Realtors - Get More Listings with EXPIREDS!

EXPIRED LISTINGS ARE BACK IN PLAY

Real estate agents, do you want more listings? Of course you do. Let’s talk about one of the most underutilized listing opportunities in today’s shifting market: expired listings.

Today’s topic is a hot one: expired listings are back.

Why Expired Listings Matter Again

In the frenzied seller’s market of the past couple years, listings rarely expired. Now that the market is stabilizing, listings are once again staying active longer – and some are expiring. That means a whole new pool of motivated sellers who have already raised their hands to say, “I want to sell,” but for one reason or another, their home did not sell.

In fact, statistics show that 60-70% of sellers whose listing expires hire a different agent the next time around. If you are not reaching out to expired listings, you are missing out on a huge opportunity to grow your business.

Tip: Stand Out From the Competition

Most agents who call expired listings follow a tired, ineffective script: “I saw your listing expired. I can sell it. Let’s meet.” If you want to succeed with expireds, you need to be different. Provide value. Be helpful. Solve a problem. Here are a few examples:

Preview homes before they expire. Set up a search for listings that have been on the market 60-90 days and go preview those properties. That way, if the listing does expire, you can honestly say, *”I previewed your home on [date]. I’d love to take a second look and share some thoughts on why it may not have sold.”

Change your opening line. Instead of saying, “I saw your listing expired,” try: “I noticed your home is no longer on the market. Are you still looking to sell?” It is a positive, open-ended question that invites conversation.

Handle objections with empathy and redirection. If the seller says, “We’re taking a break but bring a buyer,” respond with: *”Great! I would love to see the home in person so I can accurately match it to one of my buyers. How about today at 6 or tomorrow at 2?”

Use social proof. Share testimonials, social media posts, and past successes to build trust and show you are the expert in your area.

Mail or drop off a high-value package. Include a market analysis, marketing plan, and maybe even a “for review only” listing presentation in a nice binder. Offer to pick it up if they are not interested. This creates another opportunity to engage with them.

Bonus Tip: Know Their Motivation

Scott, offers this brilliant script: “If your home had sold last night, where were you planning to move?” This uncovers motivation and allows you to follow up with: “If you knew your home could sell today, would you still want to move there?”

The Bottom Line

Expired listings offer one of the best sources of seller leads right now. These are homeowners who wanted to sell, but their goals were not met. They are waiting for someone who can bring better tools, systems, and skills to the table. That someone could be you.

Remember, it is not about being salesy. It is about offering a real solution to someone who had a real need.

Join us next Tuesday for our next training session where we will dive into video marketing and social media strategies to amplify your brand and attract more leads.

Until then, go after those expireds and make the most of the opportunities in today’s market!

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