Prospecting – How to List 10 Properties in the Next Month

There’s no better way to build your listing inventory and guarantee the success of your real estate career than by contacting homeowners that have let their listings expire.

This is especially true if you have a perspective buyer for their home. If you know how to present to this group, an expired listing strategy can be a rifle-shot to immediate listings. When contacting this group, it’s almost a given that they want or need to sell their property.

The bad news is that every agent in the world knows expired listings are a prime target, so you must do something different if you want to be successful relisting these properties. Very few agents are willing to door-knock, so in most cases that’s not a viable option.  If you do call and you sound like every other agent, that won’t work either. The best way to get their attention is to have a buyer that may be interested in purchasing their property before you call. This is also a great way to determine which expired listings you want to call. If you’re working with a buyer that hasn’t found their ideal home actively listed, research properties that have expired and would be a good fit for your buyer. You can use the buyer’s interest to prove you can sell their property.

Armed with a buyer likely to have an interest in their property, use the following script:

“Mr. and Mrs. ______________, I’m working with a buyer that inquired about your home that was recently listed. I can’t find it anywhere online or in any publication. Are you still thinking about selling your home? If so, would you be willing to compensate me for this one buyer? Could I come by and preview it for my buyer?”

By previewing the home prior to bringing your buyer, you will have an opportunity to build a relationship with the seller. Of course, you can continue to build the relationship when you bring your buyer. A third meeting can then be scheduled to review the buyer’s interest and offer suggestions, perhaps even list the property.

Congratulations! You are now the agent most likely to get the listing when the seller relists, which happens 80% of the time.