From Expired to Lead and Listing - Part One

Education & Training with Borino Productions

expired listings - opening doorI recently wrote a post about the real estate marketing getting better in many areas. There are more buyers out there actually making offers and buying, and more sellers ready to move. This is the time to ramp up the listing inventory and go after expired listings and FSBOs.

Pat Argo replied:
" Borino, my biggest problem is actually getting in contact with the Expired home owner. Yes, I already use RedX. Most have DNC numbers or there are no numbers.  I am lucky if there are 2-3 new calls I can make a week! In my area, about 80-85% of my mailings are returned as well. I have used postcards and personal notes. I have left info at the door."

That's a valid concern: How to effectively contact expired listings? And more importantly, how to turn an expired into a good listing and a commission quickly? In Part One of "From Expired to Lead and Listing", I will give you a quick overview of the process. Check out the following video and download the reference PDF map here.

Oh, and if you're wondering what happened to the demonstration of my stellar sailing skills... well, right after we finished shooting the opening segment the wind just died on us! Completely. The water was like a glass. So next time...

Go Get 'em.



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Pat Champion
Coldwell Banker Camelot Realty - Mount Dora, FL
Call the "CHAMPION" for all your real estate needs

You are right now is the time to have a great inventory will homes priced to sell. Hope to read more from you in upcoming posts.

Aug 07, 2009 04:29 AM #1
Eileen Begley
Coldwell Banker, DelMonte - Carmel, CA
Monterey Real Estate
Hi Borino; I agree it's an especially good time to go after listings. Expireds are my top choice so will be interested in reading future posts. I use Red X and depend on mailers. I contact twice and am thinking about increasing that if they haven't been relisted.
Aug 07, 2009 06:14 AM #2
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Thanks, Pat. Yep, more to come soon...

Sounds like you have a good marketing system going, Eileen. Have you considered mailing an expired brochure in addition to the letters? How about visiting them in person?

Aug 07, 2009 07:43 AM #3
Coni Otto
Long & Foster Real Estate, Inc. - Burtonsville, MD
CRS Selling in DC/MD
thank for the free letters and brochure idea... I've already got my brochure almost complete.. will probably buy your system when I can afford it. But awesome presentation and videos.. Thanks so much, your the best Borino!!
Aug 16, 2009 02:37 PM #4
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Glad you find it all helpful, Coni. Thanks. Keep me posted about your results, OK?

Aug 17, 2009 04:23 AM #5
Scott Cowan
RE/MAX Professionals - Olympia, WA

Thanks Borino for sharing some of your system for expireds here. I really appreciate you helping educate agents on how to work in the expired market.

Aug 23, 2009 04:59 AM #6
Matthew Naumann
Exit Realty Charleston Group - Goose Creek, SC
Goose Creek, SC Real Estate Agent


Great Post.  Thanks for sharing some of you system for expireds.

Thanks again,


Matt Naumann

Nov 24, 2009 05:07 AM #7
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