RealBird Webinar: $14.2M Listings In 6 Months With Expired Listings Marketing

Exclusive Webinar by RealBird.com
$14.2 Million Worth of Listings
In A Brand New Market In 6 Months From Scratch
Without Cold Calling
1
Best Practices By Janie Coffey

2
What can YOU do in 6 months?
A whole heck of a LOT!
Sep
’15
SEPTEMBER 23rd START
MAILING TO EXPIREDS
By December and November,
hardly anything was happening.
I kept going! Every single day.
Nov
1st Call
present
Open
Houses
Jan
‘16
Things start to pop!

3
And NOTHING turned into SOMETHING
Case Samples
1st $2,899,000
Expired -11/15
$1,349,990
Shared w/ Fellow Agent -
12/15
$1,850,000
Sotheby’s Referral - 1/16
$1,050,000
Expired 1/16
$2,800,000
Personal Referral 12/15
$979,000
Expired 2/16
$1,149,000
Expired 2/16
$630,000
Expired - 3/16
$559,000
Expired - 3/16
$849,000
Expired - 3/16
$14.2M

4
Expireds are the lowest hanging fruit to build inventory.
They have already raised their hand and said, “I want to sell”
Relisted
Same
Agent
That’s OK! It still let’s us launch a volley
at them in case they expire again.
60%
23 Days
For expired listings that relisted
with the same agent, it was after an
AVG of 23 days off market and a
MEDIAN of only 2!
Relisted
NEW
Agent
40%
Of course THESE are the ones
we want!
For expired listings that relisted
with a new agent, it was after
an AVG of 43 days off market
and a MEDIAN of 19.
43 Days
◴

5
“I called you because you were so persistent!” (like a stalker)
“Everyone called or mailed for awhile, but then they went away, you never did!”
◴
89%
11%
Contacted
Me!
33%
33%
33%
and they
said…
100%2.2%!!!!
11% Contacted Me
In time, this number will grow.
Putting about 50 new ones in my
system each month. To date I
have mailed to over 300 people.
Let’s talk!
• 1/3 said they are listing with another
agent (or same)
• 1/3 said they are not relisting right now
(keep in the system)
• 1/3 said “come see me!”
• only 2 said “please don’t mail me”
Listed so far
This will grow over time

6
✒ “Can you share the best letter with me?”
There is no ONE letter. The magic is in the persistence, follow up and conﬁdence.
Keynote Template

32.000
14.700
1.000
Mobile Users
Comments
Likes
Requests
Videos
Downloads
Images
7
It’s a marathon, not a sprint
“I’m relisting but thank you so much.”
“I’m Intrigued”
“Come list my house”

8
You MUST Stand OUT!
II’m in it to win it!
Your First Day is Your Most Important Day
It’s your ﬁrst impression and it might be your only impression
I just had to call and tell you, I have never received
anything as nice and impressive as the package you sent
❞
❞

9
What do I send?
A little of everything!
First Day Bound Package
I use the Coverbind System
Use something that stands out
I use navy envelopes and silver ink
for letters and packages
Postcards and Letters
Alternating Postcards and Letters
Engaging Emails
Use a service such as Spokeo to ﬁnd
emails. Also Google, Linked’in, etc.

10
Timeline…
My system has over 40 touch points
Package
Letter
Postcard
Home valuation  
(Market Snapshot by
Top Producer)
Email
Package
Alternating
Letters and
Postcards
First every Day
for 2 weeks
Then every 3
days
Then every 7
days
Then every 21
days
Then into Just
Listed/Just Sold

11
What do you SAY in the letters?
you UNDERSTAND
Their PAIN
They’re ﬂat out angry
Their Frustration
• No action by the past agent
• No communication by the past agent
• No marketing by the past agent
• No info on the market
Their Pain
• The haven’t been able to move on to their next chapter
• They have to keep the house clean always
• They might have lost opportunities (ie buying another home)
What do you do DIFFERENTLY!
• A marketing plan
• A communications plan
• Your brokerage and you,etc.
Their Frustration
They’re Angry
You have! the solution

12
Give them real examples of what you will do
Drag Your Image Here
What will you do differently?
! Realbird
! Open Houses
! Web Exposure
! Network
! Etc
YOU MUST SHOW YOUR VALUE ADDED AND WHY IT WILL BE DIFFERENT

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Wait, this is WAYYYY complicated!
You MUST Have systems in place to execute this!
Vulcan7
The redX
Spokeo
USPS (stamps, etc)
Slydial
Xpressdocs
A Great Admin

14Keynote Template

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I have a thousand questions!
I know you might have 1,000 questions
• How important is brand?
• What about price?
• What about geographic area?
• How far back to I search expireds?
• Should I ever give up?

16
What I have not yet implemented but will
boost conversions
What I plan to add and you might consider
• Calling!
• Direct Mail to not yet listed or even resisted of JL/JS/OH
• Sly broadcast
• Postagram
• Hand delivered
• Sticky notes (custom?) on the doors

17
The real magic is….
Have a buddy Visualize Develop Conﬁdence Patience Consistency

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RealBird Webinar: $14.2M Listings In 6 Months With Expired Listings Marketing

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RealBird Webinar: $14.2M Listings In 6 Months With Expired Listings Marketing