RISMEDIA, Feb. 14, 2007-A real estate dictionary might define an "Expired Listing" as: "finished, over, time-consuming, and a hassle to work with." Not for RE/MAX Hall of Fame agent Jeff Firnstahl, however. The Andover, Minnesota-based agent had such phenomenal success with this very unlikely market, grossing $34 million in sales just last year.
Agents and brokers who have unsuccessfully tried to break into this market may want to set aside 15 minutes to listen to this expired listings expert as he explains his strategies in this week's iSucceed/RISMedia Business Training & Development Call at http://www.isucceed.com/. Firnstahl's 29 years of solid real estate experience makes him a seasoned Realtor worth listening to, with a 2007 sales goal of 150 transactions totaling $45+ million in volume. Based on previous performances and systems in place, he will probably achieve it.
Recently both RISMedia and iSucceed Online Real Estate Mentoring, pointed out that this particular Business Training & Development Call is designed around the concept of assisting real estate professionals to rethink and re-engineer their Expired Market philosophy and tactics. The revealing interview hosted by iSucceed's own Kelly Kelley, cuts to the heart of the "Expired Matter" and gets Firnstahl talking about how he works the Expired niche, how much time and resources are dedicated, and whether or not an agent needs a team to be successful at bringing an expired back to life.
Many team-based agents considering spending precious time and resources on the expired market often wonder, "Should I have one person on my team who is completely dedicated to expired lead generation, and if so, how much autonomy and power do I delegate to them?"
Firnstahl's interview slices to the core of this question as he candidly discusses exactly what steps he takes, what his team member's tasks are, and when he steps in to do what he does best… sell real estate.
Any real estate professional knows that making the initial phone call to an expired listing requires masterful techniques, massive understanding of how to build a relationship and then interjection of the pre-qualification process to determine if and when an appointment should be scheduled. Since an agent's revenue stream is based 100% on commission, wasting time with the wrong prospect can be costly. If you are paying for a team, it can be even worse. In this week's call "An Expired Plan for All Seasons," Firnstahl candidly divulges exactly what his step-by-step procedure is.
Once a listing appointment is made with an expired, marketing becomes the greatest event upon which success either rises or falls. Typically, questions crop up as to how much time and money should be spent on an expired, knowing full well that it might net zero in return. Having a thorough understanding of the pivotal nature of a high impact marketing strategy and knowing what to do and exactly when to do it, separates the superstars from the wannabees. Surgeons are paid extraordinarily well because they are extraordinarily talented, and because they have their practice down to an art. Real estate superstars like Jeff Firnstahl practice the same careful, introspective diligence as they weave their way through a mine-field of expired time bombs. You will not want to miss this valuable teaching lesson from an ordinary guy with extraordinary money-making procedures.
Every Wednesday the iSucceed/RISMedia Business Training & Development Call offers rookie, intermediate and veteran agents across the country a chance to discover and implement the proven, profitable real estate strategies of over 200 of the industry's most successful agents. iSucceed is increasingly considered to be the most valuable location of secrets, gathered directly from North America's top real estate superstar agents. Today they are offering a free 14-day trial with unlimited access, exclusively for RISMedia listeners. Just enter the code "RISMEDIA14" when you go to www.iSucceed.com.