Mastering Expired Listing Calls - Gary Nickels

Описание: In this video I teach a class how I generated over 34% of my income from expired calls in 2025. For reference I made over 100k Net in 2025. I also give real call examples in this video.

Class Outline:

1. Overcoming Phone Fear

Work on your mindset, it's all in your head.
Don't hesitate or do research, just start calling.
You're not bothering them, you're the solution to their problem.

2. Understanding the Seller's Mindset

After hundreds of phone calls the sellers are frustrated and don't trust agents.
Their big plans have changed because their agent didn't do their job.
They are very cautious about hiring another agent and still often say “we aren't selling anymore”

3. Don't Take the Bait

Sellers will often give you cues that they want to get off the phone. Keep asking really good questions until they hang up on you.

4. Know 3 Objection Handlers for every question they ask.

“We’re not selling anymore”
“We’re relisting with the same agent”
“What commission do you charge?”
“We’re interviewing agents.”
“What will you do differently to sell my home?”

5. Controlling the Conversation

Remember why you called? Set an Appointment.
Building rapport and side conversations are important but only in small doses.
Remember the plan: Introduction, Reason for Call, Overcome Objection, Close, Build Rapport, Close.

6. Find Their Motivation

Gosh you're in such a great neighborhood, why would you wanna leave?
What an awesome property, why would you wanna sell this masterpiece?
Are you planning to move to Texas like everyone else? Haha

7. Closing for the Appointment

Use Assumptive Closing, speak in the future tense.
“I can swing by today at 5 or tomorrow at 10 — which works better?”
Sometimes you will have to ask for the appointment 3-4 times on one call before you get it.
“I don't mind, I just wanna give you a few options so you have all the information you need to make a decision”
(Sincere) Listen I'm 100% confident your big beautiful blue home should've sold and I'd love the opportunity to share with you what we do differently to sell homes, are you free later today or is tomorrow morning work better for you.
(Marketing) I'm looking at your home right now and the pictures don't do it any justice. We pay extra for professional photo and video, no cost to you of course, we also advertise on Facebook with thousands of views and just do things completely differently. Your home deserves that love and attention marketing. I'd really like to show you in person what we do. Are you free later today?

8. Follow-Up System for Expireds

Great conversions deserve follow up, put them in your CRM.
Same-day text + email + video message or drop off CMA or Information.
Call them and treat them like they are your best friend.

9. Straight Line Method of Sales (Jordan Belfort)
This approach is a systematic approach to guide prospects quickly from initial contact to a closed sale by creating certainty in three key areas: the product, the salesperson, and the company, aiming for a 10/10 certainty level in each before closing, often using scripts, tonality, and objection handling to stay on the direct path (the "straight line") to a "yes,"


10. My Process
For all my scripts, devices and software please email me at: [email protected]