If you don’t like cold calling, you’re not alone. What exactly is a cold call? It’s when you call someone without any prior relationship established. On the opposite spectrum, a warm lead is someone who wants to sell their home. If you think about it, though, expired listings are the warmest leads you can possibly imagine, even if you don’t have a prior relationship with them. Not only did the seller attempt to sell their home, but they’re most likely frustrated that they’ve failed. Here are five prospecting tips for contacting expired leads.

1. Commit, and have a positive attitude.
The most important step for success with expired listings is commitment. This will ensure you stay motivated during the learning curve. In order to solidify this commitment, schedule at least two hours each day to make cold calls and practice scripts. Maintaining a positive attitude during this time is key. A great salesperson will receive many “No’s” before they get a single “Yes”. Try to remember that every “No” is one step closer to that golden “Yes”.

2. Make those cold calls, even if you’re hesitant.
The most successful real estate agents aren’t uniquely talented or dynamic or outgoing. They simply have the persistence and the drive be relentless with cold calls. They know their scripts, and they recite them. This is proof that anyone can be successful. If you stick to a proven system, you’ll undoubtedly get results.

3. Practice your script.
Scripts are designed because they produce solid results. They can easily be practiced with another agent, a spouse, a patient friend, or in front of a mirror. With enough repetition, a script will become part of your natural selling vocabulary.

4. Be creative.
What if you can’t reach your customers? You might have to get creative. Consider using a mailing system to contact expired listings and create better name recognition before you call. If you’re not afraid to get outside, make an effort to meet people in-person. While more time consuming, it’s a great way to build relationships. Another option is to reach out via text message, since a large percentage of people use text message as their primary source of communication.

5. Listen.
When you contact an expired listing, don’t overwhelm the seller with everything you’d like to do for them. First, listen. Ask questions about their attempt to sell and their concerns, and then offer a reasonable solution. Very few agents take the time to listen to the seller and build a relationship of trust.

*ExpLiMO provides high quality leads on a daily basis and offers a unique opportunity for Manhattan and Brooklyn real estate agents to prospect for expired listing leads and grow their business exponentially.