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Sign into your account6 Easy Questions to Ask an Expired Listing
February 13 2014
The expired listing is one of the easiest sources of inventory for a savvy agent. Most homeowners who have experienced the marketing process without a sale may have had a bad experience or were unprepared from their initial listing experience. This makes it an easy addition to your inventory when you simply ask the right questions!
By asking smart questions up front, you invite potential sellers to help author the marketing blueprint that aligns with their expectations. This initiative can provide clear insights as to the other challenges that may have impacted the sale of the property during the first listing period.
Question #1: What, in your opinion, was the reason your home did not sell previously?
Ask the seller to share their thoughts with you regarding the previous attempt to sell their home. The answer to this question will help you to craft the marketing plan that will not only meet the seller's expectations but also go above and beyond.
Once you understand their previous challenges, you will learn their frustrations, their concerns and their gripes. From this one simple question, you will get the information you need to evaluate whether this prospect will be cooperative and willing to entertain offers, and work with you to stage the property and allow for showings. You will learn more about their motivation to accept offers.
As a smart agent, you can then be particular about the choosing only those properties that are simple to show, in presentable condition and offered by a seller that has realistically priced the property at a fair market value for the area.