Ask the CoachElite Agent

How to successfully target expired listings

Top coach Claudio Encina shares the top three tips to maximise your expired listing results and nail the appointment

Q: I’m looking at targeting expired listings. What would be some strong cut-through questions to ask?


A: How do you get the expired or withdrawn listing’s attention?

Take the time to strategically think about using a 10-second impact message. To maximise your outcome from a phone call or door knock, you need to get the prospect to stop and think.

That’s the job of the 10-second impact message.

A brief message to grab the listener’s attention to obtain extra time for the conversation.

It’s enough to start the process to build some rapport and connection.

A couple of things to consider to ensure you maximise the result and nail the appointment:

  • Have a strong case.
    Have a case that is compelling enough to give your prospect cause to listen. You want them to stop and think.
  • Be creative.
    You want people to say: “Wow that sounds interesting, so there are four reasons why homes aren’t selling in (suburb name)”.
  • Master execution.
    Delivery must be strong, unique to you and as natural as possible.

Here are some of the cut-through questions:

  • What do you believe stopped your home from selling?
  • If you did sell, where were you planning on moving to?
  • How soon do you have to be there?

There are four reasons why homes aren’t selling in (suburb name):

  • Discuss the four Ps- price, process, presentation and promotion.
  • Would it cause you a problem if we had your home sold in the next 30 days?
  • If we could get your price, are you a seller today?

Happy prospecting.

Show More

Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit claudioencina.com.