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Welcome to the WebinarWelcome to the Webinar

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

WelcomeGet Hired by the Expired!

Presented by:

Jacé BottiHead of Residential Sales

Jack WatersRegional Vice PresidentOcean Regional Center

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 YunChief Economist, NAR

Active Listing Inventory Company Footprint*

CT & NY: 13,543-9.62%

NJ & Lehigh Valley, PA: 16,038

-1.37%

VA: 10,758-14.93%

North NJ: 20,611-3.56%

North Eastern NJ: 9,543-4.64%

PA/DE: 44,053-3.55%

MD/DC: 20,469-20.50%

Company Foot print: 163,167 Listings

Central NJ: 17,577-3.96%

South NJ: 10,575-5.01%

*Total Active Listings as of 12/1/11 by Areawith % reduction 2011 vs 2010

2011 Expired Weichert Listings Company Footprint*

CT & NY: 1,188

NJ & Lehigh Valley, PA: 2,590

VA: 950

North NJ: 1,656

North Eastern NJ: 2,850

PA/DE: 572

MD/DC: 549

Company Foot print: 14,253 Expired

Listings

Central NJ: 2,144

South NJ: 1,745

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

Expired Listings

ProspectingExpireds

A great source ofNew Listings

Expireds

Where to find them?Varies by MLS: Posted in MLS Daily

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.

Expireds

Be Prepared for Two Questions:• 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.”

Weichert University Online Course

Listing Expireds

Don’t Assume that All

Listings Expired

Because of Price

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Diagnostic Questionnaire

Expired Listings

8 Aspen Court, Chester, NJ• 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

Expired Listings

55 Pleasant Hill Drive, Chester, NJ• 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

Listing Has Expired

• Don’t mail solicitation letter

• Go physically to house when seller is likely home

• Physically knock on front door.

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].”

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?”

Introducing Michael

“Be sensitive to their

disappointment in not selling their

home. Paint a picture and be

persistent.”

Michael SmithSales AssociateMiddletown, NJ

Introducing Michael

Michael MavromatesSales Associate

Washington Twp, NJ

“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.”

Introducing Janice

Janice NagelSales Associate

Brick, NJ

“It is very important

to develop a

marketing plan

specifically for that

seller.”

Introducing Donna

Donna WartersSales Associate

East Brunswick, NJ

“Expireds is money in the

bank and you must be

tenacious.”

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 Resources on WeichertOne.comWeichertOne.com

Weichert University Support

ResourcResourceses

Weichert University Support

Stay Tuned for the Spring CampaignJimmy Bucks are Coming Back!!!

Get Hired by the ExpiredGet Hired by the Expired

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

Look for our NextStraight from the Top

Webinar in January

Thank you for your time today.