Why Expired Listings are a Goldmine of Opportunity (Even Though Most Agents Ignore Them)

We have a lot more listings nationally on the market than we’ve had in many years. That means we’re going to see a lot more expired listings, especially since pending sales are also dropping.

Pending sales are soft—we're on track for about 3.94 million sales this year, very similar to last year. This is all driven by interest rates. As they hover around 6.5% to 6.75%, the sales pace will likely persist. When interest rates drop, we’ll see a big surge back into the market. But for now, expect more expired listings.

If you're an agent looking for more listings, it's time to focus on expireds—especially as we move from summer into the fall and winter market.

So what can you do to engage these potential sellers?

The #1 strategy: Work with an active buyer.

We all have buyers. Use that active buyer to farm three key categories:

1. The Neighborhood – Target the neighborhood your buyer wants. Use that buyer as a conversation starter with homeowners there. One in 20—at least 5%—will have interest in selling.

2. For-Sale-By-Owners (FSBOs) – Use your buyer as a reason to reach out and start genuine conversations with FSBOs in the areas your buyer is searching.

3. Expired Listings – This is the most overlooked opportunity. When reaching out to expireds, a basic script might be, "Hey, I saw your listing expired this morning. Are you interviewing new agents?"

That works, and I’ve taken many listings that way.

But there’s a better approach:

"Hi, my name’s Jim Remley with ABC Real Estate. I saw your listing expired about 30 days ago. I’m not calling to ask for your listing."

That immediately lowers their defenses and they’ll ask, "So why are you calling?"

Then you say:

"I'm working with a qualified buyer who's been looking in your neighborhood. We've toured a lot of homes, but nothing's checked all the boxes. I saw your previous listing and thought it might be a fit. Would you be open to an offer if the buyer was qualified?"

This changes the tone of the conversation entirely.

They may say yes, they may say no. If they say no, respond with, "Totally understand. Can I ask… why do you think your home didn’t sell the first time?"

They’ll often blame their previous agent. Once you hear their story, say:

"If you’re curious about what really went wrong, I’d love to share something called an Expired Listing Analysis. It’s just a worksheet—17 key questions that help pinpoint what might’ve been off. Even if you’re not relisting today, it gives you a roadmap to dial things in and choose the right agent next time. If you're interested, I’d be happy to send it over."

There are many ways to use tools like this. The Expired Listing Analysis is available through The Path Performance Coaching Program.

But even if you don’t use that exact tool, start using your active buyers as a reason to make contact. This single strategy could unlock 2, 3, 4, or even 5 sales in the next 12 months. I guarantee it.

If you want more ideas, access to the Expired Listing Analysis, and hundreds of lead generation strategies, check us out at eRealEstateCoach.com. The Path Performance Coaching Program is just $1 for your first month, and very affordable after that—one of the most affordable coaching options in the country.

Love to have you join us.

Have a great day, and good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

These benefits include:

* 20 Weeks of On-Demand Lead Generation Coaching: Access our extensive coaching program, offering daily guidance for 20 weeks, empowering your agents with proven lead generation strategies.

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Visit https://www.erealestatecoach2.com/explorecoaching to learn more.