Reviving Real Estate: A Guide to Calling Expired Listings

If you’re wondering how to snag those expired real estate listings, it’s not just about making a simple call—though that’s a good start. It’s about creating a plan that speaks directly to homeowners who, for various reasons, saw their listing expire without a sale. Let’s dive into why these listings matter and how you can position yourself as the agent they’ve been waiting for by calling expired listings.

In today’s competitive market, where demand often exceeds supply, expired listings are like hidden treasures waiting to be rediscovered. These properties didn’t sell during their initial listing period, whether due to pricing issues, ineffective marketing, or bad timing. Sellers in these situations are often frustrated and wary, having been let down by previous agents. This is where your opportunity lies—to step in not just as an agent, but as a problem solver and trusted advisor.

Where to Find Expired Listings

Finding expired listings requires diligence and strategic searching. While checking local MLS databases is a good start, smart agents also reach out directly to homeowners and network with other agents. Platforms like Vulcan7 and Mojo Dialer can provide leads, but the real gold lies in your ability to spot opportunities where others might not. Expired listings aren’t just properties; they’re stories of missed opportunities and unrealized dreams, waiting for someone to turn the page.

Reaching Out: The Right Way

Calling expired listings isn’t about cold calls; it’s about building relationships from the first interaction. Imagine receiving a call from an agent who not only knows your property history but also understands why it didn’t sell. That level of preparation is what sets successful agents apart. Before making contact, do your research. Find out about the previous listing, the marketing efforts, and any specific challenges the homeowner faced. This not only shows your expertise but also your genuine interest in helping them achieve their goals.

Crafting Your Approach

Your approach should reflect a deep understanding of their situation. Start by establishing credibility through your online presence. Your social media should not only showcase your successes but also demonstrate your commitment to marketing homes effectively. This is crucial for homeowners who may have felt let down by inadequate marketing in the past.

When it comes to the conversation itself, having a well-prepared script is key. Anticipate objections based on your research and be ready to address them confidently. Acknowledge their frustrations and highlight how your approach differs. Show them a clear path forward—a path that leads to a successful sale, not just another listing.

Differentiating Yourself

What sets you apart? This is the question you must answer convincingly. Highlight your unique strategies and successes. Maybe you offer a ‘reverse listing presentation’ that walks homeowners through the entire selling process, demonstrating your thoroughness and commitment to their needs. Or perhaps you emphasize your track record of selling homes quickly and for fair prices in a competitive market.

Serving Those Who Need You Most

Helping expired listings isn’t just about closing deals; it’s about restoring faith in the real estate process. These homeowners have often been let down before, and now they’re looking for someone they can trust. By approaching this challenge with empathy and professionalism, you’re not just winning listings—you’re rebuilding trust in an industry that sometimes falls short.

This commitment to service is what drives agents like myself to share strategies and insights with colleagues across the country. It’s about lifting each other up and raising the standard of service in real estate. Whether through mentorship or direct coaching, we all have a role to play in elevating our profession.

All of This Can Be Done By VAs

Real estate virtual assistants (VAs) play a crucial role in helping agents effectively contact expired listings. Here’s how they can streamline and enhance this process:

1. Initial Outreach and Follow-Up
Virtual assistants can manage initial outreach to expired listings. This includes making initial calls or sending personalized emails to introduce your services. They can follow up with potential clients, ensuring consistent communication and nurturing leads over time.

2. Script Development and Customization
VAs can assist in developing and customizing scripts for calling expired listings. Based on their research into the property history and homeowner’s situation, VAs can tailor scripts to address specific concerns and objections that may have led to the listing expiring. This personalized approach increases the likelihood of engagement and establishes credibility from the first interaction.

3. Research and Data Gathering
Before reaching out to expired listings, thorough research is essential. Virtual assistants can gather data from MLS databases, public records, and other sources to provide insights into the property and its history. This information arms agents with valuable knowledge, allowing them to approach homeowners with a clear understanding of their needs and circumstances.

4. CRM Management
Managing customer relationship management (CRM) systems is another area where VAs excel. They can input data from interactions with expired listings, schedule follow-up tasks, and ensure that no lead falls through the cracks. By maintaining organized and up-to-date CRM records, VAs help agents stay on top of their leads and maximize conversion opportunities.

5. Appointment Scheduling
Setting up appointments with potential clients can be time-consuming. Virtual assistants can handle this task efficiently, coordinating schedules and confirming appointments. This frees up agents to focus on preparing for meetings and developing strategies to convert leads into listings.

Getting expired listings isn’t just a transactional process; it’s a testament to your ability to understand and meet the unique needs of each homeowner. By combining diligence, empathy, and strategic thinking, you can turn expired listings into success stories, one property at a time. So, next time you spot an expired listing, remember—it’s not just a house; it’s an opportunity waiting to be seized.