Thriving on Expireds-with April Hunter-EP52

During this episode of the Lab Coat Agents Podcast, host Tristan Ahumada speaks with April Hunter, an Atlanta, Georgia broker with one assistant, whose business is thriving on expireds. They discuss the exact system April uses to capture expired listings. You’ll also hear about the specific tools April uses to achieve her amazing results.  Episode Highlights:  When April Hunter started her real estate career, she didn’t even know what an expired listing was. When she did learn what they were, she began practicing scripts nightly in bed. Using scripts and a dialer changed her life. April preaches the importance of practice. She practiced and practiced until she became confident. If you want to succeed, you need to practice at an extremely high level. Practice will differentiate you from the amateurs. From 8:30-11:30 M-F she dials expireds and follows up using Espresso Agent. She types notes in the dialer as she is speaking to them. Get your scripts. Practice your scripts. Make the calls. Take the notes. Follow up. You’ll need to keep your hands free. Use a simple headset from Amazon or AirPods. Mornings are better for her to call. Weekends are awesome. April and Tristan role-play a simple script. She asks at the end of the call if she can do some homework and call them back. April does not go to appointments if she does not pre-qualify. She asks directly, "When we get together, if everything was good and you feel confident I am the right agent to sell your property, are you going to hire me when we meet?" It's all in the approach and tonality. When you're on the phone make sure you have the best number for them and get their email address. April sends an intro video so sellers can put a face with a name. She also asks if they are interviewing other agents. She asks them where they'll be moving when they sell this property. Another question is, “What pricing are you thinking you would like to list your property for realistically?” April knows she's going to hear “no” more often than “yes”. She also knows that someone on the other end needs her help. She understands that they're not mad at her. They're mad at the situation. In her intro video, April will recap what they said and let them know she's excited to meet with them. She'll usually include an attachment of references. Try to keep it under 30 seconds. At the closing table, she gets a client testimonial on video. If you start off bubbly, happy, and matter-of-fact, your clients will be willing to do video. April shares where you can find her online and reminds us which tools she uses in her amazing system.  3 Key Points: When calling expireds, get some great scripts and then practice, practice, practice. Consider the power of using video throughout the process, from your introduction to the closing table. Remember not to take rejection personally. The sellers know nothing about you. Believe in yourself, knowing that you can help people sell their home. Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com April Hunter website, Facebook, Instagram espressoagent.com/labcoatagents Bomb Bomb Realty Juggler Connect with Lab Coat Agents: Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group