Everything Realtors Need to Know About Targeting Expired Listings

Opinion

Published by UrbanGeekz Staff at August 21, 2025

Using Property Maps for Land Planning

Expired listings as a business strategy

An expired listing is more than just a missed sale. It’s a lead that already went through staging, pricing, and showings. The homeowner has invested time and money and is likely feeling frustrated. This makes the listing both sensitive and valuable. Agents who approach expired listings without a clear plan risk losing the seller’s attention immediately.

Targeting expired listings works best as a consistent, long-term business strategy. Agents need to build routines for researching these properties daily, reviewing past listing data, and preparing customized outreach. When a seller hears from someone who clearly understands their specific situation, they’re more willing to have a conversation. That first impression sets the tone for everything else.

Seller motivation after expiration

Homeowners whose listings have expired often feel let down by the process. They expected movement, feedback, and results. When none of that happens, it affects their confidence in agents and the selling process itself. That means outreach needs to shift from selling services to offering perspective. Realtors must show they understand not just the market but also the seller’s emotional investment.

To connect with these homeowners, agents must lead with solutions, not personal promotions. Talk less about how long you’ve been in real estate and more about what went wrong the first time. Provide details about how pricing could shift, how the property could be marketed better, or why timing may have been off. Realtors wondering how to get expired listings need to focus less on themselves and more on the homeowner’s story.

Timing outreach the right way

The best time to reach out to an expired listing is the day it changes status. That window is short. If you wait too long, another agent may already be in discussion with the seller. But timing alone doesn’t seal the deal. Sellers are usually bombarded with calls, emails, and letters once their listing expires. You need to be early, but more importantly, you need to sound different.

Being different means being specific. Look at the original listing before making contact. Check the number of days on the market, photo quality, agent remarks, and price history. Did the listing feel rushed? Were the photos dark or poorly framed? Did the price align with similar homes nearby? When agents bring specific details into that first conversation, the seller sees the effort behind the outreach.

What to say that earns trust

The first conversation should focus on what the seller experienced, not on closing a deal. Ask what feedback they received. Ask what they thought of the process. If they’re open, ask what they expected that never happened. These questions show that the agent isn’t just another name trying to win a listing. They’re someone who wants to get it right the second time.

Once there’s rapport, agents can share how their strategy would be different. Maybe it’s a stronger pricing plan. Maybe it’s professional photography, more targeted advertising, or regular communication checkpoints. This is where the message shifts from selling to solving. Agents who take this opportunity seriously should focus on listening first, then shape their approach around the seller’s specific frustrations and needs.

Building consistent results through follow-up

Many agents give up after one or two calls. That’s why sellers often forget them within days. The real connection happens through follow-up. One phone call rarely builds trust. Realtors should aim for multiple touches over several weeks. But every message must feel new and useful. Repeating the same voicemail or email adds no value.

Good follow-up might include a handwritten note about a recent sale in the area. It might be a quick update on new listings nearby or a comment on the property’s original pricing. These touches show the seller that the agent is thinking about them specifically, not just following a list. Consistent effort leaves a lasting impression, and when the seller decides to relist, they often turn to the agent who stays visible and intentional.

Sellers want a better second experience

An expired listing is not the end of the selling process. It is a signal that the earlier attempt did not work as planned, but the property can still be sold with a better approach. The listing has already been exposed to the market, which means valuable data is available. That experience can guide a stronger second effort. Instead of treating the expiration as a failure, skilled agents view it as a starting point for a corrected strategy.

Many homeowners are still motivated to sell, even after a listing expires. What they need is a clear shift in direction. This includes addressing the mistakes from the initial listing, correcting any gaps in pricing or presentation, and creating a campaign that gets real attention. Sellers are open to a second try, but only when they believe the process will be managed differently from the start.

Targeting expired listings takes more than timing or persistence. It requires skill, preparation, and a clear understanding of why the first listing failed. Agents who focus on strategy, communication, and seller experience will stand out in a space where many rely on scripts. Mastering how to get expired listings opens the door to consistent growth and a stronger market presence. Success follows those who show up prepared and deliver what was missing the first time.

UrbanGeekz Staff

UrbanGeekz is the first to market tech blog focused on covering content from a diverse and multicultural perspective. The groundbreaking videocentric multimedia platform covers technology, business, science, and startups.