Expired Listings: How far back should you go?

Question

I'm an agent in the greater Boston area and am pulling expired listings to cold call / mail to.  For agents/wholesalers who have had success with expired listings, how far back should you go?

For example: some people that I talk to say it is best to call as soon as they expire, others say I should pull a list that expired this time last year and check in.

Any thoughts, success stories OR failures would be welcome!

James C. · Answer

Ben,

Call 'em all. You should probably start with the recently expired and work your way back. The trick is repeated contact.

Hope that helps.

Good luck,

Jim

Mike Abramowitz · Answer

Hi @Ben Staples,

Personally never tried calling the expired listings, however have heard from some who have that its VERY tough in the Boston area... there are so many agents out there and any decent agency has these phone numbers available. (If the number is even the right number...)

If you were to take this route I'd look into one of the programs that drops voicemails onto your phone without ringing (google them you'll find a few) that way you could send out 100 voicemails in 5 minutes time and see if anyone calls you back... kinda like direct mail approach but with phone calls.

If you're looking for listings and have the time I suggest going door to door in your neighborhood and talking to owner occupants. I've had decent luck with this approach and have heard many others same the same. Face to face interactions get people talking.

Matthew Teter · Answer

Ben,

James nailed it as simply as it gets. Top agents often use the strategy of calling 6 month or 1 year old expired listings. The average expired listing converts on the 9th contact. So again, James is right, its not always about when you make the first call, just how consistently and diligently you follow up.

Steve Bracero · Answer

That method sounds very efficient... 100 voicemails in 5 minutes

Mike Abramowitz · Answer

I haven’t but I know  @Justin Silverio was experimenting with one last time we spoke, maybe he could suggest one

Ben Staples · Answer

@Mike Abramowitz thanks for the thoughts!  It’s a great point. I’ve heard of slydial from a podcast, have any experience with it or any others specifically?

David Hunter · Answer

I'm with James, call/mail them all!  Who knows, you could call/mail an expired from two years ago that is just starting to think about listing again.

Now, if you mail them, be sure to offer something of value!  I always offered a free Home Seller's Guide for the homeowners to raise their hand to.

Ben Staples · Answer

Hey @Matthew Teter thanks for the insight.  Makes sense, time to make some phone calls and get some mailers ready!

Ben Staples · Answer

Thanks for the reply @James C.  That sounds like a great strategy!

Expired Listings: How far back should you go?

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