Secrets Exposed: Top Agents' Expired Listings Playbook!

Real Estate Training & Coaching School

The following secrets come straight from our coaching clients who are successfully taking and selling expired listings. Today, we’ll discuss secrets, examine what real expired sellers have to say about their previous agent, and finally, provide strategies for you to follow so you can find success with expired listings as well!

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1. Coaching clients report that there are far more expired listing opportunities than they thought. Key changes they made to find more expired homes? Expand your geographic search, go further back in time, and add withdrawn and temporarily off-the-market homes. Call your MLS if you’re unclear on how to perform these searches, or get help from your broker.

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2. Coaching clients state that the owners of expired listings are way nicer to talk to and much more open to discussion than they thought. They are craving a new approach and a better strategy.

3. Coaching clients who are taking these listings often sell them within 10 days or fewer of taking them. This creates a fantastic marketing opportunity to prospect even more expired owners. Client testimonials can be utilized for videos, postcards, door hangars, etc.

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Top Complaints Expired Sellers have about their previous agents (Real-world commentary, as reported by coaching clients):

1. The previous agent took the listing, put it in the MLS, and did nothing else. They expected the home to sell itself, which suggests a sense of overpromising and underdelivering.

2. The previous agent didn't do any open houses. The previous agent either said they didn’t work, they didn’t believe in them, or they were unnecessary. This really makes sellers mad. Open houses are one of the only tangible things sellers see agents do.

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3. The previous agent's pictures were horrible. They were seen in the mirror, showed open toilet lids, too dark, not staged, and not professionally shot. The sellers were disappointed in the lack of effort.

4. A Seller was away from the home and returned to roaches in the foyer. No one was checking on their vacant home. In this case, the home didn’t expire; the seller just fired the agent. It was showing as ‘withdrawn’.

5. Sellers often complain of zero or poor communication from their previous listing agent. Our coaching clients have a communications guarantee as part of the Pre-Listing Package. Problem solved!

6. Some sellers state that the only time they heard from their agent was to ask for a price reduction. While price reductions are often needed, you’re less likely to get one if you’re not showing value before you ask for the reduction!