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Expired Home Owner, Tell Me How You Really Feel

Expired Listing A few months ago, I posted a blog asking how to inspire the owner of an unsold home to complete a survey. The questionnaire was intended to be used as a learning tool for me to better understand what goes through the mind of these home owners and how to better serve my clients. I received several responses from those in the real estate profession, but never expected to receive a comment here from one of these living, breathing owners. This is what the owner had to say:

"When the listing expired on our home, we received 30 calls from wanna-list realtors on the day after the listing expired -- DESPITE THE FACT THAT WE'RE ON THE DO NOT CALL LIST. The calls began coming in at 7 AM.

Hey, realtors, FOLLOW THE LAW and CHECK THE DO NOT CALL LIST before you begin harassing home owners. I didn't appreciate the flooding of calls and the mountain of voicemails.

Home sellers are intelligent enough to proceed on their own when selling their homes. STOP THOSE TACKY, INTRUSIVE, AND ANNOYING TACTICS -- THE HARASSING CALLS, THE ANNOYING MAILINGS, AND THE UNWANTED DOOR KNOCKING.

Don't call us ... we'll call YOU."

It was signed by "Realtors stop the harassment"

Junk Mail This is exactly the reason I do not like phone calls and door knocking. I also find them intrusive.I try not to do anything to other people that I wouldn't appreciate myself. I am guilty of the annoying mailings though. Usually a letter mailed out more than a week after it expired, followed by a weekly series of postcards that I have created. The reason the letter goes out late is because I know these people are being bombarded with these things.

I don't want to be pushy. I want to help these people sell their home as much as I want my buyer to have a selection of homes to choose from. I don't want my buyer to have to Door Knocking "settle" for a home when I know the one that expired last month would be perfect for them. Which is one of the areas that the phone calls the seller's get starts to annoy me. In how many of these calls does the home owner hear the phrase "I have a buyer for your home, but need to list it to show them" when they do not have a ready, willing, and able buyer for that exact home? The owner hears it so much that when I really do have a buyer, one that brought the home to my attention, even, the owner thinks it's just another ploy because they've heard it already.

I know that not every owner of an unsold home feels this way, but I thought I would share this view point with you.

Posted by Lissa Uder, Your Lebanon MO Real Estate Agent on 04/03/2008 07:27 AM

Comments (186)

expired listing, expired, home owner, lissa uder, bolling, lebanon mo, laclede county mo, real estate, agent

Post is included in group: Active Rain Newbies
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186 Comments on Expired Home Owner, Tell Me How You Really Feel

APR

2008

This is why people should not use new or young RE agents. They are clueless and have not learned their business!

Experience is a real key in this business.

Go find a mentor

I stopped cold calling years ago...i mad a good living with it until the list came out and spent too much time looking all the do not call numbers up...I'd rather send out my expired letters.

This is exactly how I handle expired listings Lissa and works. People are bombarded from all sides in the information age in which we live... Adding to that with phone calls and pesky door knocking, just upsets them further. Approaching the issue as a friend that wants to help works so much better and it really attracts the ones you would WANT for clients, and we all know what I mean when I say WANT... Thanks for a great posting and keep on working those expireds! Steve

As a newer, but not so young RE agent, I am a bit dismayed by Scott's response. I am in the process of working on EXPIREDS by following up with a mailing several weeks AFTER the expiration date. My second mailing includes an offer of Home Warranty paid for by me, at closing. I also approach these sellers with the question, "Aside from the fact that the home did not sell (and that is HUGE), what gave you the most issues with your RE experience?" If Scott doesn't need to do this "fishing," good for him! But I guess we aren't all in the same place.

Lissa, I must say your headline caught my attention. "Expired homeowner" sounds like they're recently deceased. I believe it's the listing that expired.

I know that there will always be a certain number of expired listings every day especially in this market, but agents, new and experienced, need to be more selective on which properties to list. If an owner won't listen to your recommendation on preparing their home and pricing it, then you need to move on. Sometimes too many agents want an over-priced listing just to have a listing and it hurts everyone.

Lisa, I agree. I would be very annoyed with phone calls too. I do send a series of letters. My thoughts are that if they are still interested in selling they will read the letter; if they are not they will throw it out. I have a listing now because I mailed but did not call. The owner told me that if I would have called she would not have considered listing with me.

Lissa - Chin Up! We can't - and really don't want - to get them all. Do the right thing and the right thing will happen. Scott's a bit harsh, I agree! Your attitude is great and you're on the right track. The key is to always tell the truth. I know this may surprise you but, in our profession, some agetns don't alway tell the truth. Lying for a listing is a common tactic but not the right way to go about it!

Lissa,

Dang! If I called someone on the Do Not Call list, it's a potential $11,000 fine! Isn't it the same for agents?

Mike in Tucson

Hey Lissa...

Great post. I am with Lin about Scott's response... Not only because I am new realtor, but just because everyone has to start somewhere. I am not big for cold calling or door knocking, but I will do it at as a last resort to get in contact with someone. Too all the rookie realtors out there... Keep on keepin on.

Your blog is always great to read!

Scott,

your response to this excellent post goes with my opinion of the "bad" used car salesman...

Lissa, working expired listings is one of the best ways of getting business whether you are new to the business or have been in the business for years. The homeowner was right though, calling expired listing owners who are on the Do Not Call Registry is a violation of the law and the caller is subject to the $11,000 penalty. There is an Established Business Relationship Exemption, if the listing is your listing or a previous listing in your office unless the homeowner specifically asks that you do not call them.

Deep doing what you are doing. Good Post!

Scott, Itsnot a matter of being a newer agent but rather on following the law and having respect for another person's privacy. I know there are many agnets who have been around for a long time who are pushy and act like a used car salesman. (not all car salesmen are bad either).

Scott: I disagree. The agent's in this area that pester the seller have been in the business for 10+ years. And they still call these people at 6:00 in the morning. The new ones lack the confidence to make these calls and show up at the door. A new agent has not yet had time to develop bad habits either.

When it comes down to it, we are here to provide a service. There are great agents out there that want to help the owner sell their house and want to help the buyer find one that they are happy with. I can't speak for all, but I myself do not want every listing out there. It cost me too much time and money to have a listing that doesn't sell.

Thanks for your opinion.

Neal: I hate telemarketers, therefor, I choose not to be one. In this area, you might find phone numbers for a small percentage of the owners and only a handful of those aren't on the do not call list.

Steve Homer: Thanks for your support. I always try to give them time to "cool down" after being approached by every other agent in town.

Lin: Keep up the good work. It is my opinion that just because a listing did not sell, doesn't mean the owner no longer wishes to have it sold.

Steve Hoffacker: Sorry, I hadn't had enough coffee when I wrote it. But then, it got your attention. Thanks for stopping by.

Lisa, there are many ways to find new clients. For many agents, cold calling FSBO's and expired listings works great and there are many who make a good living just by doing that. As far as the do not call list, if you are careful and have well thought out scripts, you can avoid penalties. You are not allowed to call to solicit for a listing; but you are not breaking the law to call for other reasons (i.e. find out more about the property - see if they still want to sell it if you have a buyer, etc.) If I do call expireds, I begin by asking a question about the property (not breaking the law yet). If they are the type of person who would report me to the DNC authorities then I will get a sense for that right away when they jump down my throat and yell at me for calling as soon as they find out I am a real estate agent. If they yell and rant then I simply hang up and I have never actually broken the law since I never solicited them for anything. If, however I am able to build enough rapport by asking a few questions about the property then I will proceed with gradually crossing the line. With that said, I actually do very little of this because I'm honestly not that effective at that kind of sales. I do much better by getting involved in my community and networking with neighbors and consistently following up with those that I have had the opportunity to meet.

Dan: I agree. Overpricing is a huge reason there are so many expired listings.

Patty: My view point, exactly. You go girl!

Lisa: Those are the agents that make it difficult for the rest of us! If only it were easier for the public to differentiate us.

Mike: It is! Some don't even think about looking at the list though. Maybe they will after they have to come up with $11,000.

I think you need to keep doing what you are doing so that you can find your niche! Go for it!

Chris: I find it best to send mail. If they want to read it, they have that option. If they don't call me, they aren't interested in having me working on their side. The only way I will call or knock on the door is if I have a serious client that has expressed an explicit interest in that particular property. Don't give up on expireds. As I said earlier, just because it didn't sell the first time, doesn't mean the owner doesn't want it sold.

Wow. $11,000. Who came up with that. Somebody must have really been mad at telemarketers. I just tell them I'm not interested. Some people are afraid of sales people though.

I stop be the homes that are on the expired list and just say hello. Maybe I am being too pushy.

Dave: This is an example of why some people rate us the same. Thanks for stopping by.

Michael: They certainly have a valid point. I guess it's because I don't have a habit of calling, but I was unaware of the Established Business Relationship Exemption. Thanks for bringing that to my attention.

Richard: Thanks for the comment. We are not all bad. I wish there was an easy way to prove that to people. But then, I wish there weren't so many pushy agents. In this business, it's a case of guilty till proven innocent.

Matthew:I believe the expired and FSBO areas can be very profitable for some. If done right. There is a high percentage of expired listings in my area. I know the owners want to sell and I know my buyers want to find the right home for them. To me, it just makes sense to get them back on the market.

Renee: Thank you for your support. I wish I knew who "Realtors Stop The Harrassment" is. I'm sure that after having a chance to vent and seeing who I am when it comes to the business, they would feel more comfortable with the idea that not all of us are bad.

scott: that is a very broad statement to make. you were new once and wanted business and didn't want to be discriminated against. when i was new, i guess you can still consider me new because i've only been licensed for 3yrs but anywho...i made my living selling properties that "experienced" realtors couldn't. i didn't have a mentor but i knew not to act like i knew something i didn't know. i had the sense to ask someone who did and i have yet to have a client give me anything but praise.

i shouldn't have read this,lol it only confirms my discomfort with cold calling and door knocking,lol

Kevin: I don't really think stopping by to say "Hello" is being pushy. I think that the owner thinks it's pushy. They are overwhelmed by the number of agents that stop or call. I'm sure it can be frustrating for them. Like around election time when every politician knocks on your door while you're enjoying dinner with the family.

Dee: I'm glad you did read it. You reinforced a belief by doing so. And you're right. Every one of us was new at one time. We all had to start some where. And we all have formed our own habits, whether good or bad. Where does the experience come from otherwise?

There are holes in the DNC registry that allow an agent to contact the owner of an expired listing. However, you can't sell to them. But, you can ask them questions, and follow up from a mailing to make sure they got it. The problem is that phone calls are WAY more effective at securing appointments than letters.

But I hate getting the calls, and I hate making them. I don't make many at all... and that is one of the problems I face.

That is the same comment I get from Expireds....they will call me up and tell me how all the Realtors are the same...They are all calling and bombarding the expireds. So if we all stop....they wont have anyone call....lol I dont think we will ever get a happy medium. What if you could dominate your market place so you dont have to call them...they just call you! :)

Lane: You're not alone. I will not make that call unless I have a serious buyer that has expressed an interest in that particular home. I will agree that those that do call seem to be more effective in obtaining the listing though.

Dave: That is my ultimate goal. Eventually, maybe it'll happen.

Lissa. Real estate is a numbers game, always has been, I'm guessing always will be. Consequently, whether you call, knock, email or otherwise, 90% (made up number) are going to be disgruntled with your contact - but that's great news! That means if you knock on 10 expired doors a day, ONE is NOT going to be disgruntled and will listen to you. If you have a 10% close rate (which is really good), that means every ten expired that are NOT disgruntled (one every ten days if you knock ten times a day) is going to list with you. That's three listings a month just from expireds. Nothing wrong with three listings a month from one part of your business!

Door knocking takes longer and has a much higher rejection factor - who wants to have someone angrily close a door on them? But do you know how much higher your chances of getting them to talk to you is if you're in front of them? Don't forget above, one out of ten right? Back when I was one of uneducated Scott's (first comment above) new AND young agents, I would knock on expireds AND fsbos and part of my presentation was to ask them "how many people mailed you?", A: "gazillion", Q: "how many people called you", A: "alot, but less than the mailings", A: "how many people showed up ready to work with an aggressive and guaranteed marketing plan designed to get you the highest possible price in the least amount of time?", A: "only you." "Mr. and Mrs. Expired/FSBO, there's only one reason an agent would call or send mail instead of showing up at your front door ready to aggressively market your home. They're either afraid or lazy, and can't we both agree that neither of these traits in an agent would increase the chances of you getting the highest possible price for your home?" POW!

EVERYONE mails, EVERYONE calls, you'll be one of the ONLY (if not THE only) agent knocking on the door. Hmmm, let's see, you can be one of 50 sending mail, one of 30 calling, or unchallenged at the front door? I like your odds at the front door. Real estate is full contact. There may be agents who have gotten expired listings by drip mailing or drip calling but I assure you that it was more accident than design. Real estate needs to be by design. Successful real estate is when you can duplicate and predict your results. Tough to do mailing, tough to do calling, easier to do face to face with a potential home seller.

Best of luck with expireds Lissa!

Folks should take a lesson from Bryant Tutas about expireds. He mails them. But, he does it with great decipline and consistancy. He opens the door with a piece of mail.

I believe it is a great disservice to a home owner to let the listing go to expire. In my MLS, the listing can be changed to "WITHDRAWN" and does not hit the "expired" list. I realize that thwarts a lot of agents who mine the expired lists. But, it's a kind gesture to the consumer.

Leonard: I've never thought or had it explained to me in that way. It makes sense. I just don't want to seem pushy. I hate pushy people. Thanks for giving me a thought to ponder.

Lissa. Nine out of the ten WILL think you are pushy, or aggressive, or some other typically negative word generally associated with Realtors. It's that ONE out of ten that you're knocking for. It's that ONE out of ten that's going to list with you. It's that ONE out of ten that's going to help build your business. It's that ONE out of ten that's going to help you buy that Mercedes! :)

Don't join the masses of mailing and calling out of fear of the nine, knock on the door out of the reward of the ONE.

By the way, don't confuse pushy with aggressive. Aggressive is one of the most common underlying traits of all successful Realtors.

Hi Lissa, Wow...you brought about some great input with this posting. It's really got me thinking. I use a online card sender that allows me to set up a campaign one time for expireds etc.. then i simply drop a expireds name and address in and it will send out cards on a monthly or weekly basis or however you want to set it up, without me even having to worry about it. If anyone wants more info on the card sender just let me know and i'll show you how to try free demo. Sometimes I think this is the best way since the do not call list went into effect. Like the one fellow said, if they want to read your mail piece they can, and i feel that if they do read it and call you, they are probably going to be the best ones to work with.

Lenn: In this area, alot of agents treat withdrawn listings as expireds and fsbo's. I agree that it is better to have it withdrawn than expired.

Leonard: I like the idea that one of the ten will be willing to work with me. I just had one of those thoughts though. If nine of ten will think I'm pushy, than aren't I reinforcing the belief that REALTORs are scum to that 9?

I have never cold called a FSBO or expired listing. I detest solicitors, so I don't do it to other people.

I think this is one reason that we are ranked low for professionalism. I know I don't get cold called by doctors, or CPA's...

David:I used to use canned mail. Until it dawned on me that they were probably receiving the same mail from different agents. That's when I decided to make my own. They are very unique in design, verbiage, and show my personality. Admittedly, I spend too much money on postage, but then the longest "days on market" I've experienced with expireds was 42 days from listing to close. In the long run, it has been worth the time and expense.

Lisa, I agree generally with your points, but one thing I learned is that I can't always apply my opinions about life to other people--I hate phone calls interrupting me and I routinely hang up on them, but yet when I used to make cold calls I could get most people to talk to me! I would still rather contact people on the phone (if it weren't for the do-not-call issues).

Melina: I don't get calls from Dr.s or CPA's either, but I do get flyers and postcards. If I'm not interested, I put them in file 13. How do people don't know you exist or the services you provide if you don't make it known.

YEAH!!!! This is the attitude I wish we all had in this industry. This is a perfect post for my Selling Soulfully forum... Congratulations on the feature.

Lissa. No, that's a real leap. Showing up at the door, without appointment is going to irk some people for sure. But if you, dressed professionally and with a good opening presentation at the door (email me if you want one, I won't bore everyone here with it), you'll get a lot more "no thank yous" with a smile than angry "scum" door slams.

But let's pretend for a moment that all nine DO think you're pushy and you ARE reinforcing the scummy Realtor stereotype (and I completely don't believe this hypothetical by the way but for argument's sake ...) - are you (or your family, or your husband, or the future of your career) better served mailing from a distance, getting lost in a stack of postcards, hoping to get one out of gawd knows how many 100s to call you back or knocking on ten doors a day KNOWING that one is going to talk to you?

The average Realtor makes $30-35K a year ... The average Realtor mails expired postcards ... If you aspire higher, you have do be proactive, you have to do what others won't do or are too afraid to do.

Don't concentrate on all the reasons not to do it, concentrate on all the reasons TO do it.

Lissa Uder, your proactive and aggressive Lebanon Realtor! Love the way that sounds!

Leonard:Great post, it makes me think. I just started doing a mailing of expireds since I am a newer & younger agent. And your right alot of the door knocking comes from fear. Our team farms our neighborhood once a month and those first few houses are nerve racking and we aren't even always knocking but by the end of the morning, I'm pumped and ready to talk and have some courage.

This is great topic. The need is out there, for these expireds. I'm always looking for a way to increase business.

Yeah, that's a touchy subject. I know a few Realtors who make quite the living off of intrusive marketing. It may be legal, but I don't like it when it's done to me...and I don't do it to other people. So then, how do "nice" agents get the expired listings business?

Lissa, Which ever way you choose to approach expireds the main thing is to be consistent.

Jennifer: Thank You! That's quite a compliment. I'll make sure to check out your group in a little while.

Leonard: Lissa Uder, your proactive and aggressive Lebanon Realtor! I like the sound of that too. I'm just very unsure about the whole door knocking thing. It seems so intrusive.

Lissa, I just want to second Leonard's advice. He is extremely successful in the Dallas market and walks the walk. He's very well respected. As for Scott's comment about finding a mentor, I sought one when I first got into residential (from commercial) and found that many experienced agents do not want to mentor young agents and find them annoying. Just like prospects, 9 out of 10 will reject you I guess but when you do find that 1 out of 10 to mentor you, it's worth it. I started my own agent exchange group for agents of all levels of experience from various offices and "brands". We meet monthly and it's been great to exchange ideas and support each other since finding a mentor was challenging. Good luck to you!

Nichole & Monique: The need is definately there. Just out of curiosity, what are your statistics for listing the homes that you visit?

Tony: That's a good question. I was told by a broker at a different office yesterday that I need to be more pushy, step on more toes, etc. I just don't feel it's in me.

Cameron: I'll bet you learned that from your wife. You know she's right 100% of the time, right? LOL

Valerie: Finding a trustworthy, ethical mentor in this area could be a challenge. I like the idea of your agent exchange group.

I'm not discrediting Leonard. I have found that if I am going to open my mind up to a new idea, I need information and someone to help me see the other side to my belief. He's doing an excellent job of making his points.

We don't usually have any rules or category that says 'no calls' from the Seller after a Listing Expires. I find that probably 95% of the people who's listings expire end up relisting.......I do call and try not to be too intrusive, and with just a few simple questions.....Hi My Name is ......, and I work with......I noticed your listing just expired.......are you still interested in selling? A simple yes or no answer is usually what they give.......sometimes we joke about the barrage of phone calls after the Listing has expired vs. before........but its not usually difficult to build some rappore - and at least stay in touch. Perhaps different markets garner different responses?

Lisa, we agree....the real issue here is why do we feel the need to either tell people why the home did not sell...or let them know we will re-list the home at a lower commission rate...condition, marketing, and price. Unfortunately most agents do not market a home beyond lock box, mls input, and sign out front...they may do a homebook ad just to keep the homeowner happy.

Hi Lissa, Thats what I like about this card system...it allows you to create your own cards. I can put my own pictures on the front of the card and on the inside on the fly, and there is also a bi-fold card that I use as a newsletter. My buyers love the one I send of them in front of their new home after closing.

I don't know if anyone else has had this experience, but i have found that 99% of the time in my area a fsbo has already consulted with a realtor friend, and gotten a cma, then once they cannot take it anymore the realtor friend gets to list it.

Hey Lissa - Great post. I'm working with Borino's expired plus system, but haven't implemented it because I hate bothering people too. But his system overall is pretty respectful. Hope you don't mind. I wrote a blog, linking back to this one asking a few folks out there how they have found ways to reach out to sellers without p...ing them off.

Hi Lissa, great post. Cold calls and fsbo's are my downfall. I hate the thought of them.

Great points on this post Lissa.

Lissa ~~ I agree with you regarding treating people with respect. If they lump you together with a bunch of other agents they don't like, you won't have a chance. You need to differentiate yourself!

Good post!

Liz: In this area, we have a broker that starts making these calls at 6:00 in the morning. She is a very pushy person that can be extremely hateful if you don't agree with her. She gets them riled up and ruins it for the rest of us.

Amazing how many of the sales seminars base their approach on this exact same strategy.

Lissa, Your just too d**n funny. Guess it's a wife thing. LOL

Congrats on the feature!!!!

Hi Lissa!

You made a wonderful point about considering whether or not you would want a given marketing tactic done to you when deciding on a given marketing plan. If more people thought this way, we would live in a different world. As Real Estate Agents, we should act not only as business people, but as stewards of our communities, figuring out new ways to serve people, not just our clients. People who serve will always make great leaders. Lets build credibility, not only for ourselves and our businesses, but for this profession as a whole. The very reason people think we're sharks was well-illustrated by the comment you re-posted into your blog. Thank you!

Team DiMuria: I know agents that don't even bother with pictures or inputting all the information in the MLS. Drives me nuts. That gives the public yet another reason to hate us.

Why do we feel the need to tell them why their home didn't sell? Hmm...for me, it's because they want or need it to sell and I want to help them. It's just another service. Even if they don't want to list with me, I still appreciate the time to discuss some of the possible problems and solutions with them. It is a learning experience for me as well.

I don't cut my commission to get the listing. In this office, we aren't allowed to. I work very hard for the money I make and have never had anyone complain about my services.

David: Sounds like an interesting system. I agree with your input on the fsbo's. It seems to be the same here.

Thanks Lissa, Go to my website and take the free trial, Kody will come on and talk you through the whole process. sendoutcards.com/3056

Jessica: I've never heard of the Borino system, but I got the site from the blog you mentioned and am going to check it out. I also parked on your post to see the comments.

Bob: My only fears are being too intrusive and giving them reason to throw me into the pile of agents they can't stand.

Mike J: Thanks for stopping by!

Marzena: In my opinion, you have to be unique to get ahead. I want to be the REALTOR people trust.

Bill: I haven't been to any sales seminars. Unfortunatley, in this area there isn't much of an opportunity. Thank goodness for internet.

Cameron: I guess it could be. (Where's the new pic, BTW?) I'm sure you're not saying we're wrong! LOL Thanks for the congrats. A feature was not what I expected.

Jenny: Amen, sister! I'm with you all the way!

David: Thanks. I'll check it out as soon as I can.

I agree 99.99%, Lissa! : ) You see, I have a listing was a FSBO in my neighborhood. I walked up to him as he worked in his garage, just because I loved his house. It was so cute...and I wanted to see if he would work with me if I brought him a buyer. Yes he would, and "Sure, come on in...I'll give you a tour now!" Exactly 2 months later, after he'd told me he was going to list with a discount broker the month before, he called and said, "Let's do this!"

So my initial gut reaction is just like yours...don't call me at my home, or come knocking on my door (well, kids selling candy for school or Girl Scout cookies are ok). But when I saw him working in his garage, with that "For Sale" sign in his yard, I took a chance and got the listing. Hopefully I'll know within the next 24 hours if we're going under contract -- an offer is being presented to us either tonight or tomorrow morning!

I know we need listings...I just have a real hard time with disturbing someone.

Sue: Girl Scouts and anyone selling chocolate are always welcome at my door! Seems like your fsbo worked out well for you. Congratulations. Hopefully the offer is a good one and all works out there too! Good luck!

Thanks Lissa! Chocolate...yeah...it's always a good thing. ; )

Sue: Chocolate....Definitely in my top three best friends! Second only to a smooth real estate transaction.

here's some interesting advice my broker gave us that works. she told us to call the listing agent of the expired listing regarding the expired and offer them a referral fee for introducing you to the client if you get the listing. yeah, client's are pissed at the agents sometimes but they do appreciate their former agent referring them to someone who can get the job done. some agents are very responsive with this method but most are realistic and would rather take the referral then take zero after they've spent their time, money, and energy on a listing only to have it expire and the client not want to re-list with them....

While I may agree with the home seller, the fact of the matter is the agent who does the calling, mailing and contacting will get the business.

Let's see, list with a go-getter who goes out and gets the business, or randomly pick an agent on the internet?

Your call.

Happy Sailing ... _/) Paul

I'm curious. No calls, no doorknocks and no mailings. Give me a break. I suppose prayers is out fo the question as well. No point in disturbing God either. After 21 years, I don't have to doorknock or cold-call but if I were brand new or moving to new market area, I'd do it all and lot's of it. I met so many great people doorknocking that were in need of my services. A few folks didn't appreciate me but SO WHAT! Are you going to live your whole life afraid of the few unfriendly people out there?

Udder-ly Wonderful! Good job, Lissa. I see you found time in between riding your Harley and waxing to write!

It's too bad to say this but it's true...young guys without much experience should be avoided

Dee: I've heard of this practice. Seems like it would work, and if another agent approached me with it and I didn't think the owner was going to relist with me, I'd be willing. Around here, most agents would be offended if you asked though. In a small town, you have to be careful who you irritate.

Paul: I guess that's the reason I give them a little time after the listing expires. I don't want to irritate them. I want to help them out. I know you can learn something about an agent if you read enough on AR, but otherwise it's quite a gamble to just list with the first agent you see online.

Expired listings can be a great source of business. I prefer my SOI. Some expireds are good to work with and then some are so upset from not selling they really don't want to talk to you. They can bring you down with their negativity.

Joe: I live in a small town where word of mouth gets around quickly. Not the place to make people angry. I don't want that kind of reputation. I choose to be unique.

I certainly understand where the commenter was coming from. I also understand that it isn't the opinion of every home owner out there.

This is a great post. It was nice of you to share this information with everyone. It makes me think of one of those nature shows when they tell you that you are getting a glimpse of something that no-one has ever seen before and may never see again. It is nice to know what this person feels like and it is most likely an opinion that is shared by a lot of Sellers in this stage of their listing. It is not always easy to solicit expired listings, but I think that you are on the right track. Think of how you would like to be approached and treated. Good luck!

Rich: Thanks for stopping in, stranger! There is too much rain today for a ride, although the rain keeps the squirrels at bay and I gave the jar of wax to my daughter last night when she was getting on my nerves! She's still pestering me to death with the sweet 16 party and driver's license. I'm going to recommend she use it tonight. ;-)

Michael: I strongly disagree! Where does the new or young guy get his experience? How is he supposed to become proficient in the business if he doesn't obtain knowledge through trial and error, experimentation, and learning from mistakes? Every one of us was new at one time. To me, I am still new. I'm still learning, as we all should be.

My best advice to the young guy is to use your resources. Ask questions, seek advice, read, and explore.

Robert: I always try to give them time to "cool off". My mailings are a consistant series of weekly information/postcards that go out over a period of 8 weeks. If they don't call me by then, they aren't interested in me.

micheal: tell that to my first client who got sold in 2 days after the 4 or 5 "seasoned" realtors couldn't sell it in 18mnths. i still have the picture of the 8 dozen roses he bought me after settlement.

Sarah: I was surprised to see the seller's comment on my post. Most expireds, when still frustrated won't tell you what's on their mind. They don't want to bother with talking to you.

Thanks for the encouragement!

Dee: Way to go! Not nearly impressive, but my first expired went under contract in less than a week after I listed it. I was getting hugs and kisses from the husband and wife both (still not sure how I feel about that, lol).

lissa: lmao! that's funny. im not sure how i would've felt about that either,lol i get quite bothered when people talk about new agents like they've never been one themselves.

I really enjoyed your post and all of the comments. I think that adding a expireds campaign is a great idea, however you decide to go about it.

Dee: We've all been there and we should all remember how it was. Even a new agent should give himself/herself more credit. This would probably be a good place for me to throw in an excellent reading source (Quotes from Danny Thornton) for new and seasoned alike.

David & Lisa: Thank you. There are too many in this area to not include them.

Lissa, you know me, and of course, I have to add my two cents worth!

I was a Closing Agent for almost 3 1/2 years, and heard many Horror Stories about Realtors from their Clients, after close.... all in which I took with a grain of salt, as I did not know both sides of the story! HOWEVER, WHETHER YOUNG OR OLD, NEW OR MORE EXPERIENCED, WEALTHY OR BARELY MAKING IT, SIMPLY STUNNING OR HOMELY..... THERE WERE COMPLAINTS ABOUT ALL TYPES, MAKES AND MOLDS OF REALTORS! I have found a lot of times that these unhappy Did Not Sell Listing Sellers, that closed on their own without a Realtor, ended up not realizing the full scope of the process, and usually ended up in very chaotic closings. I am not saying that all were this way, but if these Sellers do not have the Experience to Sell their property, for whatever reason, than contacting a Realtor would be in their best interest.

If they have the Knowledge of the full scope of things, there is not any reason for even looking for a Realtor. But there are alot of individuals that don't know what a Title Search is, how to obtain a proper-accurate Payoff from their Current Lien Holder, what Surveyor's are available to get a Survey done in before the Closing date intended (if needed), how to split up fees on a contract (or even how to legally protect themselves in writing their own contract), how to negotiate the Sales Price without either party being offended, etc..... that's just to name a few issues.....

Hummmm.... that is the start of my penny's worth, I'll discuss the other penny's worth with you later!

Stef: That was worth at least a nickel! Maybe even a dime! You are right. It doesn't matter who we are or how long we've been in the business, we can't make every one happy every time.

I just don't see the need in p***ing them off before I get the chance to work with them.

Yeah so far no comments, but hopefully some of the folks I've asked to comment will. I may send them a quick email asking them to put in their 2 cents. Both Katerina and Nestor and Borino have a less salesman pushy approach to this, but either way, you still have to knock on the door or pick up that phone.

Sounds like a disgruntled Seller to me!! Duh did their house not sell? and could they just possibly be blaming their agent? But I will agree with the bombardment of phone calls, what an intrusion it is. I hate the calls myself so I don't like cold calling, or people knocking on my door uninvited, but mailings? come on, that is not intrusive, it is offering a service.

Also with regard to Scott's comments, were we not all new once, and what were we told over and over, call expired listings. I was lucky enough to work with generous people when I started out 10 years ago and personally I like to help new agents get on their feet.

Lissa! Wow, did you strike a chord or what! Excellent post and excellent comments. This is just the type of conversations that we can all learn from.

Best wishes,

Scott

i always warn my clients if they choose not to re-list that this will happen. i let them know that i will put do not call, not re-listing in my remarks, other than that i have no control over the situation. some agents out there will ignore that and call at 7:00am. if that is how they do business so be it, all i kno is my business practice allows me to sleep at night, maybe there does too.

Oh No! BABY SISTER HAS ANOTHER PENNY TO SHARE!!!! I was standen here cooking dinner and thinking about all of this..... ALMOST EVERY PROFESSION HAS SOME SORT OF ADVERTISING, whether it is TV add's, Radio Commercials, Web Site's, Phone Book Ad's, Flyer's, Posters, Coupons, the list is endless.

What makes Real Estate any different than any other Profession out there? If it was not for Wal-Mart Ad's, I would not know what was on sale. Dish Network calls me twice a day to offer me their service. The local Jewelery Store sends me out Flyer's about Sale's on Diamonds. Pizza Hut gives me coupons with my Pizza Order! Advertising is Advertising, however the shape or form!

No, I do not like the constant phone calls, but looking at it in a different light..... if they didn't call, I would not know about their services (maybe one day I will purchase these services)..... (anyway) when I tell them that I am not interested and to put me on the do not call list, they just don't call. This does not mean that they will not send me weekly Coupons or letters asking me to purchase their product. If I get tired of reading them, I don't even open them and put them in the Trash, it's their wasted money for postage, not mine! If I am tired of the same Commercial on TV, I change the Channel.

Real Estate Agents are no different, they have a service to sell. Yes, they make their living off of helping you buy or sell a home. Yes, they have the right to Advertise just as any other Company does! If I was to want to sell some of my Art-Work, your darn right I would call up a few people that I know MAY be interested in buying! If they tell me they are not interested, I'd move on to the next number on my list.

There is a difference in Harassing someone and getting your face and name out there to where others in the Community know you! This is where there is a fine line, and also where the Ethics of it all comes in!

A simple question was asked in the above blog. By an eager learner, whom by the way, is the least pushy person I know! A question to get others input and hopefully a lil support in her process of becoming one of the best Realtors in our area! Just because she asks a simple question, does not make her ignorant to selling Real Estate!

I thank all of you that have posted POSITIVE COMMENTS and actually taken the time to enlighten her with a few helpful tips! Last time I checked, that was what a part of Active Rain was supposed to be about!

Personally, I can't imagine being bombarded with 30 phone calls in a day and people knocking on my door. I sympathize with these people.

I think each of us have to do things in our own way for some it will be calls, letters, or going door knocking. There is no one answer find what you are confortable with and go for it---Bart

Don't understand people calling owners who are the do not call list - why risk getting a fine. There are other ways to get business.

Some people chasing expireds are an agressive group. I have seen Realtors dropping off a packet at 7:30 AM the day it expired. I do like like telephone sales calls, so I don't do it.

I tried talking to an expired homeowner once, but the police came and asked me to leave the funeral home. I didn't get the listing either.

Dee that's a good comment, always safe vs sorry!

Tom Davis - DE Realtor

APR

2008

Lissa... I to hate the calls and door knocking... I have postcards made up and I place a magnet on the back. I will walk up to the door, place the post card and leave. At this point I really don't want to speak to the home owner as the will most likely be defensive at the knowck on the door. I like to let them call me. I used to drive around and them mail them the post card. I have found it to be more effective to just leave the postcard as I'm there.

SImple, treat others as you would want to be treated. Give them a moment to regroup. Good job Lisa.

This was an interesting post, unfortunately the first comment was truly offensive and uncalled for...and quite frankly ridiculous...

Anyway, I have been coached to do some calling. When it comes to expireds this is what I figure... If there are 10 expired in my area it will take me probaly an hour or two to get the names, then the phone numbers, then check the do not call list. By the time I get to that point there is probably ONE phone number I can call.... I call it, and it is 1.- no longer in service, 2.- answering machine or 3.- already re-signed. It is frustrating and I am finding it a waste of time.

The next step is to just show up and introduce myself and set up an appointment to come back for a marketing proposal... I will have to re-read the comments to see if people have had luck with this... or if they are not home, leave a package.

This was an interesting post, unfortunately the first comment was truly offensive and uncalled for...and quite frankly ridiculous...

Alison: I appreciate the fact that you're willing to help new agents. Alot aren't simply because they are competition. That could be why so many new agents fail and drop off after a year or two.

Scott: I know I'm learning on this one. Every body has thier own way of doing things and I enjoy the opportunity to hear the opinions.

Lisa Marie: I think that some of the people with less than tactful or ethical practices don't even realize that what they're doing is wrong. Maybe they were taught to behave that way. Or maybe they do it because they're so hungry.

Stef: Did you just post a blog in my comments? LOL You are right. Every body has a right to advertise. And some things work better for different people. Well, we discussed this last night so I won't go on and on.

Lisa F: I would be quite upset too.

Bart: I agree. I'm always open to suggestions.

Bob & Carolin: One broker here that practices this method doesn't care. She makes enough money that it's worth the risk. Forget the fact that the client is on the list for a reason.

Wayne: Some days, we may have 20 or more expireds. That's alot for one day in such a small area. I still prefer to give them a week or so.

Guy: LOL, I was going to change it, but was so busy I didn't take the time.

Roland: That's not a bad idea. I'll have to think about that one.

Terrylynn: My opinion exactly. Thanks!

Kim: It's the same scenario here with the phone calls. It takes too much time to get nowhere.

With tons of new Realtors running around all over and the market not so hot in lots of areas there is not very much else that could happen.

The new guys have to find business somewhere or starve, and FSBOs and expireds are the most visible and easily findable targets for them to go after.

Jim: You are right. I dabble in them myself. But I totally understand what the seller was saying and how frustrated I would be.

Hi Lissa,

Here was the last article in the series regarding expired listings, (it also references the first four posts) if you want to start from the beginning. It might help, or at least you may pick up an idea or two. Thanks for asking for it!

Dick Beals

Dick: Thanks! I'll check it out today.

Lissa: Well, I can understand a seller being upset at the calls when they are on the Do Not Call list. It's ridiculous (and against the law) that professionals are not checking that list before they call. My agreement with that seller stops here. We need to promote our businesses. I think that a well thought out letter is very helpful and works well. If sellers want to get a good listing agent, they probably have a better chance at finding one after their listing expires than before. The agents that are actively marketing their business are usually more effective than those who just sit and wait for the phone to ring. We just received a call yesterday from a seller that held one of our letters for 6 months before calling to list their house. I think that the most important thing for us to remember is that our marketing needs to be thoughtful and professional.

Thanks for the post, Lissa. No one should've called that homeowner if they were on the Do Not Call List. Realtors should check with DNC list before making a soliiciting call like that. I'd be annoyed if I were that homeowner too.
I personally do not like calling upon expireds or cold calling, but that's just me. It works for other Realtors, and they have a right to do what they need to do (considering laws and ethics, of course) to promote their services and make a living.

Great post - I am constantly trying to ask myself how I would feel if I were the one being called, etc. Trying to identify and empathize with sellers and buyers will help maximize my sensitivity as a Realtor and hopefully I won't become "just one of those realtors".

Katherine: That's what happened with the one I had close in less than 42 days. The packet I sent them sat on one of the counters in the kitchen for 3 months before they called me. As a matter of fact, when they did call, I asked about scheduling a presentation and was told "you've already done that part of the job, just bring the listing contracts".

I have ahd success in calling expireds and just askig why the home didn't sell or what their thoughts were on the whole thing. I know they get a lot of calls, but I think agents should be calling them. Just my food for thought

Ravinder: I agree that everyone is entitled to their own promotions. It just needs to be done ethically and with the seller in mind. I have heard very similar responses from other owners whos listing expired.

Lissa: Wow, that's awesome! You must have a fabulous package!

Emily: The whole "I don't wanna do it 'cause I wouldn't want it done to me" thing is what makes it so difficult for me to try the calling and knocking.

Team Harpers: Just out of curiosity, how many of the people you call are aggressive to begin with? Maybe it's just a local thing here because of certain agents/brokers that use less than ethical tactics.

Katherine: At the time, I was using toolkitcma customized to me personally. I had changed all the letters, etc. The whole presentation was about 20 pages and I mailed it with business cards and a pen in a 9x12 envelope. With postage, paper, ink, etc. it got rather expensive so I had to cut it down.

I have never cold called. I could never get into that. I know how much I hate it, so I won't do it. I don't knock either. I do send out a letter (only one) about a week after they expire.

Christy: At this point, sending mail is all I'm comfortable with.

Lissa, hot topic, great job! Not such a 'hidden gem' anymore! New agents DO have to start SOMEWHERE just like everyone who is now "seasoned" started somewhere. I had success with expired listings because I didn'tome on like a freight train, and didn't use that tired line "I have a buyer for your house." Well, if I had a buyer, WTH didn't I show it when the house was listed. So tedious!

I NEVER EVER publish my client's name or phone number in the MLS. I've sat in kitchens being interviewed by homeowners while the phone rings incessantly. IT'S HORRIBLE! Anyone who wants to show my listings, does so through me.

Really great topic...send mail, but visit if you can. Use phrases like "I don't want to intrude, but..." "Would you be offended if..." Extreme politeness works. Good luck!

I am not a new agent. I have been a Realtor for about 6 years. There is one thing that really bothers me. Why is it that when something isnt going right or when someone does something "wrong" real estate agents always I mean always blame "The New Agents" in the business. I bet there are alot of agents out there that are not checking the Do Not Call Lists. I bet they are not new agents. Be careful ppl when you choose who to blame things on.

Lissa....what a great post! Lots of great comments. I have recently relocated and it's back to basics for me, so to speak, so I am getting ready to hit the expireds. Dreading it, but need to get started somewhere. I'm soaking all of your comments from everyone in. Thanks again!

Antionette: Hey, thanks for stopping by! Those lines are used my many and only make us look bad. It's like having a robot using a different name calling over and over again. In my MLS, we are required to put the seller's name (even so picky as to say last name, first name) but we don't put their number. I don't like it, but it's easy enough to find the owner through tax records.

Lissa, hello my fellow RN (Realtor NUT aka registered nurse) This was a fantastic post. YOU GO GIRL! I am so proud of you. Totally ignore your first post, there is always a bad apple in every group, someone who wasn't raised with any manners and/or choose to be negative. I myself have NEVER knocked on doors or done any cold calling in my ten years of being a realtor and owner of a company. I guess I was just lucky? Or maybe it was because I was a go-getter and was very enthusiastic and positive in my thinking and actions and was a nurse in the hospital in that town and people knew me already. But, now that I have had to relocate to a brand new area because of my husband's job, my town doesn't have a clue I am here. I just don't know if I can do the door knocking because I HATE when it is done to me. I never even had to do mail outs! The only thing that I did 10 years ago was keep a really small ad in the local paper letting people know that I sold real estate too. But newspaper ads are definitely not the way to go now. Most people do not pay any attention to the newspaper, it is a thing of the past. I think the fact that I was a nurse gave me the credibility and they gave me a chance and I hit the ground running then and I simply treated people the way I wanted to be treated, that is all. So, I am with you on this, the door knocking thing is really NOT the way to go for me.

Tina: Couldn't have said it better! In this area, it's brokers who own the companies and have been in the business for a while. In alot of instances, the new agents are more careful for fear of getting into trouble.

Elizabeth: I'm getting ready to make a switch so I'll be hitting them hard too! Good luck with the change.

Vickie: It's hard for me to tell myself that door knocking and calling is the right way to go. Postage gets rather expensive too. But I have to keep contacting these people because they need the help. And I want to be the one that sells it!

APR

2008

Lissa & Jim Q. At your leisure ... http://activerain.com/blogsview/455816/By-Request-Expired-Listings

Wow, what a lot of different opinions here. The first comment was idiotic, but the rest of the comments were very thought provoking. I notice you have this in the Newbie group, but I think it would greatly benefit the Real Estate Rookie Group! I do not call expireds for my own personal reasons. When I first started, I was told to do so and I hated it!! I knew they were being bombarded with calls and I was "just another disturbance"! I think the expired letters are fine. Then they can read about you and make their own choice as to whether to list with you or not. I would even mention that I didn't want to bother them by calling them!

I hate it when I get marketing calls (which is what we are doing) and I am on the no call list. If a Realtor called to sell my house, they would get the same treatment anyone else does. I would hang up!

I think your commenter was trying to tell Realtors to give them a break, they have some brains!

APR

2008

Karen: I've always been uncomfortable with making calls. When my kids were little and a telemarketer would call, I would hand the phone to the kids and let them mumble to them until the caller hung up. I'll check out the Real Estate Rookie Group as soon as I have time.

WOW!!! I was wondering who Scott Sander's Mentor is? I think he needs to go to go back to his Mentor and have them teach him some social skills and give him a reality check.

APR

2008

Linn: I was actually wondering if Scott was calling me new or young. Although I've only been in the business for 2 years, I'm not exactly new. I'll take it as young. Yea, there's a compliment! I just got a compliment out of his comment!

APR

2008

I had a recent expired that was just inundated with mail / calls...We were going to re-list after some repair work, and I warned him it would happen, but the owner was very upset with the volume of mail, the calls, and the general rudeness of the other Realtors...Just sad, really...

APR

2008

Joe: I think it would get frustrating! I've had clients tell me that other agents got hateful with them after they said they weren't interested in listing with them. What's the point of being hateful?

The fact is that many of the folks that say they hate the calls at 7:00am...will end up re-listing (if an expired), or listing (if a fsbo or other) with someone that called, or showed up at the door over 90% of the time. If you cant talk to buyers or sellers, you wont be in business very long.

We are Real estate SALES PEOPLE. Atleast the ones that do any business are. If you dont want to sell, maybe you should become a designer. Its the people that are not professional SALESPEOPLE that give realtors a bad name...definetly not the ones that are out working and finding business, instead of waiting for it. JMHO.

Brian: Wow! Where did that come from? 90% of the sellers may list in your area after being bombarded with calls, but that doesn't happen in this little town. These people will tell you how the cow ate the cabbage!

Maybe I am reading your comment incorrectly, but it sounds as though you are insinuating that me and others like me are not acting as professionals and that we don't want to sell. It almost reads as though you are calling us lazy.

I am speaking for myself and almost every other commenter on this blog that does not make the calls (for the other commenter's, feel free to correct me) when I say that our rationale for not calling has nothing to do with a fear of talking to clients. It is a matter of consideration and respect. It's experience enough to know what works with homeowners in our area and what works for us as agents. I don't believe that harassing people or making them feel as though we are harassing them is being professional. I don't think that calling them when they are on the Do Not Call list is being professional. I don't believe that calling them at 6:30 in the morning is professional. And I certainly don't think that lying to them to get the listing is professional.

I am certainly not saying that calling them shouldn't be done. If it works and you do it with respect and consideration, go for it. But what works for one agent may not work for another. And what works with one client isn't going to be appreciated by another.

Thanks for adding to the discussion.

ONCE AGAIN.... HOLD UP!! "REAL ESTATE SALES PEOPLE" ... THAT PHRASE SOUNDS AWFUL CLOSE TO "USED CAR SALES PEOPLE"......

What happened to Personal Professionalism..... once again? What happened to understanding that some of us do not like to have the constant calls by PUSHY SALES PERSONSof any kind!??? If you call me at 7:00 am, I am handing the phone off to my youngest to talk to you (and believe me, she is a talker. She will enlighten you on Barbie's, iPod's, the latest 3rd grade school-room happenings).... as I am busy trying to get around for work and getting the children around for school....

WAITING FOR SOMETHING TO HAPPEN IS NOT THE WAY, I DO AGREE WITH THIS, BUT THERE ARE THINGS HAPPENING BEHIND THE SCENE'S THAT EVEN THE OTHER REALTOR'S DO NOT SEE!!!!......

BUT BEING AN IRRITATING, HARASSING, OVER BARING SALES PERSON IS NOT THE WAY TO GO EITHER....THAT WILL JUST GET YOU A VISIT FROM THE LOCAL POLICE DEPT WITH AN EXP-ARTE ORDER!! (I have heard about this happening more than once)

I have over 15+ different Realtor's in my area that have offered their services to me for when I do decide to purchase a home.... none of them have been pushy or harassing.... none of them have called me at 7 am in the morning.... THEY HAVE COMMENTED TO ME A FEW TIMES WHEN THEY SEE ME OUT AND ABOUT (after our first initial visit), ASKING IF I AM READY TO GO LOOKING AT HOMES YET, AND REMIND ME NOW AND THEN THAT THEY ARE STILL IN BUSINESS. I KNOW THEY ARE THERE, AND WHEN I AM READY, I DO KNOW WHERE TO FIND THEM!

Stef: I have been known to ask a pushy car salesman if he would send out another salesperson to sell me a car. He asked why, and I very politely told him. I will buy or sell an item when I am ready, with the help of someone I feel is respectful to me and my needs. Not just their own.

APR

2008

Lissa,

I was not insinuating you personally to being lazy, or that you do not want to sell. I was actually responding to a few of the reply's that basically stat that if you do cold calling, you are not professional. Definatley was not pointing the finger at you, and I apologize if it came off that way.

Also, I never once stated I believe we should LIE to get a listing. Not at all.

Our job is to find buyers and sellers of real estate...and then professionally and ethically represent them as our clients. How we find them is up to the agent.

I think sending direct mail is unprofessional, I hate all the junk mail I receive, but agents still choose to do it.

Stephanie, Like it or not, we are in the business of selling real estate. We are real estate salespeople.

Heres a question just out of curiosity...

When you are ready to purchase a home, who are you going to pick out of those 15+ agents, and what would be the determining factor to that choice?

Also, the only folks that ever get called that early are the "expired listings", so unless your home was up for sale and the sale was not successful, there is no reason to call you at 7am.

APR

2008

Brian: Thanks for clarifying that for me. There are alot of different opinions here. As I have said before, we all have different ways of doing things. That is what makes us unique.

Brian: Thanks for commenting back to me. I am not trying to offend or argue, I was just trying to get the point across that we are all Sales People of some kind, and as there are different ways of Advertising, there are different opinions on what is Ethical, Moral, or even Logical. That is where all of this fits in at.

Just because I am a Buyer, does not mean that I do not understand the irritants that a Seller goes through, as I had worked as a Closing Agent for 3 1/2 years and heard many horror stories about various Realtors.

As far as who I will pick when I decide to buy my Home Sweet Home, well, I'll post a Blog about that one later! I hope you all have a wonderful day!

APR

2008

Nope, we don't want them all, just the ones who are serious about selling and will do what we recommend tohelp get it sold.

MAY

2008

Elkhart-Evelyn: If they aren't serious, it's a waste of their time too.

MAY

2008

Lissa, I agree...we should all be paying attention to the do no call list!

MAR

I have been working expireds since 1985 and I don't call them, but if I did I wouldn't worry about the DNC. Our Exclusive Right to Sell Listing Agreement tells sellers that by signing the listing agreement they give agents the right to call them after the listing expires. Or words to that effect. I believe that the agents who start calling at the crack of dawn or are abusive is the problem. Just a thought.

MAY

I think expired listings are the low hanging fruit for our industry. I dominate my market, but I use the force multiplier. This has them paying my fee and most of the time tracking me down. I posted everything I do on line this morning on a video its hosted at www.ExpiredsMastery.com check it out I would love some feedback.

Michael: Thanks, I'll check it out.

Hiya Lissa!...How have ya been? I've missed not seeing you around AR. What's going on in your life these days?

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