Why Expireds Convert
These sellers are motivated and disappointed. They want to sell. They just need a new strategy and a confident agent.
The Approach
Be respectful — they've just had a bad experience. Don't bash the previous agent. Lead with: 'I have an idea about why your home didn't sell and what we'd do differently.'
What to Bring to the Appointment
- Updated CMA reflecting current market.
- List of likely reasons the listing failed (price, photos, exposure, condition).
- Your written marketing plan — bullet-proof.
- Proof of your past results (sold list, days on market).
Action Items
- Pull yesterday's expireds every morning.
- Make 10 expired calls daily.
- Track conversion: dials → contacts → appointments → listings.