact the Webinar Support Line at 973-630-5644.

slide2

Welcome

Get Hired by the Expired!

Presented by:

Jacé Botti

Head of Residential Sales

Jack Waters

Regional Vice President

Ocean Regional Center

slide3

NAR Report

“The total homes listed for sale continue to move downward.  The latest decline in October to 3.33 million nationally.”

“Examining listings only in the month of this year saw the lowest inventory since 2005.” 

“National Absorption Rate in October stood at 8 months.”

- Lawrence Yun

Chief Economist, NAR, 11/21/11

Lawrence Yun

Chief Economist, NAR

slide4

Active Listing Inventory Company Footprint*

Company Foot print: 163,167 Listings

CT & NY: 13,543

-9.62%

North NJ: 20,611

-3.56%

NJ & Lehigh Valley, PA: 16,038

-1.37%

North Eastern NJ: 9,543

-4.64%

PA/DE: 44,053

-3.55%

Central NJ: 17,577

-3.96%

South NJ: 10,575

-5.01%

VA: 10,758

-14.93%

MD/DC: 20,469

-20.50%

*Total Active Listings as of 12/1/11 by Area

with % reduction 2011 vs 2010

slide5

2011 Expired Weichert Listings Company Footprint*

Company Foot print: 14,253 Expired Listings

CT & NY: 1,188

North NJ: 1,656

NJ & Lehigh Valley, PA: 2,590

North Eastern NJ: 2,850

PA/DE: 572

Central NJ: 2,144

South NJ: 1,745

VA: 950

MD/DC: 549

*Total Expired Weichert Listings as of 11/30/11

slide6

Expired Listings

Prospecting

Expireds

A great source of

New Listings

slide8

Expireds

Tip

  • Preview listing before expiration.
  • Make appointment when you know Seller will be home.
  • Use your Getting to Know You Booklet and ask Homeowner to guide you through the property.

Note: This is not a solicitation. The purpose of your visit is to preview the property for your current and future buyers. After the property expires or if the seller call you to invite you in, you may then discuss listing and marketing the property.

be prepared for two questions
Be Prepared for Two Questions:

Expireds

  • Why do you think my house didn’t sell?
  • Why didn’t you show/sell it?

DEFER:“I would be happy to answer those questions and others. Let’s make an appointment to meet so we can formally discuss.”

listing expireds
Listing Expireds

Weichert University Online Course

8 aspen court chester nj
8 Aspen Court, Chester, NJ

Expired Listings

  • 8/4/2 ½ bath/2 car attached garage
  • 20 year old 2-story Colonial on quiet residential street
  • Listed 5 months with two-person Real Estate Broker in neighboring town
  • List Price $299,900
55 pleasant hill drive chester nj
55 Pleasant Hill Drive, Chester, NJ

Expired Listings

  • 7/3/2 bath/2 car detached garage
  • 40 year old Cape Cod w/separate legal guest cottage currently rented for $900 per month
  • Listed 5 months with neighboring town as single family
  • List Price $259,900
slide30

Listing Has Expired

  • Don’t mail solicitation letter
  • Go physically to house when seller is likely home
  • Physically knock on front door.
slide31

Expired Dialogues

“Hello_______, my name is _________, from the __________ sales office of Weichert, Realtors. You may have recalled seeing my business card as I [previewed/showed your home/visited your public/broker Open House].”

slide32

Expired Dialogues

  • “I clearly remember your home because, [pick a positive attribute and brag about it].”
  • “Are you still interested in selling?”
  • “Would you be interested to know my opinion of why it didn’t sell?”
  • “Would you like to know what my marketing plan would be to get it sold?”
slide33

Introducing Michael

“Be sensitive to their disappointment in not selling their home. Paint a picture and be persistent.”

Michael Smith

Sales Associate

Middletown, NJ

slide34

Introducing Michael

“I pull up expired every week day

- 5 days a week. I pick my best two prospects that are closest to where I am going.”

Michael Mavromates

Sales Associate

Washington Twp, NJ

slide35

Introducing Janice

“It is very important to develop a marketing plan specifically for that seller.”

Janice Nagel

Sales Associate

Brick, NJ

slide36

Introducing Donna

“Expireds is money in the bank and you must be tenacious.”

Donna Warters

Sales Associate

East Brunswick, NJ

slide37

Expired Leave Behind Brochure

  • Expired Listing Brochure
  • Available through Central Fulfillment
  • Item #M843
  • Ask your Sales Manager or Processing Manager for ordering details
resources on weichertone com
Resources on WeichertOne.com

Weichert University Support

slide42

MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now.

slide43

Thank you for your time today.

Look for our Next

Straight from the Top

Webinar in January

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