Sellers with expired listings receive calls upon calls from interested real estate agents. How can you stand out? Believe it or not, a sales pitch is not the answer. It’s about offering the seller a solution and a fresh approach. Here are six tips that might give you an edge over other real estate agents hunting down expired listings.

1. Offer to charge a lower fee if the seller finds the buyer.
This is a win-win and will motivate the seller to continue grinding.

2. Learn and practice scripts.
Real estate agents who are successful with expired listings spend a significant amount of time role playing, practicing, and revising good scripts.

3. But don’t sound like a robot.
Consumers don’t like generic, cookie cutter sales pitches. Instead, ask sellers to share their stories. This will build a solid foundation for a relationship. Listen to their needs, and then offer a strategic solution.

4. Get out there.
Real estate agents who are willing to pitch clients face-to-face typically have better luck than those who only cold call. Conversion rates tend to be higher when going door-to-door.

5. Be persistent.
Most agents don’t commit enough time and effort to winning over expired listings. It’s vital to follow up and be persistent, which many agents choose not to do if they’re initially rejected. Consider creating a database for contacts who say “No” and reaching out to them once a week. Agents usually find that challenging leads are easier to converse with over the course of repeated calls.

6. Use text and email.
Expired listings are sometimes more likely to engage over text and email. It’s not uncommon for people to ignore calls from numbers they don’t recognize, so text and email are typically a safer bet.

*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.