30d • Recordings
NOVEMBER 7 SURVIVE TO THRIVE CALL - Re-List Mastery
NOVEMBER 7 SURVIVE TO THRIVE CALL - Re-List Mastery: Turning Expired Agents Into Paychecks
KEY TAKEAWAYS:
- The Re-List call is one of the easiest paths to appointments - agents with expired listings often welcome the opportunity to recoup their time and marketing expenses with a 25% referral fee
- Get sellers talking about their house early in the call - if you can break through the first uncomfortable 30 seconds and get them describing their property, they'll forget how defensive they were and start selling YOU on it
- Use "what" instead of "why" - asking "what's got you thinking about your home's value?" keeps prospects open vs. "why" which puts them on the defensive
- On home evaluation calls, offer three tiers: algorithmic (instant online), comps-based range, or detailed in-person walkthrough - let THEM choose the level of service
- When an agent says they have an offer but are "considering it," assume it's not a good offer and ask "what does a good offer look like for you?"
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MEMBER WINS & ENERGY:
- Joe getting clear to close after weeks of mortgage insurance delays - closing Monday after CD already signed
- Andre joined Zillow Flex after watching Emma's training and now showing properties consistently with multiple potential buyers in pipeline
- Aravind at 65 days experiencing first transaction roller coaster - six offers and rejections but staying positive and learning from each experience
- Brian implementing holiday pie program at boutique grocery store - clients order by 14th and pick up in person, creating face-to-face touchpoint during holidays
- Michael recruited new agent to team directly from a realist call - proving these calls work for multiple revenue streams
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ROLE PLAY BREAKDOWNS:
EXPIRED LISTING - Getting Past "Not Another Realtor"
Scenario: Calling expired listing, seller immediately resistant to another agent call
Initial Approach:
Agent identified property as off-market, stated they were local expert, asked what happened
Feedback & Refinement:
- Great energy and confidence from newer agent showing massive improvement
- Used technique of asking seller how many times THEY visited property before buying (brilliant reversal)
- Secured appointment for next day at 5pm by relating to seller's own buying experience
- Key learning: If seller visited property 3+ times before buying, they understand why you need to see it too
Key Script Language:
"When you purchased this home, how many times did you visit the property before you bought it?"
"That's the reason I want to see it with my eyes - get some notes, understand how it presents"
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RE - LIST CALL - The 25% Referral Offer
Scenario: Agent calling another agent whose listing expired, offering to pay referral fee
Initial Approach:
"Are you going to be relisting that home?"
When agent says no: "We have a super cool successful program where you connect me with your client, send referral agreement, pay you 25% at closing"
Feedback & Refinement:
- Positioning is key: "This elevates you and your status with your client"
- Frame it as fresh perspective: "Sometimes they just need to hear from somebody else"
- Use urgency: "I'm guessing your client's getting called by a couple hundred agents right now. They're not offering you to get paid. I am."
- Close with obvious choice: "You can either let it go to another realtor and not collect anything, or connect me and have opportunity to recoup your time and expenses. It's up to you."
Key Script Language:
"Where were you in the last six months?" (playful but direct)
"Do you have somebody that wants to buy it
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NOVEMBER 7 SURVIVE TO THRIVE CALL - Re-List Mastery
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