If you’re a real estate agent, you’ve likely encountered angry prospects before. Maybe they’re frustrated because their property didn’t sell or they’re upset with their previous agent’s performance. Whatever the reason, it’s crucial to know how to handle objections and calm them down. As a successful agent who’s experienced this firsthand, I recommend starting with new expires.
Disarm the Prospect
The first thing you need to do when dealing with an angry prospect is to disarm them. This involves using the right tonality and words to calm them down. Remember, they’re upset for a reason, so it’s essential to acknowledge their feelings and show empathy.
Call at the Right Time
Timing is everything when it comes to prospecting for expired listings. Calling at the right time can make all the difference in securing a new listing. Try to call during a time when the prospect is likely to be available, such as in the evening or on the weekends.
Use the Right Words
The words you use when speaking with a prospect can make all the difference. Avoid using industry jargon or technical terms that the prospect may not understand. Instead, use simple language that they can easily understand.
Focus on All Expireds
When starting out as a new agent, it’s easy to become discouraged and want to give up. However, focusing on all expireds can be a valuable source of business. Remember, many old expireds can still be great prospects with the right approach.
Persistence Pays Off
Finally, remember that persistence pays off. Prospecting for expired listings can be a challenging task, but with persistence and dedication, it’s possible to achieve great results. Keep at it, and don’t give up!
