I am just starting out as a Realtor... I was wondering what was the best way to market expired listings???

Question

If you could tell me in detail how to do it would be great!!!
Thanks

Answer 1

Why would you want to put yourself in the position of listening to all the wrongs that another agent did with the sales of the house and why it did not sell.

Then I assume that you will be calling them from their expired listings, therefore cold calling, causing the "Do Not Call List" to come into play, which could be expensive if someone complains,or your company do not have a federal number.

The best thing to do starting out as a relator is to become known in an area or branded. If you want to work the expired listings in a certain area that is fine. Get out of the office, go knock on their doors.

This area you decide to work should have between 500-1000 houses. Dedicate yourself to that area, get to be known as the realtor for the area.

You should select an area of your city that you wish to work. Walk the area for about 3-4 weeks placing fliers on the doors of your potential clients. Talk to anyone you find outside. Get their name and email address you are already standing in front of their house so write the address down.

On your fliers you want to tell your potential clients who you are, what it is you do,and what you want to do for your potential clients. You might also give a little bio of yourself, such as schools attended, marital status, number of children and number of years you have been in this business. Make a project out of it, if you have children have them help you put out the fliers. Don't forget to stop by McDonalds as a reward or if they are bigger stop at KFC.

These names and email addresses as well as any additional information you are able to obtain should be placed in our data base you will be starting.

Go to the commercial stores in this area and leave your fliers. You will find flyer holders at Staples or Office Depot. Don't forget to stop by and refill your holders. Get to know the owner by name, so he/she will recognize you when they see you coming in the door. Also make a habit of buying something even if it is for your children or spouse when you get home.

After you have walked this neighborhood for 2-4 weeks, make a newsletter indicating again what programs you have available. You may use articles from the internet, newspapers, magazines and other media outlets as long as you give the author credit. Mail your newsletter out monthly.

Remember the commercial people you have gotten to know you might ask if they want to advertise in your newsletter, since it will be going to the surrounding neighborhood. You might charge them about $50.00 per ad and they have to sign up for 3 or 6 months at one time.

Now you will need a professional team to assist you. I suggest you surround yourself with an attorney, a mortgage broker or real estate agent, a home owners insurance agent, a notary public, a title rep, an appraiser and others in a profession you think might help you be successful. You may add or take away from the list as you see fit.

Now these professionals should pass out your business card to people they meet that need your services. You should have a business card of their to give to people you come in contact with that need their services. If a few are not giving your referrals, change that person with someone that will.

You will need to get the names of the people in your farm to mail your newsletter to. Contact your title rep, this person will be able to get all the names of the people in your area. Add this list to the data base you have started. This is a free service offered by your title company.

Contact the post office about a bulk mailing stamp. They will know what you are speaking of. Get a few lessons on what and how to bundle your newsletters for this type mailing. This is a method of mass mailing and saving lots of money.

If you are a mortgage broker or loan consultant don't forget to help the FSBO in your area. Give them support by assisting them with open houses, assisting in setting up an escrow closing agent, a title company and other services they will need. You should be available at all open houses to pre-approve those that are looking at the house and are not pre-approved. Get compt for them to assist in coming to a good sales price, get your appraiser to assist in this also.

Now if you are a real estate agent, don't blow it by going to the FSBO asking it you can list the property. If they wanted to list their property they would have. Not a smart thing to do. Look at it this way, which would you rather have one listing or 3-4 leads that are pre-approved by your mortgage consultant from those that come by that are not pre-approved.

Now after about 2-4 weeks you should be getting telephone calls.

You have a great job get out in the community, talk to people let them know that you are there, visit open houses in your area over the weekend. Check with the local high schools and community colleges for career day talk to the students pass out your business card at these events.


Join the local Chamber Of Commerce, meet the membership, Go to a church in your area, ask the minister if you can give free seminars to the members that might want to purchase a home and be pre-approved. Take an hour off go to the spa and work out, pass out your business card out to those that you meet and speak with there.

Find the new neighbors in your area. You know the vacant houses as well as those that are sold, give them a small gift and welcome package like change of address from the post office, Home Depot and Lowes offer free coupons so put some of them in your welcome package. Put any other thing you think will be of use to someone moving into the area.

A lot of people will tell you this does not work. They are right as long as you don't do it will never work. You have to give this method about a year before you get over 4 deals per month.

I hope this has been of some use to you, good luck.

"FIGHT ON"

Answer 2

Expireds are tough, but once you get in the door, they can be great to deal with. I called an expired listing owner one day and got the nightmare reaming about every wrong thing the previous agent did.

I have only gotten one appointment this year from a letter to an expired, and didn't get the listing. But I see they cancelled their listing with the agent they did give it to.

So make contact, but be prepared to talk with someone who is pretty hostile about the market, the interest rates, the price of gas, the stock market and the weather. Or all of the above. Have an answer for every objection that you can prepare yourself for.

Once you get the listing, make sure you do everything you promised.

Answer 3

I don't know about expired listings - they expired for a reason, most likely price. I'd try other things. Mail introduction letters to EVERYONE you know. Take an ad in the local paper/trade magazine. Offer to answer the agency phone during lunch/ after hours / weekends/ holidays / ect.

There is an old adage that 10% of Real Estate agents do 90% of the business. Therefore, latch on to the most sucessful agent you can find. As earlier suggested, offer to host open houses for that agent (in return for a listing here or there), offer to show homes for them (for a small split of the commissions if the clients purchase).

Take your business cards and hit your neighborhood knocking on doors. Hit other neighborhoods knocking on doors. Hit the local Chamber of Commerce functions with your business cards. Hit your personal Gym/Church/club/golf course/ect. and give out your business card. Work at it all day, every day, and maybe you'll be sucessful.

Answer 4

It would seem to me that having a pool of buyers who are looking for homes that you could then direct to the listing would be the best incentive of all.

You can pick up potential buyers by hosting open houses for other Realtors in your office. Then when you have a few, review expired listings to see if you can find a home that meets your buyer's needs. That allows you to solicit the listing based upon your ability to bring potential buyers.

Answer 5

Only different Realtors can appear that up or even then, it verys from one MLS board to a further. I understand within the Birmingham MLS, I can entry that data, however my buddy within the Huntsville MLS can't BIGTONY beneath - WHAT ARE YOU TALKING ABOUT??? Re-learn the query!