RISMedia's Real Estate Magazine

JUL 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE July 2018 55 Here's my Sherri Johnson Strategic Action Plan for helping your agents convert expired listings into massive amounts of income: 8 Motivate your agents to prospect ex- pired leads. While some agents will be hesitant to do this, there will be some who realize the benefits. Take the few that will and run with it. In- spiring your agents to go after these free leads will help build their busi- ness. You'll be giving them the con- fidence they need to create massive amounts of income from this great lead source. 8 Pull expired listings in your market and show agents how many leads exist. You'll be demonstrating how much money they can really make from this resource. Encourage them to follow suit and pull expired listings that didn't sell in their area from the past 12 months, and then offer their services. 8 Give your agents script strategies on what to say to these homeowners. Most expired homeowners are probably down on the market because their house didn't sell. Encourage agents to offer new statistical market data to these sellers, as well as a high- energy, results-oriented market plan. 8 Remember that success is conta- gious. Share success stories for converting expired leads at office meetings—when agents see oth- ers creating income from this re- source, more will join—or, start an "Expired Club" where agents can work individually or together to mo- tivate and inspire one another with their successes. Coaching your agents on the bene- fits of converting expired listings will lead to an increase in income and success. To receive my free, exclu- sive script strategies for prospect- ing expired listings, email yourock@ sherrijohnson.com. To learn more about brokerage consulting with Sherri Johnson Consulting, contact me at 844-989-2600 or www.sher- rijohnson.com/contact. Follow us on Facebook, Instagram and Twitter. RE Sherri Johnson, CEO & founder of Sherri Johnson Coaching & Consulting, is a national leader offering world-class real estate keynotes, consulting and coach- ing while delivering accelerated results. She boasts a distinguished 20 years of experience as a top agent and executive of a Top 3 National brokerage. She has recruited, trained and coached thousands of agents, and was responsible for leading over 700 real estate agents and over $1.6 billion in annual sales volume. Johnson is the national speaker for Homes.com for its Secrets of Top Selling Agents national tour. Contact coaching@sherrijohnson. com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com. Helping Agents Convert Expired Listings Into Income by Sherri Johnson I n a competitive real estate world where agents are constantly fighting for listings, there's a free resource that's often overlooked. While agents are spending additional money on leads, there are thousands of expired listings just sitting in the MLS. Many homeowners still want to sell their houses, and would if they had the right agents and the right marketing plan.

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