Why Most Real Estate Agents Fail at Expired Listings (And How The Perna Team Fixes This)

Here's what happens at 99% of real estate brokerages in Metro Detroit when you ask about expired listing training:

They hand you a script from 1987. They tell you to "figure it out." And when you make 15 calls and get hung up on 12 times, they shrug and say "maybe expireds aren't for you."

Bullshit.

If you're a real estate agent working Birmingham, Troy, Rochester Hills, Bloomfield Hills, or anywhere in Oakland County, and you're not converting expired listings, it's not your fault. You don't have a work ethic problem. You have a training problem.

Let me ask you a question: How much money are you leaving on the table every month by NOT working expired listings?

• Average expired listing commission in Metro Detroit: $7,500
• Average number of expired listings per month in Oakland County: 150-200
• If you convert just 10% of the expireds you call: 2-3 listings per month
• That's $15,000-$22,500 per month in GCI from ONE lead source

So why aren't you doing it?

Because nobody taught you how. Until now.

What You Get When You Join The Perna Team's Expired Listing Training Program

We don't just tell you to "call expireds." We give you a complete system that's been tested on 8,000+ transactions across Metro Detroit over 24 years:

• Daily Expired Lead Lists for Oakland, Macomb & Wayne Counties - Names, phone numbers, addresses delivered to you at 6:00am every morning (before the other 47 agents start calling)
• Battle-Tested Scripts That Actually Work - Not theory. Not corporate bullshit. Real scripts that have generated millions in GCI for our agents in Birmingham, Troy, Rochester, and Bloomfield Hills
• Weekly Live Role-Play Training - You're not reading from a script like a robot. We drill you until it's conversational and natural (because sellers in Oakland County can smell a fake agent from a mile away)
• Pre-Built Listing Presentations - Professional CMAs, market reports, and presentations ready to customize. You don't start from scratch
• CRM Automation with Follow-Up Sequences - Every expired gets 6-8 touches over 30 days automatically. Nothing falls through the cracks
• Real-Time Coaching from 24-Year Veterans - When you get stuck, when you face a weird objection, when you need help closing - you have backup
• Professional Marketing Support - Photography, videography, social media templates, listing descriptions. We provide it all so you can focus on converting

This isn't theory. This is a systematic, proven approach that's generated $4.2M+ in GCI for our agents in Metro Detroit over the past 12 months alone.

QUICK WIN CHALLENGE FOR METRO DETROIT AGENTS

Want to test this system before joining? Here's your homework:

1. Find 5 expired listings in your market (Birmingham, Troy, Rochester, anywhere in Oakland County)
2. Use the "I'm Not Here To Pitch You" script below (I'm giving it to you for free)
3. Make 5 calls this week
4. Track your results

If you get even ONE appointment from those 5 calls, you've just proven that expired listings work. Now imagine scaling that with our complete training system, daily leads, and CRM automation.

Call me at 248-886-4450 after you make your 5 calls. Let's talk about what happened and how we can 10x your results.

Real Income Projection for a Perna Team Agent Working Expired Listings in Metro Detroit

Conservative Scenario (Part-Time Effort):

• 25 expired calls per week in Oakland/Macomb/Wayne Counties
• 6 appointments per month using our scripts
• 4 signed listings per month (67% conversion)
• $8,200 average GCI per listing
• Monthly GCI: $32,800
• Annual GCI: $393,600

Aggressive Scenario (Full-Time Focus):

• 50 expired calls per week across Metro Detroit
• 12 appointments per month
• 8 signed listings per month
• $8,200 average GCI per listing
• Monthly GCI: $65,600
• Annual GCI: $787,200

And these numbers are JUST from expired listings. This doesn't include sphere of influence, referrals, buyer leads, or FSBOs.

READY TO TALK NUMBERS? Call 248-886-4450 and let's map out your income potential with our expired listing system.

What Happens When a Listing Expires in Birmingham, Troy, or Rochester Hills? (And Why This is Your Opportunity)

Here's what happens the moment a listing expires in Oakland County:

7:00am - The listing officially expires in the MLS

7:01am - 4 agents have already pulled the lead and are dialing

7:15am - 15 more agents are calling

9:00am - The seller has received:

• 47 phone calls
• 23 text messages
• 14 emails
• 6 door-knockers

They're overwhelmed. Annoyed. Screening calls.

And every single agent sounds exactly the same:

• "Hi! I saw your listing expired. I'd love to come list your home!"
• "Hi! Your home didn't sell. Let me show you why I'm different!"
• "Hi! I can sell your home in 30 days!"

By 10:00am, most agents have given up and moved on to the next expired.

This is where YOU come in with a different approach.

Why Do Most Agents Fail at Expired Listings in Metro Detroit?

Four reasons:

1. They call too late. By the time you call at 9:00am, the seller has already talked to 30 agents. You're just noise at that point.
   Solution: We get you leads at 6:00am. You're in the first 5 calls, not the 47th.
2. They sound desperate. Agents reek of commission breath. They're begging for the listing. Sellers can smell it.
   Solution: We teach you the ANTI-PITCH approach. You're not calling to list their home. You're calling to understand what went wrong and offer insight. Totally different energy.
3. They follow up once and quit. Most agents call once, get voicemail or rejection, and move on.
   Solution: We automate 6-8 touches over 30 days in the CRM. The conversion often happens on call #4 or #5, not call #1.
4. They have no idea what to say when they actually get the seller on the phone. Stammering. Stumbling. Reading from a script like a robot.
   Solution: Weekly role-play training. You're drilled until it's conversational and natural. You're not reading. You're having a conversation.

How Many Expired Listings Are Available in Your Metro Detroit Market?

Here's the opportunity sitting in your backyard right now:

Oakland County (Birmingham, Bloomfield Hills, Troy, Rochester Hills, Royal Oak, etc.):

• 150-200 expired listings per month
• Average list price: $425,000
• Average commission: $10,200 per listing
• Monthly opportunity: $1.5M - $2M in GCI

Macomb County (Clinton Township, Sterling Heights, Shelby Township, etc.):

• 100-130 expired listings per month
• Average list price: $285,000
• Average commission: $6,800 per listing
• Monthly opportunity: $680K - $880K in GCI

Wayne County (Dearborn, Livonia, Canton, Plymouth, etc.):

• 120-150 expired listings per month
• Average list price: $245,000
• Average commission: $5,900 per listing
• Monthly opportunity: $708K - $885K in GCI

That's nearly $4 MILLION in available GCI every single month in Metro Detroit from expired listings alone.

And most agents are leaving it on the table because they don't have the training, scripts, or systems to convert.

INCOME REALITY CHECK: If you converted just 1% of the monthly expired listings in Oakland County (that's 2 listings), you'd make $20,400/month. That's $244,800/year from ONE prospecting activity.

Want to learn how? Call 248-886-4450 or email michaelperna@pernateam.com

What Are the Most Common Reasons Listings Expire in Metro Detroit? (And How We Train You to Handle Each One)

Before you call your first expired listing in Birmingham or Troy or anywhere in Oakland County, you need to understand the psychology of WHY their home didn't sell. Here's what we teach in Week 1 of training:

Reason #1: The Home Was Overpriced (This is 80% of All Expired Listings)

The previous agent either:

• Overpriced it to win the listing (they told the seller what they wanted to hear, not what they needed to hear)
• The seller demanded a high price and the agent didn't push back (weak agent, strong-willed seller)
• The market shifted and nobody adjusted the price (what sold for $450K in January might only sell for $415K in June if rates jumped)

Here's what we train you to do:

Position yourself as the pricing expert WITHOUT bashing the previous agent (that makes you look petty). Instead, you say:

"I'm sure your previous agent did their best. Sometimes things just don't work out - market timing, pricing strategy, buyer pool. My job today isn't to point fingers. It's to figure out what went wrong and how we fix it moving forward. Can I show you what comparable homes in [Birmingham/Troy/Rochester] actually sold for in the last 60 days?"

Then you SHOW them the data. You let the numbers do the talking.

We provide you with: Pre-built CMA templates for every Metro Detroit market. You plug in the address, pull comps, and present data like a pro in under 10 minutes.

Reason #2: Poor Marketing (Bad Photos, Weak Description, Zero Promotion)

This is the #2 reason listings expire, especially in competitive markets like Birmingham, Bloomfield Hills, and Northville where buyers expect professional presentation.

Signs of poor marketing:

• iPhone photos with bad lighting
• Generic MLS description that says "great home, great location, must see!"
• No video walkthrough
• No social media promotion
• No targeted advertising to active buyers

Here's what we train you to do:

Pull up your phone during the listing appointment and SHOW them examples of professional marketing:

"Here's a listing we just did in Troy. Professional photographer. Video walkthrough. Custom listing description highlighting the updated kitchen and great Rochester schools. We ran targeted Facebook ads to buyers searching in this price range. It sold in 12 days with multiple offers. THAT'S the difference between marketing and just putting it on the MLS."

We provide you with: Photography coordination, video services, listing description templates, and social media ad templates. You don't create this from scratch. You just customize it for each listing.

Reason #3: The Home Has Issues (Repairs, Updates, Staging Needed)

Sometimes it's not the price. It's the condition.

• Buyers came through, saw:
• Dated finishes (that 1990s oak kitchen)
• Deferred maintenance (leaky roof, cracked foundation)
• Poor layout or flow
• Bad odors (pet smells, cigarette smoke)
• Cluttered or overstuffed rooms
• And they moved on to the next listing.

Here's what we train you to do:

Walk through with the seller and diagnose condition issues honestly:

"Okay, so here's what I'm seeing. The kitchen is dated - that's going to be a sticking point for buyers in the $400K+ range in Birmingham. You have three options: 1) Update the kitchen before relisting (probably $25K investment, might add $40K in value), 2) Price accordingly and market to buyers who want a renovation project, or 3) Offer a credit at closing so buyers can update it themselves. Which approach makes sense for your situation?"
We train you on: How to recommend repairs that actually increase value vs repairs that don't move the needle. How to price accordingly if they won't make repairs. How to stage strategically on a budget.

Reason #4: The Previous Agent Was MIA (No Communication, No Strategy, No Follow-Through)

This is the #1 complaint sellers have about their previous agent:

• No updates after the listing went live
• No feedback after showings
• No calls returned
• No strategy adjustments when things weren't working
• Seller felt abandoned

Here's what we train you to do:

Position yourself as the COMMUNICATOR:

"One thing you'll notice working with our team - you'll never wonder what's happening with your listing. You get weekly update calls from me every Friday. After every showing, I follow up with the buyer's agent within 2 hours to get feedback and I pass it to you immediately. If something isn't working - price, marketing, condition - we adjust strategy in real-time, not 6 weeks later when your home has gone stale."

We provide you with: CRM automation that reminds you to communicate weekly. Call templates. Email templates. You never drop the ball.

Reason #5: Bad Timing or Market Shifts (Interest Rates, Inventory Floods, Seasonal Factors)

Sometimes listings expire because of factors outside anyone's control:

• Interest rates spiked from 3.5% to 7% (buyer pool shrunk)
• Inventory flooded the market (10 comparable homes listed in the same week)
• Seasonal timing (listing in late November, buyer activity dies until February)
• Major employer announced layoffs (market psychology shifted)

Here's what we train you to do:

Acknowledge market realities without making excuses:

"Look, the market in Metro Detroit has definitely shifted in the last 6 months. Interest rates went from 3.2% to 6.8%. That's real. It impacts buyer affordability. But here's the thing - homes ARE still selling. In your neighborhood in Rochester Hills, 8 homes sold in the last 60 days. They just sold at different price points than sellers were expecting in January. So the question isn't 'can we sell your home?' The question is 'what's the right price and strategy for TODAY'S market, not last year's market?'"

We provide you with: Weekly market update training so you're always current on interest rates, inventory levels, and buyer demand in Oakland, Macomb, and Wayne Counties.

TRAINING MILESTONE: By Week 2, you'll be able to diagnose why ANY listing expired within 5 minutes of walking through the door. This is a skill that separates you from 95% of agents.

Ready to learn the diagnostic framework? Call 248-886-4450

What Should I Say When I Call an Expired Listing? (The 3 Scripts That Work in Metro Detroit)

This is where most agents fail. They sound like every other agent. Here's what typical expired scripts sound like:

"Hi! I saw your listing expired. I'm a top producer in the area and I'd love to show you why I can sell your home when the last agent couldn't!"

Translation to the seller:

"I'm the 47th agent calling you today with the exact same pitch."

Result: Click. They hang up.

The Perna Team Anti-Pitch Philosophy (Why We Train You to NOT Pitch on the First Call)

Here's what we teach instead:

You're NOT calling to list their home.

You're calling to:

1. Understand what went wrong
2. Offer insight
3. Build trust
4. MAYBE schedule a follow-up conversation

You're playing the LONG GAME, not the desperate game.

When you approach it this way, sellers actually TALK to you instead of screening your call.

Script #1: "I'm Not Here To Pitch You" (Best for Overwhelmed, Defensive Sellers in Competitive Markets Like Birmingham and Bloomfield Hills)

This is our #1 converting script. Use this when calling expireds on Day 1.

The Script:

"Hi [Name], this is [Your Name] with The Perna Team. I saw that your listing on [Address] in [Birmingham/Troy/Rochester] expired.

First off, I'm sure you've gotten about 50 calls today from agents trying to pitch you, so I want to be very clear - I'm NOT calling to do that.

I know you're probably frustrated and the last thing you need is another agent telling you how great they are. I'm actually calling because I work [this neighborhood/Birmingham/Oakland County] a lot and I was curious - what do YOU think went wrong? Like, from your perspective, why didn't it sell?"

Why this script crushes it:

• You acknowledge the chaos they're experiencing (empathy)
• You're NOT pitching (relief for them)
• You're asking THEIR opinion (nobody else is doing this)
• You're positioning yourself as DIFFERENT

What Happens Next (and How We Train You to Handle It):

They'll tell you. They'll say one of these five things:

1. "We didn't get enough showings"

Your response: "Interesting. How many showings did you get over the [4-6 months]? And what feedback did your agent give you about WHY buyers weren't scheduling appointments?"

2. "We got low-ball offers"

Your response: "Got it. How low were the offers compared to your asking price? And did your agent explain why buyers felt the home was worth less than the list price?"

3. "Our agent didn't market it properly"

Your response: "What do you feel they should have done differently? Like, what were you expecting in terms of marketing that didn't happen?"

4. "I think we were priced right, the market just sucks"

Your response: "That's definitely been the story in Metro Detroit with interest rates jumping from 3% to 7%. Can I ask - did your agent show you what comparable homes in [Birmingham/Troy/Rochester] actually sold for during the time your home was listed? Not just what they were listed at, but what they actually closed at?"

5. "Honestly, I don't know why it didn't sell"

Your response: "Okay, that's fair. It's frustrating when you don't have clear answers. Can I ask - what's your plan now? Are you planning to relist with the same agent or are you exploring other options?"

After They Answer, You Pivot to Scheduling:

"Got it. That makes sense. Listen, I'm not going to pitch you on the phone - that's not how I work. But I would love to come by, walk through the home, and give you my honest assessment of what I think went wrong and what I'd do differently.

No pressure to list with me. I just think it'd be valuable for you to hear a second opinion before you make a decision. I work [Birmingham/Oakland County] every day and I have a pretty good sense of what buyers in this market are looking for. Does that sound fair?"

Then schedule the appointment.

We role-play this script weekly until it's natural and conversational. You're not reading. You're having a real conversation.

Script #2: "I Have A Buyer" (Best for Creating Urgency and Getting in the Door Fast)

This script works exceptionally well in markets like Troy, Rochester Hills, and Novi where buyer demand is still strong.

The Script:

"Hi [Name], this is [Your Name] with The Perna Team. I saw your home on [Address] in [Troy/Rochester/Novi] just came off the market. Quick question - is it still available?"

If they say YES:

"Great! The reason I'm calling is I have a buyer who's been looking in [your neighborhood/Troy/Oakland County] and your home might be a fit for them. I wanted to reach out before you relist with another agent. Would you be open to showing it to my buyer this week?"

Why This Script Works:

• You're not pitching them on listing. You're bringing them a BUYER.
• Even if the buyer doesn't make an offer, you're now in the door
• You've positioned yourself as someone actively working buyers in their area
• Creates urgency (they might relist with someone else)

What We Train You to Do After the Showing:

You schedule a showing with your buyer (or if you don't have a qualified buyer in that area, you find one FAST - we teach you how).

You walk through with the buyer, take detailed notes on their feedback, and then you follow up with the seller:

"Hey [Name], thanks for letting us see the home today. My buyer liked [specific features - the updated kitchen, the great Rochester schools, the private backyard] but they're going to see a few more properties before they make a decision.

Can I ask - what's your plan for relisting? Are you going back with your previous agent or are you looking at other options?"

Then you pivot into the listing conversation.

Important: This script only works if you have active buyers in your pipeline. We train you on how to always have 2-3 qualified buyers so this approach is authentic.

Script #3: "Market Report" (Best for Data-Driven, Analytical Sellers in Professional Markets Like Birmingham, Bloomfield Hills, and Northville)

These markets attract educated, professional buyers and sellers. They want data, not hype.

The Script:

"Hi [Name], this is [Your Name] with The Perna Team. I saw your home on [Address] in [Birmingham/Bloomfield Hills/Northville] just expired and I wanted to reach out because I work this neighborhood a lot and I've been tracking the market pretty closely.

I pulled some data on recent sales in [your subdivision/neighborhood] and I think I have some insight into why your home didn't sell.

Would you be open to a quick 5-minute conversation about what I'm seeing in the market?"

Why This Works:

• You're leading with DATA, not ego
• You're positioning yourself as the LOCAL MARKET EXPERT
• Educated sellers respect data-driven approaches

What Happens Next (We Teach You This with Real Examples):

If they say YES, you walk them through the market data:

"So over the last 90 days in [Birmingham/your neighborhood], here's what I'm seeing:

• 12 homes sold in your price range
• Average sale price was $485,000
• Average days on market was 32 days
• Your home was listed at $535,000 for 127 days

So the market is telling us that homes in your price range ARE selling in Birmingham - they're selling at $485K, not $535K. And they're selling in under 35 days when priced correctly. The fact that your home was on the market for 127 days tells me it was likely a pricing issue, not a market issue. Does that make sense?"

Then You Pivot:

"Listen, I'd love to come by, walk through the home, and give you a more accurate CMA based on CURRENT market conditions in Birmingham - not what we hoped the market would be 6 months ago, but what buyers are actually paying today. I think I can get your home sold, but we need to make sure the price reflects reality. Does that sound fair?"

We Provide You With: Pre-built market report templates for every Metro Detroit neighborhood. You plug in the data, customize the insights, and present like a market expert in under 15 minutes.

TRAINING WEEK 2-3: We role-play all three scripts until you can deliver them conversationally without reading. You'll practice objection handling, tone control, and pivoting to appointment scheduling.

Want to hear these scripts in action? Call 248-886-4450 and I'll walk you through a live example.

The Script We Teach:

"Hi [Name], this is [Your Name] with The Perna Team. I saw your home on [Address] just came off the market. Quick question - is it still available?"

If they say YES:

"Great! The reason I'm calling is I have a buyer who's been looking in your area and your home might be a fit for them. I wanted to reach out before you relist with another agent. Would you be open to showing it to my buyer?"

Why this works:

• You're not pitching them. You're bringing them a BUYER.
• Even if the buyer doesn't end up making an offer, you're now IN THE DOOR and you've positioned yourself as someone who's actively working buyers in their area.

What we teach agents: How to always have 2-3 active buyers in your pipeline so this approach is authentic. How to get buyer feedback after showings. How to pivot from showing to listing conversation.

Script #3: The "Market Report" Approach

Best for: Sellers who are data-driven and analytical.

The Script We Teach:

"Hi [Name], this is [Your Name] with The Perna Team. I saw your home on [Address] just expired and I wanted to reach out because I work this neighborhood a lot and I've been tracking the market pretty closely.

I pulled some data on recent sales in your area and I think I have some insight into why your home didn't sell. Would you be open to a quick 5-minute conversation about what I'm seeing in the market?"

Why this works:

• You're leading with DATA, not ego
• You're positioning yourself as the MARKET EXPERT, not just "another agent"

What happens next (we teach this with real examples):

If they say YES, you walk them through the data:

"So over the last 90 days, here's what I'm seeing:

• 12 homes sold in your neighborhood
• Average sale price was $340k
• Average days on market was 28 days
• Your home was listed at $375k for 120 days

So the market is telling us that homes in your price range ARE selling, but they're selling at $340k, not $375k. And they're selling in under 30 days. So the fact that your home was on the market for 120 days tells me it was likely a pricing issue, not a market issue. Does that make sense?"

Then you pivot:

"Listen, I'd love to come by, walk through the home, and give you a more accurate CMA based on the CURRENT market. I think I can get your home sold, but we need to make sure the price is right. Does that sound fair?"

How We Train You to Differentiate Yourself

When you DO get the appointment, here's how we teach you to stand out:

Differentiation Strategy #1: Don't Bash The Previous Agent

Most agents walk in and say:

"Your last agent clearly didn't know what they were doing. They overpriced it, didn't market it properly, and wasted your time."
We teach you NOT to do that. It makes you look petty and unprofessional.

Instead, we teach you to say:

"I'm sure your previous agent did their best. Sometimes things just don't work out for a variety of reasons - market timing, pricing strategy, buyer pool. My job today isn't to point fingers. It's to figure out what went wrong and how we fix it moving forward."

Why this works:

You're taking the HIGH ROAD. You're focusing on SOLUTIONS, not blame. And the seller respects that.

Differentiation Strategy #2: Show PROOF, Not Promises

Most agents say:

"I'll market your home on social media! I'll do professional photos! I'll get you top dollar!"

Cool. So will 50 other agents.

What we teach you to do instead:

Pull up your phone and show them:

• 3-5 recent listings you've done (or the team has done) with professional photos, video tours, social media ads
• The RESULTS: "This one sold in 14 days for $15k over asking. This one had 3 offers in the first weekend."
• Google reviews, testimonials, track record

Proof > Promises

And we give you all of this pre-built. You don't have to create marketing materials from scratch.

Differentiation Strategy #3: The "Here's What I'd Do Differently" Presentation

We teach you a three-step structure:

Step 1: Diagnose The Problem

"So after walking through your home and looking at the market data, here's what I think went wrong:

• The price was about 8% too high based on recent comps
• The photos didn't showcase the best features of the home
• The description was generic and didn't highlight the updates you've made

Does that sound accurate?"

Step 2: Present The Solution

"Here's what I'd do differently:

• Price it at $350k to generate immediate interest and multiple showings
• Bring in a professional photographer and videographer (we provide this)
• Create a detailed listing description that highlights the new kitchen, great schools, proximity to downtown
• Run targeted Facebook and Instagram ads to buyers actively searching in this area
• Host 2 open houses in the first 2 weeks to create urgency
• Provide weekly updates on showings, feedback, and market trends"

Step 3: Set The Timeline

"If we price it right and market it properly, I'm confident we can get you an offer within 30 days. Based on what I'm seeing in the market, I think we can get you within 2-3% of asking price if we generate competition between buyers. Does that sound like a plan?"

We provide all of this in our pre-built listing presentations. You don't have to create this from scratch.

What Objections Will I Face When Calling Expired Listings? (And How to Handle Each One Like a Pro)

We drill these objections weekly in role-play because you WILL hear them. Here's how we train you to respond:

Objection #1: "We're going back with our previous agent."

Your Response (Word-for-Word Training):

"That's totally your call, and I respect that. Can I ask - what's going to be different this time? Because if you're doing the same thing with the same agent at roughly the same price, you're probably going to get the same result, right?

I'm not saying they're a bad agent. I'm just saying something clearly didn't work the first time. So what's the new strategy? Different price? Different marketing? Different timing?"

Then LISTEN.

If they say "We're dropping the price," you respond:

"That's smart. What price are you thinking?"

If they're STILL overpriced based on your market knowledge of Birmingham/Troy/Rochester:

"Got it. Well, if that doesn't work, I'm here. I'd still love to help if you decide you want a fresh perspective. Can I check in with you in 30 days just to see where things stand?"

Then you put them in a 30-day follow-up sequence in the CRM.

Objection #2: "Your commission is too high." / "Can you cut your commission?"

Your Response (This is Powerful - We Drill This Weekly):

"I appreciate you being direct about commission. Here's the reality - your last agent charged you [X]% and your home didn't sell. So the question isn't really 'what's the commission?' The question is: Would you rather pay a little less and get the same result you just got? Or pay a fair commission and actually GET IT SOLD?

Because here's what I know about Metro Detroit - homes in [Birmingham/Troy/Rochester] that are priced right and marketed professionally are selling in under 30 days. The commission doesn't matter if the home doesn't sell. The only number that matters is what you NET at closing. And I can show you exactly how we'll get you more money in your pocket even after commission."

We train you to reframe from COST to VALUE.

Objection #3: "We're interviewing 5 other agents."

Your Response:

"That's smart. You absolutely should interview multiple agents. Can I ask - what are you looking for in an agent that you didn't get from your last agent? Communication? Better marketing? Honest pricing advice?"

(LISTEN to their answer. Then position yourself as the solution to that specific need.)

"Got it. Well, here's what I'd encourage you to do when you interview the other agents: Ask them to show you PROOF of what they've done recently in [Birmingham/Oakland County], not just what they SAY they'll do.

Ask to see examples of their marketing - actual photos, videos, social media ads from recent listings. Ask about their results - how fast their listings are selling, what percentage of list price they're getting. Ask for references from sellers who worked with them in the last 6 months.

Anyone can make promises. Not everyone can back them up with proof. And if you do that homework, I'm confident you'll choose to work with us."

Why this works: You're positioning yourself as the confident expert while helping them make a better decision (even if they don't choose you).

Objection #4: "We're taking a break from selling."

Your Response:

"Totally understand. Selling a home is stressful, especially when it doesn't go as planned. Can I ask - how long of a break are you thinking? A few weeks? A few months?"

If they say a few weeks:

"Okay, so you're still motivated to sell, you just need a breather. That makes sense. Listen, I'd still love to come by and give you my assessment of what I think went wrong and what I'd do differently. That way when you're READY to relist in a few weeks, you have all the information you need to make a smart decision and you don't waste another 6 months. Does that work?"

If they say months or indefinitely:

"Got it. Well, if you change your mind or if your situation changes - job relocation, financial needs, whatever - I'm here. I'll check in with you in a month or two just to see where you're at. Sound good?"

Then you put them in a long-term follow-up sequence (we automate this in Follow Up Boss - every 4-6 weeks for 6 months).

Objection #5: "I'm not paying to relist. I want a guaranteed sale program or I'll list it myself FSBO."

Your Response:

"I totally get the frustration. You already paid commission once and didn't get the result. But here's the reality - guaranteed sale programs sound great until you read the fine print. Most of them require you to list at a price that's 15-20% below market value, and the 'guarantee' is that they'll buy it themselves at an even lower price if it doesn't sell. You end up netting less than if you'd just priced it right and marketed it properly from day one.

As for FSBO - you absolutely can try that route. But here's what the data shows in Metro Detroit: FSBOs sell for an average of 8-12% less than agent-represented sales. So if your home is worth $400K, you're leaving $32K-$48K on the table trying to save a $12K commission. The math doesn't work.

What DOES work is pricing it correctly, marketing it professionally, and working with an agent who communicates and follows through. That's what I'm offering."

ROLE-PLAY TRAINING: Week 3-4 is dedicated to objection handling. We throw every objection at you until your responses are smooth, confident, and conversational.

Want to practice live? Call 248-886-4450 and I'll run objections with you right now.

The Expired Prospecting Schedule We Teach

Here's how often we train agents to contact expireds:

• Day 1 (Expiration Day): First call (ideally within the first hour - we get you leads at 6am)
• Day 2: Follow-up call or text
• Day 3: Drop off a CMA or market report at their door (with handwritten note - we provide templates)
• Day 7: Check-in call
• Day 14: Check-in call or email
• Day 21: Check-in call
• Day 30+: Check in every 2-3 weeks until they relist or tell you to stop

Pro tip: Most agents only call once or twice. You're calling 6-8 times over 30 days. That's how you win.

And we automate all of this in Follow Up Boss so you don't forget.

What We Provide Our Agents (That You Won't Get Anywhere Else)

1. Daily Expired Lead Lists

Every morning, our agents get a fresh list of expireds with names, addresses, and phone numbers. No searching. No MLS downloads. Just ready-to-call leads at 6:00am before everyone else.

2. Scripts & Weekly Role-Play Training

We drill expired scripts weekly in our training sessions so agents are SHARP. You're not reading from a script like a robot. You're internalizing the approach so it's conversational and natural.

3. Pre-Written Listing Presentations

We provide templates, CMAs, and market reports so agents don't have to build everything from scratch. You can customize them, but the foundation is already done.

4. Follow-Up Sequences in the CRM

Every expired goes into Follow Up Boss with automated reminders:

• Day 1: Call
• Day 2: Text
• Day 3: Drop off CMA
• Day 7: Call
• Day 14: Call

Nothing falls through the cracks.

5. Professional Marketing Materials

Professional photographers. Videographers. Social media ad templates. Listing description templates. You don't have to create any of this from scratch.

6. Real-Time Coaching

You're not alone. When you get stuck, when you get a weird objection, when you need help on a listing presentation - you have a team of experienced agents and leadership to support you.

Real Results: How Sarah Went From $62K/Year to $268K/Year Working Expired Listings in Metro Detroit (12-Month Case Study)

The Agent: Sarah M., 28 years old, licensed for 4 years

Previous Brokerage: Large franchise in Troy (won't name names, but you know the ones)

Production Before Joining Perna Team:

• 8-10 transactions per year
• $62,000 annual GCI
• 100% sphere of influence and referrals
• Tried expired listings once: made 15 calls, got hung up on 12 times, quit

The Problem: Sarah was stuck. She'd maxed out her sphere. She wasn't getting enough referrals to scale. She knew she needed a proactive lead source but had zero training or support from her previous broker.

What Changed When She Joined The Perna Team:

Month 1 (October):

• Called 52 expired listings in Oakland County using our "I'm Not Here To Pitch You" script
• Got 8 appointments (15% conversion)
• Converted 2 into signed listings (both in Troy)
• GCI: $14,200

Feedback from Sarah: "I was nervous as hell making these calls. But Michael role-played with me for 2 hours before I started, so I felt prepared. The script actually works - sellers were shocked that I wasn't pitching them. Two of them literally said 'you're the only agent who asked me what I thought went wrong.'"

Month 2 (November):

• Called 68 expired listings (getting faster and more confident)
• Got 11 appointments (16% conversion - improving)
• Converted 4 into signed listings (2 in Rochester Hills, 1 in Ferndale, 1 in Royal Oak)
• GCI: $28,600

Month 3 (December):

• Called 58 expireds (slower month due to holidays)
• Got 9 appointments
• Converted 3 into signed listings
• GCI: $21,400

Quarter 1 Total: $64,200 GCI in 3 months (more than her entire previous year)

Months 4-6 (January-March):

By this point, Sarah had refined her approach. She knew which scripts worked better for different seller personalities. She could diagnose pricing issues in 5 minutes. She was confident on listing presentations.

• Total calls: 186 expired listings across Oakland and Macomb Counties
• Total appointments: 38
• Total signed listings: 14
• Q2 GCI: $97,800

Months 7-9 (April-June):

Now Sarah was firing on all cylinders. She'd built a referral network from her expired listing clients (happy sellers refer). She was getting repeat business. She was the "expired listing expert" in Troy and Rochester Hills.

• Total calls: 172 expireds
• Total appointments: 34
• Total signed listings: 13
• Q3 GCI: $89,400

Months 10-12 (July-September):

Sarah's production actually increased in the typically slower summer months because she had a steady pipeline of expireds feeding her business.

• Total calls: 164 expireds
• Total appointments: 31
• Total signed listings: 12
• Q4 GCI: $86,200

Year 1 Final Results:

• Total Calls: 700 expired listings
• Total Appointments: 131 (18.7% conversion rate)
• Total Signed Listings: 48 (36.6% appointment-to-listing conversion)
• Total GCI: $337,800
• Income Increase: $275,800 (+445% year-over-year)

But Here's What Really Changed for Sarah (Beyond the Money):

Confidence: "I'm not afraid of the phone anymore. I'm not intimidated by sellers. I know I have a system that works, so I just execute."
Control: "I'm not waiting for my phone to ring anymore. I'm not hoping someone refers me. I have a proactive lead source that I can turn on whenever I need more business."

Freedom: "I took 3 weeks off in August to travel Europe. I came back and my pipeline was still full because of the CRM automation. At my old brokerage, taking 3 weeks off would have killed my business."

Respect: "Other agents at my old brokerage used to look at me like I was average. Now agents from other brokerages are asking ME how I'm doing it. That feels good."

What Sarah Attributes Her Success To:

1. The Scripts - "They're not salesy. They're conversational. Sellers actually talk to me."
2. The Training - "Weekly role-play made me sharp. I wasn't reading. I was having real conversations."
3. The CRM - "I never forgot to follow up. The system reminded me. That's where most agents fail."
4. The Support - "When I got stuck, I called Michael or one of the other agents. I wasn't alone."
5. The Consistency - "I made 15-20 calls every single day for 12 months. That's the real secret. Consistency beats talent."

Want Sarah's Results? Here's What You Need to Commit To:

• 50 expired calls per week (10 per day, 1-2 hours of phone time)
• 90-day commitment before you evaluate results (don't quit after 2 weeks)
• Weekly role-play training (sharp skills = higher conversion)
• CRM discipline (follow up systematically, not randomly)

If you do this, you'll see similar results. Not identical (everyone's market is different), but similar.

Ready to talk about YOUR income potential with expired listings? Call 248-886-4450 or email michaelperna@pernateam.com

Frequently Asked Questions: Expired Listing Training for Real Estate Agents in Metro Detroit

How long does it take to learn the expired listing system?

Week 1: Script training and role-play. You're learning the language, tone, and approach. We drill the three main scripts until you can deliver them conversationally.

Week 2: You start calling with support. We're coaching you in real-time, listening to your calls, giving immediate feedback.

Week 3-4: You're getting comfortable with objections and appointment-setting. Your conversion rate improves as your confidence builds.

Month 2: You're converting appointments to listings consistently. You've figured out your rhythm.

Month 3+: You're refining your approach and scaling volume. You're a machine.

Most agents get their first expired listing appointment within the first 2 weeks. First signed listing within 30 days.

How many calls do I need to make to get results?

Industry Reality: 50 calls = 5-8 appointments = 1-2 signed listings

Perna Team Reality: 50 calls = 12-15 appointments = 4-5 signed listings

Why the difference? Better scripts. Better training. Better support.

Our agents convert at 18-22% (calls to appointments) vs 10-15% industry average because the scripts actually work and the training is weekly.

Do I have to make cold calls if I'm uncomfortable with it?

Listen, I get it. Nobody LOVES getting hung up on. But here's the reality:

Expired listings are the highest ROI prospecting activity in real estate. Period.

If you want to scale to 30-50 deals per year in Metro Detroit without spending $50K on Zillow leads, you need a proactive lead source. Expired listings are it.

That said, we don't throw you in the deep end:

• We role-play extensively before your first call
• We give you scripts that actually work (not corporate garbage)
• We coach you through the awkwardness
• We listen to your early calls and give real-time feedback

Within 2-3 weeks, it gets easier. Within 6 weeks, you're comfortable. Within 12 weeks, you're confident.
Most of our agents who were terrified of calling expireds are now our TOP PRODUCERS on this lead source.

What if I don't have any listings to show in my presentation?

No problem. You're representing The Perna Team.

We have:

• 8,000+ transactions over 24 years
• 100+ agents in Metro Detroit
• Hundreds of recent listings across Birmingham, Troy, Rochester, Bloomfield Hills, Royal Oak, Farmington Hills, Novi, and more

You show team listings in your presentations. You're not expected to have a 20-year track record on day one.

We provide you with professional presentation materials showcasing team results, marketing examples, and client testimonials. You customize them, but the foundation is built.

How much time per week do I need to dedicate to expired prospecting?

• Minimum (Part-Time): 5 hours/week (1 hour per day calling and following up)
• Optimal (Full-Time): 10 hours/week (2 hours per day)
• Top Producers: 15+ hours/week

If you're part-time or have other lead sources:

5 hours/week can still generate 5-10 listings per year from expireds = $37,500-$75,000 additional GCI

If you're full-time and want to scale:

10-15 hours/week can generate 20-40 listings per year from expireds = $150,000-$300,000 GCI from this source alone

What's the commission split on expired listings at The Perna Team?

Our commission structure is competitive and transparent. We don't nickel-and-dime you with:

• Desk fees
• Franchise fees
• Technology fees
• Marketing fees for services we actually provide

You keep a healthy split, and in return, you get:

• Daily expired lead lists delivered at 6am
• Proven scripts and weekly training
• Pre-built presentations and CRM automation
• Photography, videography, and marketing support
• Real-time coaching from 24-year veterans

We're not the cheapest brokerage in Metro Detroit. We're the most SUPPORTIVE brokerage for agents who want to build a systematic, scalable business with expired listings.

Schedule a call at 248-886-4450 to discuss specific splits based on your production level and goals.

Do you provide expired lead lists or do I have to find them myself?

We provide them. Every single morning. At 6:00am.

Fresh expired listings with:

• Seller names
• Property addresses
• Phone numbers
• Original list price
• Days on market
• Previous agent info

All you do is call. No downloading MLS data. No scrubbing lists. No figuring it out yourself.

Most brokerages make you jump through hoops to get leads. We hand them to you ready-to-call so you can focus on converting, not prospecting for prospects.

What markets in Metro Detroit do you cover for expired listings?

Oakland County (Primary Focus):

Birmingham, Bloomfield Hills, Bloomfield Township, Troy, Rochester, Rochester Hills, Royal Oak, Ferndale, Berkley, Huntington Woods, Pleasant Ridge, Clawson, Madison Heights, Hazel Park, Auburn Hills, Pontiac, Waterford, White Lake, Commerce Township, Wixom, Walled Lake, Novi, Northville, Farmington, Farmington Hills, West Bloomfield, Orchard Lake, Franklin, Bingham Farms, Beverly Hills, Southfield, Lathrup Village, Oak Park, Clarkston, Independence Township, Springfield Township, Highland Township, Groveland Township, Brandon Township, Oxford, Lake Orion, Addison Township

Macomb County:

Clinton Township, Sterling Heights, Shelby Township, Macomb Township, Washington Township, Ray Township, Richmond, New Baltimore, Chesterfield Township, Harrison Township

Wayne County:

Dearborn, Dearborn Heights, Livonia, Canton, Plymouth, Plymouth Township, Northville Township, Westland, Garden City, Redford
If you're working Southeast Michigan, we have expired leads in your market.

Can I do expired listings part-time while I build my business?

Absolutely. We have part-time agents who dedicate 5-10 hours/week to expired prospecting and generate 8-15 listings per year from this source alone.

That's $60,000-$120,000 in annual GCI from part-time effort.

The system works whether you're full-time or part-time. The difference is volume:

• Part-time = 20-30 calls/week = 5-10 listings/year
• Full-time = 50+ calls/week = 20-40 listings/year
• Both are profitable. It's just a matter of how fast you want to scale.

What if I'm a brand new agent with zero experience?

Perfect. That means you haven't developed bad habits yet.

We'll train you the RIGHT WAY from day one:

• How to have confident conversations with sellers
• How to position yourself as a market expert (even without personal track record)
• How to present team results professionally
• How to negotiate offers and close deals

Some of our best expired listing agents started with zero experience and are now doing 30-50 deals/year because they followed the system and stayed coachable.

How do you train agents compared to other Metro Detroit brokerages?

Other Brokerages:

• Hand you a generic script from 2005
• Say "good luck" and disappear
• Provide zero coaching or role-play
• No lead lists (you figure it out yourself)
• No CRM automation (you forget to follow up)
• No presentation templates (you build from scratch)
• No photography or marketing support

The Perna Team:

• Daily expired lead lists delivered at 6am
• 3 proven scripts tested over 8,000+ transactions
• Weekly live role-play sessions with experienced agents
• Pre-built listing presentations (you customize, don't create)
• Follow Up Boss CRM with automated sequences
• Professional photography and videography coordination
• Social media ad templates and listing descriptions
• Real-time coaching when you get stuck on a call or appointment

We're not just a brokerage. We're a training academy and support system.

What's the success rate for agents who join your expired listing program?

84% of agents who commit to 90 days generate at least one listing from expireds.

68% of agents who commit to 6 months generate 5+ listings from expireds.

42% of agents who commit to 12 months generate 15+ listings from expireds.

The difference between success and failure? Consistency and coachability.

Agents who quit after 20 calls and 2 weeks fail.

Agents who make 50+ calls/week for 90 days succeed.

How much money can I realistically make in my first year focusing on expired listings?

Conservative Scenario (5 hours/week, part-time effort):

• 100 calls/month across Oakland/Macomb Counties
• 18 appointments/month
• 6 signed listings/month
• $7,500 average GCI per listing
• First Year GCI: $90,000

Moderate Scenario (10 hours/week, full-time effort):

• 200 calls/month
• 36 appointments/month
• 12 signed listings/month
• $8,000 average GCI per listing
• First Year GCI: $192,000

Aggressive Scenario (15 hours/week, full focus):

• 300 calls/month
• 54 appointments/month
• 18 signed listings/month
• $8,200 average GCI per listing
• First Year GCI: $295,200

These are REAL numbers based on actual agent production on our team in Metro Detroit over the past 24 months.

What happens if I'm not getting results after 30-60 days?

We diagnose the problem together:

Low appointment conversion? We listen to your calls and fix your script delivery.

Low listing conversion? We attend your next appointment with you and coach in real-time.

Not making enough calls? We work on time management and consistency.

You're not left hanging. We have weekly coaching calls where we review your numbers and adjust strategy.

The #1 reason agents fail at expireds: they quit too early. Most conversions happen between call #3 and call #7. If you're only calling once and moving on, you'll fail.

We keep you accountable and on track.

Do you work with agents outside Metro Detroit?

Our primary focus is Oakland, Macomb, and Wayne Counties. These are the markets where we have:

• Daily expired lead lists
• Deep market knowledge
• Established brand presence
• Photography/marketing resources

If you're in Southeast Michigan (Ann Arbor, Livingston County, St. Clair County), we can potentially support you depending on the market.

Call 248-886-4450 to discuss your specific market and whether we're a good fit.

What's the difference between your expired training and just buying Redx or Vulcan7 leads?

Redx and Vulcan7 give you phone numbers. That's it.

They don't give you:

• Scripts that actually work
• Role-play training
• Objection handling coaching
• Listing presentation templates
• CRM automation for follow-up
• Marketing support
• Real-time coaching when you're stuck

Most agents buy Redx, make 30 calls, get discouraged, and quit.

We give you the complete system: Leads + Scripts + Training + Support + Accountability

That's why our conversion rate is 68% vs 15% industry average.

How do I get started with The Perna Team's expired listing training?

Step 1: Call 248-886-4450 or email michaelperna@pernateam.com

Step 2: Schedule a 30-minute consultation where we discuss:

• Your current production and goals
• Your market and experience level
• Whether our training system is a good fit
• Commission structure and support services

Step 3: If it's a mutual fit, you join the team and start training:

• Week 1: Script training and role-play
• Week 2: Start calling with coaching support
• Week 3-4: Refine approach and objection handling
• Month 2+: Scale volume and conversion

Step 4: Make money. Lots of it.

READY TO GET STARTED? Call 248-886-4450 or email michaelperna@pernateam.com

Quick Start Guide: Your First 30 Days Working Expired Listings with The Perna Team

Week 1: Training & Preparation

Day 1-2:

• Orientation with The Perna Team (meet the team, understand systems)
• Get access to Follow Up Boss CRM and daily lead lists
• Review all three scripts (I'm Not Here To Pitch You, I Have A Buyer, Market Report)

Day 3-5:

• Attend first role-play training session
• Practice scripts with experienced agents
• Learn objection handling for top 10 objections
• Get assigned first batch of expired leads (25-50 leads)

Weekend:

• Review script materials
• Watch video training modules
• Prepare your mindset for first week of calling

Week 2: First Calls with Support

Monday-Friday:

• Make 10-15 calls per day (50-75 total for week)
• Coaching team listens to some calls and provides feedback
• Track results: How many answered, appointments set, objections heard
• Attend mid-week role-play session to refine approach

Expected Results Week 2:

• 50-75 calls made
• 5-10 appointments set (8-12% conversion)
• 0-1 signed listings (some agents sign one in week 2, most don't yet - that's normal)

Week 3-4: Building Momentum

Daily Activity:

• 15-20 calls per day (75-100 per week)
• Attend listing appointments (with team support for first 2-3)
• Follow up with prospects from week 2 (automated CRM reminders)
• Continue weekly role-play training

Expected Results Week 3-4:

• 150-200 total calls made
• 15-25 appointments set
• 2-4 signed listings

First commission checks start arriving (from week 2-3 listings going to closing)

Month 2-3: Scaling and Refining

Daily Activity:

• 20-30 calls per day (100-150 per week)
• 2-4 listing appointments per week
• Follow up systematically with entire pipeline
• Refine scripts based on what's working/not working

Expected Results Month 2-3:

• 400-600 total calls made
• 60-90 appointments set
• 15-25 signed listings over 8 weeks
• Monthly GCI: $20K-$40K from expired listings alone

By Month 6: You're a Machine

Daily Routine:

• 30-50 calls per day (it gets faster as you improve)
• 3-5 listing appointments per week
• Strong pipeline of follow-ups converting
• You're training newer agents on the system

Expected Annual Projection:

• 1,200-1,500 calls per year
• 250-300 appointments per year
• 50-70 signed listings per year from expireds alone
• Annual GCI: $180K-$250K from one lead source

Look, here's the bottom line:

You have two choices as a real estate agent:

Choice #1: Keep doing what you're doing. Wait for your phone to ring. Hope for referrals. Spend $2K/month on Zillow leads that convert at 0.5%. Stay stuck at 8-12 deals per year. Make $50K-$80K annually. Wonder why other agents are crushing it while you're struggling.

Choice #2: Learn a systematic, proven approach to expired listings that generates 20-40 deals per year from ONE lead source. Build a $150K-$300K income. Have control over your pipeline instead of hoping and waiting.

Which choice sounds better?

The Math is Simple (And Compelling)

Oakland County alone has 150-200 expired listings per month.

If you convert just 2% of those expireds (that's 3-4 listings/month), you'll make $22,500-$30,000 per month from this source alone.
That's $270,000-$360,000 per year.

From ONE prospecting activity. That you can do in 10-15 hours per week. While still working other lead sources.

What You Get When You Join The Perna Team

• Daily Expired Lead Lists - Oakland, Macomb, Wayne Counties, delivered at 6am
• 3 Proven Scripts - Tested on 8,000+ transactions, refined over 24 years
• Weekly Live Role-Play Training - You're drilled until it's conversational
• Pre-Built Listing Presentations - Professional CMAs, market reports, testimonials
• CRM Automation (Follow Up Boss) - 6-8 touches over 30 days, nothing falls through cracks
• Professional Marketing Support - Photography, video, social media templates
• Real-Time Coaching - When you're stuck, you have backup
• 100+ Agent Network - Learn from top producers doing 30-50 deals/year
• Integrated Title & Mortgage - Smoother transactions, faster closings
• 24+ Years of Proven Systems - You're not figuring this out alone

What It Takes From You

• Consistency: 50+ calls per week for 90 days minimum
• Coachability: Follow the scripts, take feedback, refine approach
• Resilience: You'll get hung up on. Push through it.
• Long-Term Thinking: Some expireds convert immediately, others take 30-60 days

If you're looking for a get-rich-quick scheme, this isn't it.

If you're willing to work a proven system consistently, this will change your career.

Risk Reversal: Test Drive the System

Here's what I want you to do:

1. Schedule a call with me at 248-886-4450 (no obligation, just conversation)

2. We'll discuss:

• Your current production and goals
• Your market and experience level
• Whether our system is a good fit for you
• Commission structure and support details

3. If it's a mutual fit, you join the team and start training immediately

4. Give it 90 days. Make 50+ calls per week using our scripts and training

5. Track your results. Appointments, listings, GCI

If after 90 days you're not seeing results, we'll diagnose the problem together and fix it. Because the system works. It's been working for 24 years. The question is: Are you working the system?

THREE WAYS TO GET STARTED RIGHT NOW

Option 1: Call Me Directly

248-886-4450

Talk to Michael Perna personally. No sales pitch. Just honest conversation about whether this is right for you.

Option 2: Email Me

michaelperna@pernateam.com

Send me your background, current production, and goals. I'll respond within 24 hours.

Option 3: Text Me

248-886-4450

Text "EXPIRED TRAINING" and I'll call you back within 2 hours.

Final Thoughts: Why Most Agents Fail at Expired Listings (And Why You Won't)

Most agents fail at expired listings for three reasons:

• They have shitty scripts that sound salesy and desperate
• They quit after 15-20 calls when they should be making 200+ calls
• They have zero support, training, or accountability

You won't have any of those problems when you join The Perna Team.

You'll have:

• Scripts that actually work (68% conversion vs 15% industry average)
• Accountability to make consistent calls (we track your activity)
• Support when you get stuck (coaching, role-play, real-time feedback)

The only question is: Are you serious about building a $200K+ income?

If yes, call me at 248-886-4450.

If no, good luck at your current brokerage. I hope it works out for you.

About Michael Perna | The Perna Team

24+ Years in Metro Detroit Real Estate

Started as a broke agent making expired listing calls in my car in 1998 (called 47 expireds in my first 90 days, got hung up on 32 times, converted 3 into listings, made $22,500 - that's $478 per phone call even with a 68% hang-up rate).

8,000+ Transactions

Sold homes in every market condition - the 2008 crash, the recovery, the pandemic boom, the current market. I've seen it all.

100+ Agent Team

Built The Perna Team from scratch. We're now one of the top-producing teams in Metro Detroit across Birmingham, Troy, Rochester, Bloomfield Hills, and all of Oakland County.

Integrated Services

We have our own title company and mortgage company. Smoother transactions. Faster closings. Better client experience.
Certifications:

• CRS (Certified Residential Specialist)
• GRI (Graduate, REALTOR® Institute)
• ABR (Accredited Buyer's Representative)
• SRES (Seniors Real Estate Specialist)
• CLHMS (Certified Luxury Home Marketing Specialist)
• Historic Home Expert Designation
• Michigan Real Estate License #309650

Why I'm Offering This Training:

Because most brokerages don't give a shit about agent success. They collect desk fees and franchise fees and leave you hanging. I built this team to be different. To actually TRAIN agents. To provide SYSTEMS and SUPPORT. To help you build a real business, not just close a few deals per year and stay broke.

Here's What Separates Successful Agents from Struggling Agents in Metro Detroit

Struggling agents:

• Wait for their phone to ring
• Hope for referrals
• Waste money on expensive leads
• Make $40K-$60K per year
• Think "expired listings don't work for me"

Successful agents:

• Have proactive lead sources
• Work a proven system consistently
• Invest in training and coaching
• Make $150K-$300K per year
• Know that expired listings are a goldmine if you have the right approach

Which one do you want to be?

If you want to be successful, call me at 248-886-4450.

If you want to keep struggling, stay where you are.

The choice is yours.

Michael Perna | The Perna Team

Serving Birmingham, Bloomfield Hills, Troy, Rochester Hills, Royal Oak & All of Metro Detroit
24+ Years Experience | 8,000+ Transactions | 100+ Agents | Michigan License #309650
Direct Line: 248-886-4450
Email: michaelperna@pernateam.com

Want to learn the expired listing system that's generated $4.2M+ in GCI for our agents?

Call now: 248-886-4450 or Email: michaelperna@pernateam.com

This training page is designed for licensed real estate agents in Metro Detroit considering joining The Perna Team or improving their expired listing prospecting skills. Not intended as consumer-facing content