Case Study: Lots of agents have had great success listing New Expireds – using the books. Here is a blog post with a success story from a Smart Agents Member named Chris who listed 4 Expired Listings in 30 days.
How to do it: We have imperfect training on our blog. Click the links below for training on each of the steps.
Step #1. Pull the New Expired Leads. You can use the Redx or another source. Or, do it by hand.
Step #2. Send your book to the Expireds. There is training on how to do that here.
Step #3. Follow up on your book using this script.
Mistakes to avoid: Thinking this niche is easy. It’s not. It is the most competitive niche in the industry. You must have a way to stand out. If not, then you will struggle with this niche. I guarantee it. Here are a few ways you can stand out:
Get a book in their hands ASAP. Be the first agent to contact them. Some agents knock on their door at 8AM, work Expireds on Saturdays, and work the 1st of the month (even if it’s a weekend.) After all, if you’re the first you have a big advantage.
Show them specific ways you can do a better job marketing their home. Just look at the previous agent’s marketing and see if there is any way you can improve the marketing. Tell the seller about your ideas.
Be more persistent. Keep on following up with a letter or phone call week after week for the first month. Most agents are “one and done.” If you follow up until they list, then you’ll stand out from the crowd.