Expireds Guide - Authorify

Almost any agent could have gotten that listing. I didn’t have to be awesome. All I had to do to get the listing was to show up and to demonstrate that I would do my best. Now, if you’re competing with three other agents, and the seller is interviewing a bunch of people, then yes, you probably need to be slick. But if you’re not slick, you can always take the easier option and do what I did — find opportunities where you won’t encounter a lot of competition. And of course, the best way to do that is to work old expireds. Expireds are usually very easy to list. With old enough expired listings, sometimes all you have to do to stand out and get the listing is show up when nobody else does! #6. Little towns and less populated areas are great for expireds. No matter your stage of development in your business, you can find a way to get listings from expireds. I figured out a way to be successful with expireds, despite my many disadvantages. When I was a young agent, my presentation skills were weak, and so was my confidence. In an effort to get listings, I worked a lot of FSBOs (For Sale By Owner) and some expireds. The market was extremely hot at the time, so expireds were scarce. My first attempts were unsuccessful. At my first three or four appointments, I got turned down. I wasn’t a good enough salesperson, and often the sellers were concerned I was too young. But I kept trying. My breakthrough opportunity came when I began focusing on old expireds and expireds on the outskirts of town. Where I worked in Gainesville, Florida, the market for new expireds was extremely competitive. But there were five little towns on the outskirts of Gainesville, only 10–20 minutes away. Most Gainesville agents didn’t bother to work those areas. I quickly realized that the agents in the small towns weren’t very aggressive. As an agent from the “big city,” it was fairly easy for me to get the listings. So what’s the moral of the story? If you’re not a big fish, don’t be afraid to find a smaller pond. You might find yourself suddenly becoming a bigger fish! You can find similar opportunities in your area, too. It might be on the outskirts of your primary market area, or it might involve focusing on old expireds, but if you put in the effort, you’ll find the right combination of reduced competition and eager sellers. Either way represents an opportunity. #7. Expireds will consider you a hero if you can sell the home—and inspire your momentum!