What’s the Best Way to Contact Expired Listings Without Being Intrusive and Rude?

By
Real Estate Broker/Owner with Cam Realty and Property Management
http://actvra.in/4Vrh

What’s the Best Way to Contact Expired Listings Without Being Intrusive and Rude?

“List to Last”....I’m sure you’ve heard this before. How do you get listings? This is even more challenging for newer agents or for those who had to take some time off and been out of touch for some time.
Going after expired listings will work if done right. Homeowners of these listings have already shown interest in selling their home but were not successful. It’s not always their real estate agent’s fault that their home didn’t sell but most would tell you it is.

What would be the best way to contact Expired Listings without being intrusive or rude?

 

-Calling them the day their home expires in MLS. Before you take this approach, ask yourself if you would want to receive 50+ calls from aggressive real estate agents the day your home expires starting as early as 7:00am. This is not the method I feel comfortable with so would never do it but if it fits your personality, then you should go for it. Before you pick up that phone, I suggest you have scripts and know what to say when the homeowner answers the phone. You’re probably asking how and where to get their phone numbers from. Here are some suggestions;

-ColeRealty: not only you will get a list of all the expired listings on a daily basis but their phone numbers and emails as well. You can pull up a list by subdivisions, this is great for circle prospecting.
-EspressoAgent: provides a list of expireds with their email and phone numbers.
-ArchAgent, Landvoice and RedX are just a few others you can check.

IMPORTANT REMINDER- Be sure to check whether the homeowner you’re calling is on the Do Not Call List before you start dialing.

-Sending them a postcard- The challenge with this is by the time homeowner gets your postcard, their home will most likely be listed with another real estate agent. If you are targeting those that expired 30/60/90 days even a year ago, postcard might work as long as you follow up with a handwritten card or a CMA.


-Delivering a packet- This packet may include a brochure, market update for their neighborhood and a letter that’s signed by you. You could deliver it the day it expires but please do not put it in their mail-box, that’s illegal. You could include tips such as; “8 Reasons Why Your House Didn’t Sell”, “Tips on Getting Your House SOLD”, come from contribution. Let the homeowner know what you will do for them should they decide to list their home with you.
Once you deliver the packet, send a handwritten note. Stand out from the crowd.

I know some will say by the time you do all of that, someone else already got the listing, so be it. That’s OK with me as I do not like to call Expireds as I wouldn’t want to be on the receiving end. You would be surprised to see how many homeowners are more receptive to a professional packet than being hounded by fifty agents the day their home becomes an Expired Listing.
I do work expired listings but not the ones that are recent, instead, go back 30/60/90 days and choose the ones I like to work with. Not every expired listing is a right fit for me or my business so choosing the right home is a top priority.I deliver a package to their door, then follow up with a handwritten card thanking them for accepting the packet and see if they have any questions. They will receive some type of mail every three weeks until they either tell me to stop, list with me or another agent. For homeowners, it’s a process of elimination, stand out from the crowd, provide the homeowners with the information they need and useful. It’s OK if they don’t list with you, they will, however, remember your professionalism.

What’s the Best Way to Contact Expired Listings Without Being Intrusive and Rude?


 

close

Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Will Hamm 08/27/2016 03:20 AM
  2. Lauren Selinsky Broker CRS 08/29/2016 03:53 PM
  3. Winston Heverly 12/05/2016 11:39 PM
Topic:
Real Estate Sales and Marketing
Groups:
Be The Best In Your Field
Bananatude
Bartender, Make it a Double

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Rainmaker
265,316
John Wiley
Jones & Co. Realty - Cape Coral, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Beth, you are a wonderfully sensitive person. You want to help people without invading them.

I believe your sweet attitude attracts the consumer to you. 

You have given some great suggestions that may work for many agents.

Thank you for sharing.

Aug 31, 2016 06:41 AM #80
Rainmaker
82,613
Ernest Villafranca
Better Homes and Gardens Real Estate - Oakland, CA
3923 Grand Ave. Oakland CA, 510-418-9443

Call them, door knock them, or mail them. If they need you, you're not intrusive or rude.

Aug 31, 2016 07:46 AM #81
Rainer
20,156
Gary Johansen
Independent Broker - Roseville, CA

Hello Sam or Sally Seller please.  Hi this is Allan Agent of Agents R Us I'm just checking to see if your house (NOT HOME) is still available?  Long pause  -  -  -  if the answer is no then congratulations on a successful transaction (could be a unreported sold) -

If yes did you know your property has been removed from the Multiple Listing Service costing you a lot of exposure and perhaps missing a new buyer coming into the market.  Why do you think it didn't sell?  (Depending on the answer) Oh I like to hold open houses, or I'll make sure not only is the MLS listing showing all the strong points of your home (yes home works here) but that those very points are prodominately displayed in the other online market places.

 

 

 

Aug 31, 2016 10:05 AM #82
Rainmaker
1,284,005
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

I like your approach and that you treat them the way you'd expect to be treated.

Aug 31, 2016 05:37 PM #83
Rainer
187,744
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

This is a great post, Beth.  I certainly agree with your approach and there are times when being considerate and patient will get you so much more and dealing with expired listings is certainly one of those times.

Aug 31, 2016 11:07 PM #84
Rainmaker
287,988
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

What a great share-thank you Beth. I've seen this approach be successful and it's less vulture-ish than cold calling.

Sep 01, 2016 02:07 AM #85
Rainmaker
30,369
Christina Steinhaus
Coldwell Banker Residential Property - West Palm Beach, FL
Real Estate Agent serving the Palm Beaches

Thanks, Beth!

 I appreciate the tips regarding reaching expired listings. I especially like your suggestions regarding the 30/60/90 day approach.  

Sep 01, 2016 05:15 AM #86
Ambassador
1,516,206
Florida Tolbert Team Keller Williams Advantage
Keller Williams Advantage III Realty in Lake Nona - Orlando, FL
Million $ Guild Member Cert Luxury Home Mkting Spc

I love your style and tips.  You and I are 2 peas in a pod when it comes to expireds.  I am 100% effective at expireds whether it's 1st day or older.  These folks are my low hanging fruit when harvested with the proper tools and training.  You touched on some of the best tools and when used masterfully, they can be lethal. 

Sep 01, 2016 03:19 PM #87
Rainmaker
354,007
Travis "the SOLD man" Parker; Associate Broker
Team Linda Simmons, Enterprise, AL 36330 - Enterprise, AL
email: Travis@theSOLDman.me / cell: 334-494-7846

Good ideas. I do a packet with the things that I do differently.

Sep 02, 2016 02:21 AM #88
Rainer
44,153
Sana Solanki
Kingsway Real Estate - Brampton, ON
Homes!

Thank you Beth, for the great ideas, I have door knocked expireds with great success.  

Sep 02, 2016 11:27 AM #89
Rainmaker
366,857
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

I like your approach. I have called expired sellers who said they had been bombarded by Realtors. I've also heard heavy listing agents refer to those who call their expired sellers "vultures". Not very complimentary at all.

Sep 03, 2016 09:06 AM #90
Rainmaker
1,030,853
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

I like your idea of sending a packet to sellers.  Calling is way too pushy for my style.

Sep 05, 2016 01:54 AM #91
Rainmaker
823,243
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

A little late to the party.  Very well written and insightful post.  I'd agree that being bombarded is never easy for a homeowner.  I am not an expired listing dialer, but have sent postcards.  I think you have to be early and not say anything derogatory.  I like David Knox's approach - ask a question as to how they felt about it not selling?  Ask a question as to why they thought it didn't sell? 

Sep 07, 2016 04:09 AM #92
Rainmaker
261,674
Melissa Jackson
United Country Real Estate FW - Fort Worth, TX
REALTOR® Matching Buyers & Sellers

I'm not one to call just expireds. Leaving a packet or short introduction at the door is ok.  I prefer the idea of contacting old expireds.  Great post, I like reading what works and doesn't work for different agents.   

Sep 22, 2016 02:26 PM #93
Rainmaker
59,221
Scott Thompson
Columbia Mortgage Plus - Blue Springs, MO
Commerical Finance - Blue Springs, MO

Sounds like you nailed it.

Make it a Great Day.

Sep 26, 2016 01:00 AM #94
Anonymous
Jack Leary

I subscribed to Vulcan 7 and shadowed a friend for 2 weeks. Reluctantly I kicked off my solo act on a Saturday morning and the first live answer I got (after about 6 dead calls) I landed the listing appointment, listed and sold all in about 45 days ! It works. Business is there !

Sep 30, 2016 03:10 AM #95
Rainmaker
334,481
Stephen Arnold
HomeSmart Elite Group - Scottsdale, AZ
CRS, GRI, SFR

Great Post Beth!  What type of mail pieces do you mail out every 3 weeks after the intro packet & hand written note?  Thank you!

Oct 01, 2016 05:08 AM #96
Rainmaker
632,689
Scott Fogleman
New Home Team 804-573-9592 - Richmond, VA
New Home Team

I like you soft touch approach, I do call and this may be a better way to reach people

Nov 16, 2016 06:21 PM #97
Rainmaker
145,125
George Fanucci
CoreFact.com - Los Altos, CA
Internet - Technology - Business - Solutions

Produce VALUE for the seller! Find out what they want and need. Find out why the listing didn't sell before you contact the seller, if you can? Maybe it's obvious. Maybe they're oblivious. Ask questions, do an Informational Interview, not a sales pitch. That could help you stand out from the rest.

{Comment #98!}

Dec 05, 2016 11:59 PM #98
Rainmaker
1,346,779
Sandy Padula and Norm Padula, JD, GRI NMLS#1483386
Realty One Group - Carlsbad, CA
Presence, Persistence & Perseverance

So another question for you Beth Atalay , and BTW hope you are recovered from your flu: When you deliver the packet, are you just leaving it on the doorknob, only leaving it is handed in-person, or what? Thanks!

Dec 06, 2016 06:00 AM #99
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
1,259,996

Beth Atalay

Cam Realty of Clermont FL
Sell or Buy Homes in Clermont FL
*
*
*
*
Spam prevention

Additional Information