Prospecting for Expired Listings and the Leads Conversion Mindset - Week 3 Jan 2020 - #8WeekSuccess

Posted by Key Yessaad @zenkey on January 24, 2020 at 4:00 AM

What causes Real Estate Properties for Sale to become Expired Listings? - #8WeekSuccess - There are multitude of answers but they tend to boil down to this idea: “The Price The Homeowner and The Real Estate Agent agreed to list the property for was rejected by Would-be Buyers in that Market, and they moved on to other properties with more perceived value or amenities.”  


Most Real Estate Listings are for a term of 6 months, and it is up to the Real Estate Professional to inform the Property Owner of what is happening in the marketplace, especially when it comes to pricing the property properly. Obviously the Motivation of the Homeowner plays the biggest role during the pricing negotiation; but needless to say many properties each month end up expiring. This opens up an opportunity for Prospecting Real Estate Agents to get in touch with the Property Owners and get those listings if appropriate. This takes skill and during Session 3 of the Boot-Camp we will learn the Psychology of Approach; the Preparation, and then the Script to help secure an Appointment. 


I will then move on to focus on 2 major areas of Expertise that agents and Brokers MUST conquer - Time Blocking Priorities and Systematic Lead Conversion. Without a strong foundation in these 2 areas agents are left focusing on their distractions; and Real Estate is full of Distractions. 


Why don’t I use the common appellation of Time Management? Well, that’s on purpose because humans cannot truly manage time; time has an energy of its own, and it flows in one direction no matter what we do in life. Time is also equal to all of us; we get the same number of hours day in and day out Rich or Poor, Young or Old, Focused or Not. With the concept of Time Blocking the Activity takes precedent, not the rigid beginning or end of time. So if I schedule 35 minutes of Follow-Up Calls at 11am, and a client pops by to ask a quick question, I handle the interaction and when done start my 35 minutes of Follow-Up Calls at 11:15am; in essence the block was shifted, not cancelled, nor ignored. 


On the surface Time Blocking seems like an easy idea to grasp, and it is - but it is how you prioritize the blocks properly that matters most - we will learn in the class the major ingredients in making Activities produce results, and how to put together an Organic not stressful work schedule conducive to the Real Estate Prospector. 


In the second half of the class we will focus on Lead Conversion, or more precisely the Systems and the Mindset for converting leads in a consistent manner. The Real Estate Industry generates lots of leads, because consumers have Real Estate on their Minds whether they are ready to Buy or Not. A lot of Lead Generation Vendors call an Internet Registration a Lead, which is very misleading at best - they should be calling themselves “Forced Internet Registration” - what matters in the Real Estate Transaction is Motivation, NOT Curiosity. 


Proper Follow Up is where Real Estate Agents shine, but few develop the Habits, the Mindset, and the proper Checklists that produce results. How many Touches should an agent make? What are the Scripts agents should practice? When and how to contact these prospects so a conversation takes place? What is the Proper Rating Systems for Leads? What is a CRM and what should it contain so agents can get the highest value? 


Our Agents do not become great at Lead Conversion overnight; we must first train them with proper Systems; proper Scripts; proper Scheduled Follow-Up Calls, Texts, Emails, and Pop-bys; and surround them with proper Structure and Attitude. The goal of nurturing and incubating leads is about creating Appointments - it is not about Selling; the magic happens at the Appointment. 


The #8WeekSuccess Boot-Camp is a High Intensity Program that 24 to 30 agents qualify in at a time, and was designed for those who are or plan to be Full-Time in Real Estate and earn no less than $100K in Gross Commission. Measured in time the course spans about 3 months and is meant to build the Business of Real Estate Accomplishments and Success from the ground Up! - #LeadGeneration 



Written and Shared by Key Yessaad. Key is a Real Estate Mindset Trainer, Internet Strategist, and creator of the #8WeekSuccess Boot-Camp Program. Key has been a Trainer and Business Coach nearing 2 decades focusing primarily on empowering Agents develop the Skills and Habits of Prospecting, Web Services, SEO Strategies, Time Blocking, Blogging, Internet Marketing, Lead Generation, and Listing Success. (910) 538-6610 


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Categories: #8WeekSuccess Boot-Camp, Real Estate Prospecting, Time Blocking