It can be tough to get back on your feet after a tough call or in person visit with an angry or frustrated expired listing contact. The trick is to not take it personally. Yet, that’s easier said than done, right? But there’s a reason why these sellers are particularly disgruntled and disillusioned. They’ve tried and failed at an endeavor that takes a lot of time, energy and commitment. They probably also just want to move on and out of this home but are worried to try the selling process again.
There are some ways that you can reframe your mindset about selling to expired listings.
1. You’re not there to sell a product.
Thinking about the situation in this fashion helps it not seem so robotic. You’re not there to sell a certain item to these people. You have a service you can provide and that’s your goal: to show them that you can indeed provide what they need to sell their home.
2. You’re there to sell hope and possibility.
Your goal here is not to come across transactional and cold. Yes you have a service and you’d like to see them become clients. However, if you think about offering them a fresh start, it will help you be more empathetic. These sellers have already been through the wringer, so show them there is a way through and out to the next step.
3. You’re there to listen and meet the sellers where they are.
Rather than storming in and rushing to get out all your information you’ve been memorizing and going over, take time to just listen. Even if it’s frustration. Even if it’s anger. Even if it’s tough to hear. Listen and respond to each seller’s individual fears, frustrations and concerns. Because if they become clients, you will be working closely with them and it’s best to start off the professional relationship with this empathy. If they learn they can rely on you for understanding and that this is a joint operation between you and them to reach the goal, it will go a long way.
4. You’re not the one they’re frustrated with.
This one can help to reframe the attacks or frustrations that seem personal. When reaching out to many expired listings, you will likely get disgruntled and even downright angry people. But they’re frustrated with the process that didn’t work for them. Or they’re frustrated at their past real estate agent who perhaps didn’t work with them as closely or in the needed ways.
So take a step back, remember step 3 about being empathetic and listen to their concerns. Distancing yourself from the personal nature of the frustration can help you not become defensive but rather explain that you hear them but that you have solutions to those previous issues.
Consider reframing your conversations with expired listings in Manhattan to overcome some of that letdown that comes after having tough conversations with frustrated sellers.
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