How to Turn 'I'm Not Interested' Into a Listing Appointment

I'm not interested. Click. Most agents hear that when they call an expired listing and they just cross them off their list. That is a huge mistake. That hangup on that expired is the start of a $10,000 to $20,000 move if you do the right thing. Now, what you're about to hear is you're about to sit in on a live coaching call with some of my agents, and you're going to get the one question that cracks the I'm not interested objection. And you're gonna get exactly what to do the second they hang up. Now, if you want the script that we're about to go over, you can actually download a free copy of my Listing Power Pack. Go to yesmasters.com/powerpack. The link's in the description. But right now, let's go straight into the coaching roleplay call. Here we go. So we are gonna roleplay. You go on and get some expired listings. This is tens of thousands of dollars this week. You just gotta get excited and go like, I'm gonna make tens of thousands of dollars this week. That's what's gonna happen. So let's rock and roll with this. So we're gonna pull up the expired script. What are the most common objections you guys are running into with expired listings right now? What are your most common? Want to wait till after first of the year. Gonna wait, taking house off the market. Okay. Probably number one right now, this time of year. And that will be your most common one tomorrow or Thursday. Let me give you another angle. I'm not interested. You gotta understand, this is their script. You're not the first agent they've said this to. Okay. And especially if you don't, if you call them at 7:30 in the morning, between 7:30 and 8:00 in the morning, you got the high probability of being the first agent. But when you're calling them after 8:00 AM, you're probably not the first agent that they've done. So the first one catches them off guard and they're like, oh yeah, I've got them. And then as soon as they get off that call, they're going like, what the hell am I going to say? Because they're going to get more of these calls. Right. And they're going to, let's tell them I'm not interested. So sometimes you're going to just go like, I'm not interested. Click. The conversation is over, right? It's instant ended. Not interested. Is that a quality conversation? Hell yes, that is absolutely a quality conversation. Because what does it tell you? It tells you I just got hold of an expired. Does it tell you they're not selling? Nope. Does it tell you they're not going to relist? Nope. What does it tell you? They don't want to talk. That's all it tells you. They may be desperate to sell their house. They're pissed off. They're confused. They're frustrated. They just don't know what to do. And they don't want to be sitting there listening to a bunch of agents pitching them on why you're different. Right. And you can't blame them for that. So it's okay. How do I break through the resistance? Okay. Not interested. I hear you. I assume your phone's getting blown up with the realtors. Are you not interested in selling your property? Are you just not interested in talking to another realtor? So you're not interested. I hear you. Are you not interested in selling your house or are you just not interested in talking to another realtor? And then let them talk. Now, at that point, they're going to say, because what you're doing is you're connecting with their pain and their frustration. I'm interested in selling the house, but I'm not interested in listing it again. Ah, now we've got a clear objection. Right now we've got a conversation. We can go a different level because we have an, there's an objection handler for that. Not interested is a hard one to get past until you get them to talk more. 'Cause I don't know what they're not interested in.

Like a reflex no. You just gotta get past that.

It is a reflex no.

You gotta get asked the real question to see what the real issue is.

Yeah, exactly.

I'm just looking when you're at Macy's or whatever. I'm just looking.

Yeah, I'm just looking. Yeah. And on the phone, it's easier for them just to disconnect, right? So if they hang up, what is your next step? Personal intro video. Guys, I'm telling you right now, this is a $20,000 move or $10,000 move depending on what the price is. This is a $10,000 to $20,000 move right here. I pull out my phone instantly. This is not something you wait till later to do. I pull it out and I just go like, hey Scott, this is Kevin Ray Ward with Yes Masters Realty. We just spoke very briefly on the phone and I hear you when you say you're not interested. So I get it. And I'm sure your phone's blowing up with realtors and I totally get that. So here's the deal. If you're interested in getting offers on your property and selling it, that matters to me. And if I can help you with anything on doing that, I'm not going to dog you. I'm not going to give you a sales pitch, but if you want to get the property sold, we can definitely help you get it sold for top dollar in 10 days. If that's interesting, if that's something of interest, let me know. And I'm gonna also send you a link that will give you some more information that will kind of help you know what the next steps should be. So let me know if I can help. Hope all goes well. We'll talk soon. That's it. And then I'm gonna text them that video, and then I'm gonna text them a link to my online summer board training. Make sense? And then what else? The next thing I'm gonna do, I'm gonna call 'em tomorrow, and then I'm gonna call 'em the next day. If assuming that if they don't answer, call 'em when I'm gonna call 'em again, call 'em the next day. Now, the, this is where tenacity, relentless Pursuit wins. How many of you feel like the more tenaciously you pursue somebody, the more resistance you're going to get? How many of you feel that the harder you go after and the more resistance you're gonna get? Okay, cool. And guess what? It's true until it's not. What's the difference? Their motivation. If they're motivated to sell their house, The one who's gonna get it is gonna be the one who's calling the 5th time, the 6th time, the 7th time. That's the one who's gonna end up getting the listing. 'Cause everybody else is gonna disappear and they're gonna feel the pressure go away and they're gonna calm down and then they're gonna be going like, okay, who's still in the fight? And so what got you resistance at the beginning is what gets you the win at the end. This is a writer-downer. What gets you resistance on the front end is what gets you the win on the back end. You've gotta push through the resistance and know that some people, the more you call 'em, the more pissed off they're gonna be until they're not. And then they're gonna be going like, okay, you're relentless. And they're gonna respect that and they're gonna respond to that, or they're gonna tell you to fuck off. How much does it cost you if somebody tells you to fuck off? Nothing.

Nothing.

Doesn't cost you anything, right? It's a moment of discomfort, but you face moments of discomfort every day of your life. So what do you do? You move. When you're uncomfortable, you move, you do something different. So we're just going to keep going in the moment of discomfort. If they say fuck off, I'm like, okay, so what am I gonna do? I'm gonna call them again tomorrow. Okay. Or send them a text. Hey, are you still accepting offers on the property? If you haven't already sent them that text, send it the next day.

There's value to, if they tell you they're not interested in hanging up, at least you know that is the correct number for that house. You have the correct number to contact someone that was trying to sell their house. And that's a little bit of a win anyway, because usually Vulcan or RedX, they'll give you 4 or 5 different numbers for each property. And okay, this is the right one. And it'll tell you if it's a mobile phone or a landline, and you know if you can text or not.

And that's why it's a quality conversation, right? You can see, guys, that's a quality conversation. I didn't get an outcome. In measuring quality conversations, we're not tracking the outcome of the conversation. We're tracking, did I make the call? Number one, did I engage somebody in a conversation who is actually presumably a seller or potential seller, right? That's it. And the outcome of the conversation tells you whether you got a lead or an appointment or a personal circle or nothing. That's the next step, right? But that doesn't tell you whether or not it was quality conversation. So quality conversation is, did I talk to an adult decision maker with the intent of asking for business? And especially if it leads or opens the door or is a segue to another conversation, that Is definitely quality conversation. And when an expired answers and said, I'm not interested, all you realtors are calling me today, I wish you guys would leave me alone, click, they hang up. That is a quality conversation because it is just segue and says, I've got a frustrated seller. Because the frustration is because this is not what I want to be happening, but I do want something to happen. I want my house to sell. Let's do a quick run-through of the expired script. So Scott, you're going to be the agent first. JD, you are going to be the seller. Scott and JD, you guys ready? Straw with ring and action.

Ring, ring.

Hello?

Hi, is this JD? Yes, this is. Hi JD, this is Scott. I'm a local real estate agent. Are you still accepting offers on your property? Yes, I am. Got it. Got it. Now, what would be the ideal timeframe for you to get your home sold and be able to move? Probably in the next 6 months. The next 6 months. Excellent. But now, when you sell this house, where are you going next? To New York. New York? Wow, that's exciting. So what's taking you to New York?

The work.

Gotta go to work. Going to work. Going to New York for work. Good for you. So JD, any idea what stopped your home from selling? Not really. Interesting. Okay. How did you choose the last agent you had? I found them on the internet and called them and they took the listing. You found them on the internet.

Okay.

That makes sense. And how did you feel about the job the agent did? Not great, obviously, because the house sat there and sat there and we had 2 or 3 offers, but they were really low and it was below what I wanted to accept.

Okay.

So yeah, a couple of lowball offers, but they were way lower than you accepted. Ouch. So what do you think was missing that actually kept it from selling? I don't know. Fair enough. Okay. Now it sounds like you still want to sell the property and get to New York, right? Yes. Yes. Excellent. Excellent. Now, if you could get it sold for top dollar in the next 30 days and get to New York, that's something that you still would be excited about. Yes? Yes.

Yes.

Okay, perfect. Now, if I can help you make it happen, would that be okay with you?

Yes.

Okay, great. Great. Excellent. Now, when would be the best time for us to get together and take a look at how we can make that happen? How about today at 4:15, or would tomorrow at 4:15 be better for you? I could do it tomorrow at 2 would be better. Can, or is that available for you? 2 PM tomorrow. Yeah, I can make that work.

Perfect.

I look forward to seeing you tomorrow at 2 PM.

Sounds great.

Before I come out, I just have a few more questions I need to ask you so I can get more information. Do you have something?

Blew everything up. Way to get an appointment and then screw it up by going into interrogation mode. Before I come out, I have a few questions for you. Where were you on or about 7 PM on the night of— This is not where we want to go. So we're not going into interrogation mode. So we got the appointment. What do we do next?

Tell her she— and before I come out and get a little more information from you so I can do my homework, do you have a couple minutes? Yes, I do. Awesome.

Let's give it up for Scott Marlowe. Yes, Masters. 1, 2, 3. Okay. Yeah. We don't ask questions. I got a few questions for you. I need to ask you a few questions. That is interrogation. Talk, and it immediately will shut people down. Okay, everybody follow? I need to get a little more information from you so I can do my homework. Do you have a couple of minutes? That's the conversation. Words matter. Phrasology matters because words and phrases have an energy to them that determines whether it makes people resist it or going like, okay, cool. So we want to do that. All right, some really good stuff. Now, this is one of the most important things for going into tomorrow or into Thursday. 1 through 3, your, of course, your initial question, your intro question, and number 1 through 3 are your most important key questions to do what?

Motivation. Yeah.

Motivation. I need to identify motivation. Once I have absolutely clear motivation, I do not need to ask number 4, 5, 6, or 7. Number 4, 5, 6, or 7 are optional and they're designed for whenever the seller is giving some sense of attachment to the old agent, or we're going to try it again with the same agent, that kind of stuff. And that's when now I've got to help them see that their agent doesn't know what they're doing by asking good questions. So once I've got, we're moving, we're moving to New York, got a job opportunity there, like to be there as soon as possible. Awesome. Now it sounds like you do still want to sell your property.

Correct. Correct.

Awesome. So if you could get it sold for top dollar in the next 30 days and get to New York very soon, that is something you'd still be excited about, right?

Yeah.

Awesome. And if I could help you make that happen, that'd be okay with you, right?

Awesome.

So when would be the best time for us to get together and take a look at how we can make that happen? It's gonna be awesome. It's gonna be a game changer for you. So play to win. Always expect yes. Make your life your masterpiece. Yes, masters. 1, 2, 3.

Oh, I swear to God.

So here is the big takeaway. What gets you resistance on the front end is what gets you the win on the back end. And so the agent that is still in the game, still making the call, still calling 'em back the 3rd, 4th, 5th time, 5 days later, that's the one who walks out with the listing. So the expired script that you just heard, plus all the other scripts for setting appointments with other sellers and the listing presentation, all of that are in my free listing power pack. Go to yesmasters.com/powerpack. Again, the link is in the description. Now, are you calling expireds this week? If you are, just drop in the comments expireds so I will know and then get ready for my next video. We'll see you soon.