What happens to the home owner when the listing expires?

Folk like Ben, the owner of Active Rain, promote things that involve robo calling and boast of making 500 calls before noon. They advocate the use of services like MOJO and Vulcan, The outcome is the owner is placed under siege by real estate agents committed to a dialing for dollars strategy. If that sounds like the way you want to do business, then Mojo and Vulcan are the services you need to receive immediate notification to start calling expired, regardless of where they may be located. "It's a nunbers game!" Be aware, these companies exists because some are experiencing success. You can choose to join them.

Or, you may choose to separate yourself from the feeding frenzy.

Imagine if you will, a homeowner upon whom agents have established siege, hounding them, knocking on their door, calling them, stalking them on social media. What does the homeowner now need?

The common response is, "why their home did not sell" or "I'm better than your last agent,".... and their phone and mailbox is exploding with these messages.

What do they need?

In this vortex of activity where tricksters and heavy handed and manipulative students of 'capturing expired listing' techniques flourish, the emotion of the seller is "I made a mistake, I do not want to be manipulated, what shall I do next?"

Wrap your validation and solution around one of these emotions and use a three touch approach,,,phone msg, letter and door drop.

Folks in need are attracted to those who present solutions and vision.

Do things most other agents wont, video email has worked great for me. It can't be video as an attachement, but in email video. The best thing of all though I think is having a strong brand to sell, show that you run a business and are not just a Realtor.

I usually don't contact brand new expireds. These sellers are usually upset that their homes have not sold and are p.o.'d at Realtors in general. I contact 30 day or longer expireds. These sellers are usually done licking their wounds and are ready to get on with selling their homes. I ask to take a look at their homes so I can meet them and do a market analysis for the present market. I do find that a lot of the expired's I contact listed their homes too high for the market. Some had the misfortune to have hired a stick a sign in the ground and list on MLS then cross their fingers and hope type of Agents. If I cannot contact the expired's owners by phone I send them my resume, examples of my marketing, copies of testimonials, homes I have sold etc.. (I have the means to create very professional looking marketing materials.). I find that most sellers need to actually see what I can do for them and also need to see why their homes should be listed within a particular price range. I leave my resume etc. with the expired's owners ( in person or via mail) so they will have it to keep in the event they or someone else they know needs my services now or in the future.  So far this has worked...at least for me it has.

After a person has endured a period of showings without results they are often more likely to listen to the advice that they need to hear to get the job done.

Approach them as the agent who will not repeat the mistakes that were made in the last listing attempt, lay down the law and only work with them if they are ready to follow your advice.

Lead by example.  Have enough success without them to draw them to you when they're in need.  Expireds shouldn't be your bread & butter but instead, a nice bit of gravy on the side

Up here, we are not permitted to contact expireds.  They've been given the power to reach out to us rather than be chased and hounded.

I think Stefan Winter hit on a great idea. I will have to try it.

Ellen,

The few I have chosen to do:

# 1 I search the MLS well in advance to see if there are any I might want to list once they expire.

# 2 I check to see how long that listing agent typically sets their listing, 6 months etc. so I am fairly confident when it will expire.

# 3 I have a plan and put it on paper.

# 4 If the house is still occupied, I go knock on the door. No calls or mail.

# 5 If out of town I may call or mail.

Many agents have comprehensive programs for this sector. Constant contact is often a requirement. You have an advantage when you stop by to meet them face to face and develop a friendly relationship.

Why not learn from the master himself?

The owner of this site is offering you his gold mine. I strongly suggest you take advantage of it!  

I don't do it.

Not easy to find and get that seller - too many calls they get.

I will look for expireds in 2016. Thanks for the question.

Share the real reasons listings become expired and don't sell. Gets them every time.

Hit them as soon as they expire.  Drop by and attempt to get in front of them.  Phone calls second, and lastly mail.

I just get on the phone and call them directly

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