An Introvert's "Guide" (of sorts) to Prospecting Expireds & FSBO's

Education & Training with Sell with Soul

Before I write another word, I want to state, for the record, that I have absolutely no experience prospecting to expireds or FSBO's. So take what I say with the proverbial grain of salt.

And, please note... this blog is not meant for outgoing, extroverted, natural salespeople. You guys don't need my help! I'm writing for the Reluctant Salespeople among us - those who hate to take the risk of bothering or pestering anyone ‘cause that's just our nature (and no, we're not weak salespeople or scaredy-cats, we're just different from you).

Okay, enough disclaimers & disclosures.

If you choose to pursue expired listings and/or For Sale by Owners, here's a tip.

Go for quality, not quantity. No, I'm not referring to cherry-picking your listings (although you certainly may!), I mean that you should only attempt to list the homes of people you feel comfortable with. People you have rapport with. If you call up a FSBO and you can tell immediately that you aren't comfortable with him, just say NEXT. Don't fret about losing that particular seller to someone else, just move on. You don't need every listing in town!

I promise you, there are plenty of expireds and FSBO's out there that you will really connect with, and the good news is that these folks probably won't connect real well with the more salesy-types who aggressively pursue them. They'll appreciate your laid-back, non-aggressive style; in fact, you may be just the breath of fresh air they've been waiting for.

However, this said, I'm not letting you off the hook just yet with regard to your prospecting efforts...

When considering implementing a FSBO/expired campaign, ask yourself this question:

"Am I willing to make phone calls and knock on doors to list these sellers?"

If the answer is "No, I'll just bombard them with mailers," or even "No, I'll just mail them a letter and leave a voicemail during the day when I know (or hope) they're at work," then... don't bother. Find another way to build your business. To create the rapport that is necessary to make this campaign work, you have to talk to the people.

This is why I never did FSBOs or expireds. I knew I didn't want to call anyone or knock on any doors - I prefer to stay in my comfort zone, which definitely does not involve picking up the phone to call a stranger or knocking on his door at 8:00 am. And if you decide the same, that's fine!

However, for those of you who are looking for a respectfully aggressive (yes, those two words can co-exist) way to prospect to expired listings, check out It's good stuff.

Copyright Jennifer Allan 2007


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Comments 20 New Comment

Georgia Emmett-Hudleston
Gulf Breeze, Pensacola, Pace, Milton Realtor
Xcellence Realty

thank you for the helpful tips.

October 12, 2007 03:51 PM
Kotambu "KS" Shabazz
Renton, Real Estate Consultant
Quality Real Estate Services
Jennifer that is great advice. consistency & persistency is the name of the game when prospecting that market segment. If you are not inspired by what it takes to get 'er done on cold phones and cold doors, open houses are always available and a great source for meeting new buyers and sellers in a more laid back environment.
October 12, 2007 04:57 PM
Tom Plant
Jennifer - Wow... it sounds like we're kindred spirits. That's probably why I love AR so much. Thanks for your gracious note to me. I promise to post here.
October 12, 2007 07:46 PM
Anonymous #19
Good agents do a lot more than *locate* pretorpy. That's only a small part of scouting a location. What's traffic like? How far to the grocery store? Neighborhood noise levels? Overall desirability? More important, how does it compare to competing properties? Just as important, what's the physical condition of the pretorpy? In the case of new construction, are the construction techniques used known to have bad consequences down the line? A few months ago, I found vertical cracks already forming in a brand new high end development not just green wood around the windows.Not to mention that developers have their own contracts. Do you know what it all means? Do you know standard procedure in your area?If all you want is someone to help handle negotiations, most agents will ask for less money but you'll need to agree that that's all they're doing. It's fine with me and every other agent I know we're making more money per hour for less liability.People who buy from developers (or anyone else) without an agent of their own in their corner are fresh meat for their agents. That's why developers try so hard to cut buyers agents out (in markets where sellers have more power instead of being desperate for every potential buyer, many developers will refuse to work with outside agents altogether)
July 26, 2012 06:00 PM
Anonymous #20
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July 26, 2012 10:50 PM

Jennifer Allan-Hagedorn

Author of Sell with Soul
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