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.