Listing Agent Shares His Secret to Converting Expired Listings

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In this episode, I interview real estate agent in my coaching program who shares how he converts expired listings into new listings.

⏱ Time Stamps ⏱
0:00 - Intro
2:03 - Moving to a brand new market
3:55 - Direct outbound prospecting vs. social media to get clients
5:43 - lead generation strategies
7:09 - Prospecting routine
7:35 - Expired listing conversion ratio
10:06 - Afternoon schedule & appointment tips
11:25 - Phone sales skills
17:09 - How to win listings at the listing appointment
18:27 - Advice for new real estate agents

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▶ ABOUT BRANDON MULRENIN
Brandon is a real estate broker in Michigan and is the CEO of Brookstone Realtors. Real estate coaching is Brandon’s passion. He teaches real estate agents at his company and around the country how to get listings using his reverse selling lead generation system. His mission is to teach real estate agents how to sell without being salesy, he calls it reverse selling.

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Note this description contains affiliate links that allow you to find the items mentioned in this video and support the channel at no cost to you. While this channel may earn minimal sums when the

[rachelsainitoprealtor]

BM, check it! You'll get a kick out of this one. Closed my first sale yesterday as a selling agent in Tracy, CA. My buyers didn't qualify for more than $875k price, but the mortgage consultant in me didn't accept defeat. Somehow, I managed to get them qualified at $960k price, and the seller gave $10k credits. New loan limits of 2023 really came in handy in making this deal work. I pushed really hard throughout the sale and I wouldn't allow it to fail. So, here we are! We have a closed sale yesterday. The combo of realtor and mortgage consultant is unbeatable. What do I do with the money? How do I reinvest it back in my business? Suggestions?

[bizaar]

I like how this guy’s main point is to help sellers or move on!

[LintonRealtyvideos]

Great guests! Loves what he does and is willing to share!

Call the home owner, figure out why it didn’t sell, determine if he can help. Done! End of the day if we are successful in solving the issue on why the house isn’t selling we can sell the house!

Keep it up Brandon!

[rachelsainitoprealtor]

With so many cancelled and expireds, don't be a sucker like the other realtors that take on listings, spend their time, gas, and mileage on it and then only land up cancelling them or having them expire. I am not in this business to waste my time, money, gas and mileage. Plus, such failed listings impact my track record. I am telling all the sellers that I am talking to: I am not interested in taking on your listing and only land up being another agent for you that couldn't sell your property. I will take on your listing only because you will do whatever it takes to get this property sold. For us agents, no need to so much as get out of our beds for failed listings if the sellers aren't dead serious about selling and desperately want to offload the property. Be very careful which sellers you take on so that you aren't wasting your time, money, gas, and mileage.

[sydneehanson]

This is wonderful! I appreciate the content!

[calishakirk]

I love all of this! Brandon you are the 🐐I watch your videos everyday. I get super pumped to make calls then BAM scared all over again lol!

[Armandofrancorealtortrainer]

Got to be willing to walk away, absolutely. If it is not a relationship of mutual Great job JP

[jeannettemackin]

I really appreciate your approach, it is one I can own as I relate with it more than the aggressive scripts I have been taught in past. Can you share a response or guide me to a previous video for the objection "why didn't you bring a buyer when it was listed?" Thank you!

[tyronesmith]

What I have noticed too is as the number of expired listings goes up, FSBOS go down. Because if even agents are struggling to sell homes, FSBOs will definitely struggle.

[ctdeir]

This is a fav. Thanks for keeping it simple and consistent, Brandon.

[LifeinIndy]

Is this course still available? I’m interested.

[rachelsainitoprealtor]

BM, check it....so, I got the first realtor who had called the seller removed from the listing appointment she had set for 11:30 am this morning, instead I met the seller at 11:30 am this morning. After a 2 hour presentation, even without your stellar listing presentation (you should see how crappy and messy my presentation was), the seller himself proposed we lower the price by $100k, and relist it. So, now I have a signed listing agreement $100k below Redfin's listing of the past 4 months and they couldn't sell. So, what Redfin couldn't do in 4 months, I did in 2 hours. How do you like this? THIS IS ALL YOUR DOING, JUST SO YOU KNOW! YOU BEAT REDFIN, IN CASE YOU DIDN'T KNOW!!!!

[alainaharris]

This might be a dumb question, but im new in this business. How do you get phone numbers to call expired listings or for any kind of cold calling for that matter?

[MrLegendaryProdigy]

What state doesnt allow cold call prospecting

[NorthDallasSuburbsLiving]

Another great video! Do you think it is important to start calling expireds at 8am or around 8:30am, or does it really matter? I call them at 8:30am, and I am not the first Realtor to call them.

[TheDimpz]

Hi Brandon,
Can you clarify a few things regarding cold calling?
So for cold calling should we start off the conversation with simply saying their name in a curious tone? Or should we say "HEY BOB"?
Also, do we ask them how they are doing or simply go into the script? Thanks.

[luckyson]

Great content! 🔥🔥🔥in fact!
One question:
JP mentions mastering points and gamifying listing appointments. He mentions “net sheet” on the comping strategy and I just want to pry a little further about this if I may.
What is he talking about ?

[NicholsHomeTeam]

So this might be a dumb question but if you work with an ibuyer who will only buy unlisted properties would you offer that to the prospect to get the appointment?

[rachelsainitoprealtor]

3 listings in 6 days....BM, thoughts???

[NellyBenny]

how do you shoot people straight when they are on the DNC? I don't want to waste my time previewing houses, but I don't know how to approach them when they are registered with the DNC. Please help