Ask the Coach: A Sales Manager Action Plan for Coaching Agents on Converting Expired Listings Into Income

In a competitive real estate world where agents are constantly fighting for listings, there is a forgotten FREE resource that is 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.

Here is my Sherri Johnson Strategic Action Plan for helping your agents convert expired listings into massive amounts of income:

Motivate your agents to prospect expired 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. Inspiring your agents to go after these free leads will help build their business. You will be giving them the confidence they need to create massive amounts of income from this great lead source.

Pull expired listings in your market and show agents how many leads exist. You will 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.

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.

Remember that success is contagious. Share success stories for converting expired leads at office meetings—when agents see others creating income from this resource, more will join—or, start an “Expired Club” where agents can work individually or together to motivate and inspire one another with their successes.

Coaching your agents on the benefits of converting expired listings will lead to an increase in income and success. To receive my FREE exclusive script strategies for prospecting expired listings, email yourock@sherrijohnson.com. To learn more about brokerage consulting with Sherri Johnson Consulting, contact me at 844-989-2600 or www.sherrijohnson.com/contact/. Follow us on Facebook, Instagram and Twitter.

Sherri Johnson is a national leader offering world-class real estate keynotes, consulting and coaching while delivering accelerated results. No other coach matches her 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’s relevant, real-life and proven strategies, coupled with her high energy, produce immediate results and can triple your income regardless of your current production. Johnson is the national speaker for Homes.com for the Secrets of Top Selling Agents tour. Contact coaching@sherrijohnson.com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com.