Expired Listing Follow Up, Start Taking More Expired Listings Today

The first few days of an expired listing are like a tornado of activity. This tornado, much like the natural occurrence, sweeps up anything in its path. Real estate professionals across the city are excited at the new opportunity of a listing and are anxiously calling away and the home owner is in a daze with volumes of phone calls and mail. This whirlwind experience ends almost as quickly as it begins however.

After the first 5 days of an expired listing, the excitement for most real estate professionals wears off. Many assume that they have already “re-listed” the home which is why they aren’t picking up the phone. After all, if they really wanted to list the home again, surely they would answer their phone, right? The home owner likewise is coming out of the wind with fewer calls and their mailbox and doorstep are no longer overstuffed with information. It’s amazing what can happen in just 5 days.

For the average real estate professional, they don’t have a system of follow up in place for expired sellers so by day 5 they have already moved on to the next fresh batch of potential sellers. Taking expired listings monthly means understanding that it is going to take more than 3-5 phone calls before you take the listing. Sure, it is possible to get the home owner on the first phone call, set the appointment, and take the listing but that is a process that will get you maybe a listing every other month. In order to take 2,4,6, or even 10+ expired listings monthly requires having a process of following up with your potential listings.

Systematic Follow up Leads to Consistent Results

Follow up on expired sellers should involve two major components: mail and phone calls. Taking time to have a balanced attack will bring sellers calling you and make your phone calls easier.

Your expired listing letter can actually be quite simple. One of the most important aspects is that you get your expired listing letter in the mail on the very first day the home is identified as an expired listing. This will ensure that your letter arrives just after the initial flood of people who rush to drop something off in person. Keep your envelope and letter simple and make it easy for them to pick up the phone and get a hold of you.

Phone call follow up is what is going to enable you to take the number of listings that you have always wanted. When most agents have stopped after day 5 you can keep going and stand out from the crowd. I invite you to consider the following methods to get the most from your phone calls:

Call at the same time each day – It doesn’t have to be at the crack of dawn, but calling at the same time each morning will give you the best chances of getting a hold of the home owner. Your pipeline of potential sellers should be large enough to spend at least two hours on the phone.
Leave voicemails – Most agents avoid voicemails because they don’t know what to say. Leave voicemails and give them a reason to call you back. Let them know they can call you back to learn more about your “29 Day Guarantee” message. The more interest peaking and easier you make it on them to return your call, the more call backs you will receive.
Be prepared with scripts – Have a list of qualifying and interest peaking questions that you can ask the seller when you get them on the phone. You may get their voicemail 80% of the time so when you get them on the phone you want to take advantage of those valuable minutes to get the appointment.
Set a timeline – Your phone call schedule should go far beyond 5 days. Consider a phone call follow up schedule that lasts for up to 21 days. You don’t need to call every day, but put a schedule in place that allows you to reach them 6-10 times during that period.

Following up on expired listings won’t take much of your time, especially when you do it consistently every day. Along with your consistent follow up you will be able to consistently take listings monthly as well!

As part of the Real Estate Success Program, James Bridges, coaches real estate agents across the country on effective real estate marketing techniques.

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How to Take 2 New Expired Listings This Week Without Picking Up the Phone

Sellers exist in every market you just need to find them. One can often feel like a miner from the 1880’s when trying to find a seller who is interested in actually selling their property and not just listing it. Expired listings provide a ready source of sellers who actually want to sell their property as they already took the time, hassle, and aggravation of listing their home in the first place.

It is true that some expired sellers have no intention of selling which is why they didn’t sell in the first place yet there is a group of expired listings who maybe weren’t told everything and desperately need help in order to accomplish their goal of selling their home and moving on to the next stage whether that be to buy another home or to just wait and see what happens in the real estate market.
 
In order to take two new listings and not pick up the phone there is one critical step that has to be accepted and that is, “You can’t look or act like a real estate agent!”. This may sound harsh but many sellers associate real estate agents with “salesman” and not in a nice way so you can’t look like you need their listing, want their listing, or that you are like every other real estate agent. You have to look completely different in order to get expired listings to take you seriously.
To take two listings this week try the following to make yourself look completely different than your competition.

Mail out a piece of to the expired seller – if you can’t afford the stamp drop it off at their house just make sure that they get a piece of mail and in that letter that you have for them you need to be different.
Have a marketing message that addresses their situation – sellers who have just had their home expire have a problem, their home didn’t sell. They aren’t looking for someone who is going to be like everyone else they need someone who is different and can step up. Provide a guarantee of the services that you provide and put it in writing. Guarantee the sale of their home, guarantee a price, guarantee a time frame, or guarantee a level of service and whatever you do put it in writing and be willing to work for it.
Make it easy to contact you 24/7 -When the seller wants to act they will act so make it easy to contact you by providing them 800# to contact you at or an e-mail to send a request for more information. Make it so easy to contact you they will do it and do it immediately.

Most of all as you do these items make sure that you follow-up with the leads that you will be getting so that you get those two listings this week and all without having to pick up the phone.

Joseph Bridges is a Coach and one of the founders of the Real Estate Success Program that empowers agents to use marketing to generate leads of motivated buyers and sellers in their market place.

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