Being an expired listing realtor in Brooklyn and Manhattan is tough. There’s always an objection from people looking to buy or sell their expired real estate, so let’s take a look at the best ways to handle these common objections:
“I’ll sell it myself.”
It’s possible the reason the homeowners have decided to go the FSBO (for sale by owner) route is because of a previous experience with another realtor. Ask questions about this previous encounter to understand why they were dissatisfied so that you can assure them this experience will be different. It may have been a clash between personalities or perhaps the seller didn’t feel as though the realtor was doing everything possible to get the home sold. Assure the homeowners how this process of selling will be different with you as their realtor.
“Stop contacting me.”
The market is fast paced and it can be overwhelming as a homeowner to be contacted continuously. First, apologize and sympathize with how it can be annoying or stressful to be put in their situation. Then, explain you’re only reaching out to ensure they’re not missing an opportunity to sell their home. Follow up by asking how often they would like to be updated on new possible deals.
“I’ve decided to stay.”
It’s possible the homeowners have changed their mind about the decision to move; however, burnout is real. Maybe they are just exhausted from the process of keeping their home on the market only to not have a single offer roll through the door. Keep asking questions to dive deeper into why they have decided not to stay. Ask why they wanted to sell in the first place. If their reasons for staying include the desire to fix up the place first, address that. Let them know home renovations are a great idea (but not always necessary) and ask how long they envision those projects taking.
The goal of talking to these expired listing owners is to put their mind more at ease. Show you will be different to work with and show them how the process will be a more positive experience than the last time.
*ExpLiMO provides high quality leads on a daily basis and offers a unique opportunity for Manhattan and Brooklyn real estate agents to prospect for expired listing leads and grow their business exponentially.