7 Hot Tips to Capitalize on Expireds Now!

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We’re on Day 3 of the new year and I sincerely hope you’ve booked some appointments already.

The best agents aren’t “easing” their way into the New Year. They jumped in bright and early on January 1… And for good reason!

Early January for real estate professionals is sort of like the opening of hunting or fishing season…

There’s a ton of opportunity, namely because of one market segment.

Do you know who I’m talking about?

Yes, Expireds!

Last week I asked Jeff Mays to create a video for our coaching members in preparation for all the new Expireds about to come on the market January 1.

Today I’m sharing 7 tips from his message with you. And here’s the best part:

Whether you’ve been aggressively pursuing Expireds since New Year’s Day or you’ve never made Expireds part of your lead-gen strategy before, these tips are evergreen and will definitely help you win more business. If – and only if – you put them into action.


Expireds Tip #1: Make the Calls

When a listing expires, you have a variety of options: You can do nothing and let another agent take the listing. You can add them to your mailing list and mail them a marketing piece. You can show up at their front door to demonstrate your eagerness to sell their property. Or you can simply pick up the phone and make the call.

Far too many agents fear that phone call. But it’s the best approach. You can do the others if you want to, but if you’re going to make any effort at all, MAKE THE CALL TOO!


Expireds Tip #2: Go Deep, Not Wide

Put yourself in the shoes of a homeowner whose home just failed to sell. What do you want at that point? What traits do you want in your next agent?

You want someone who is persistent, aggressive and assertive.

That’s why, when pursuing Expireds, persistence pays. It isn’t about calling 100 Expireds one time each. You’re much better off calling 10 Expireds 10 times each. It’s all about the follow-up. Demonstrate your tenacity to win the opportunity.


Expireds Tip #3: Perception is Reality

Many agents refuse to call Expireds because they say, “I don’t want to bother them,” or “They’re going to have so many agents calling, I don’t want to be another pest.”

Others make the calls because they believe deep in their soul that they’re the agent who can provide the most value and get that home sold.

Here’s the thing: Whatever you think is the truth.

If you feel like you’re bothering them, you probably are. If you feel like you’re the best agent to help them solve the challenge of selling their home, that will come through as well.

Expireds are a game of confidence. The more confidently you pursue them, the more success you’ll achieve.


Expireds Tip #4: Don’t Be a Stalker

One of agents’ most-asked questions is “If they don’t answer, should I leave a message?”

The answer is a resounding YES!

Don’t be a stalker who hangs up every time. Nobody likes that.

Also, don’t leave a rambling “just checking in” message that doesn’t promise any solutions.

Instead, leave a confident, to-the-point message with your name, company and phone number along the lines of:

“I know exactly why your home didn’t sell. I noticed some marketing gaps. Call me back as soon as you can if you’d like to get this property sold in the next 30 days.”


Expireds Tip #5: Learn How to Dance

So, two things here: One, you need a script. Never try to just “wing it” with Expireds. And two, you need to know that script so well that you can “dance” if the conversation doesn’t go exactly according to plan.

That means practicing it over and over and over until you’ve internalized it and know exactly which question to ask next.

If you don’t have an Expireds script and don’t know where to find a good one, get yourself to a Sales Edge event in 2019 or invest in our What You Say Matters agent script book.

Whatever script you use, never go into “presentation mode” on the phone. Instead, when questions arise from the homeowner, use those questions as an opportunity to reply:

“That’s exactly why we need to get together. Do you have five or 10 minutes we can meet?”


Expireds Tip #6: Use “The Ultimate Close”

Below are four lines you can use to nudge homeowners toward agreeing to a meeting:

“You can spare 5 or 10 minutes, can’t you?”

“There’s really no harm in just talking, right?”

“It’s good to have options, isn’t it?”

“I promise I won’t ask you to sign anything.”


Expireds Tip #7: Adopt the Right Mindset

We touched on this earlier, but it’s so essential to winning the Expireds game, I’m going to reiterate it here.

When you start calling, you can’t just hope you’re going to talk to these people and leave it at that.

And if you don’t catch them, you can’t count on them to call you back.

Your mindset needs to be “I’m going to talk to them because they need my services.”

Which means one thing: Follow up! And then follow up some more! Keep going until they list with you or another agent. Tom Toole’s approach to Expireds calls for nine touches in two months – on every new Expired that comes on the market!

Believe in yourself and believe you need to help this person sell his or her home. Then, keep doing the work to ensure you get that opportunity.

Tom Ferry - Success Summit




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