How to Land Expired Listings: This Proven Script Unlocks More Listings Fast!

Hey guys, we know the number of listings getting stale on the market is rising, right?
70% of listings have been on the market for over 30 days, and nearly 50% for over 60 days. What does this mean?
It means more expired listings are going to start showing up in your MLS soon.
Going after expireds is a huge opportunity, something we haven't seen much of in recent years because the market has been so short on listings. But today, we have 34% more listings than a year ago, and many are going stale, which means a lot of them will be coming off the market.
Let me give you one quick, out-of-the-box approach for going after expired listings that’s definitely effective.
The conversation will go like this: I'm going to call that expired listing as early as possible and say, "Hey, my name’s Jim Emily with ABC Real Estate, and I noticed your listing got delisted from the MLS this morning." (The keyword here is delisted).
Then I’ll say, "I’m sure you're getting a lot of calls from REALTORS, but I just have one quick question. I noticed your property was listed at $400,000. My question is, would you accept $360,000 if it was all cash, closing in 30 days?"
Now, that's a bold question. It's going to catch them off guard because most agents won’t ask something like that. They'll probably respond with, "Do you have a buyer?"
Here’s where I respond: "The reason I’m asking is because it seems the property might have been priced a bit above market. If we price it at this level, I’m confident I can sell it in the next 30 days, and I think I can get you a cash offer. Would you be open to exploring my marketing plan, which is really focused on bringing cash offers?"
This opens the door for a deeper conversation. Whether they say yes or no, you're in the game.
Now, how do you incentivize cash offers? Here’s the next level.
Some might ask, "How do you fulfill that promise?"
The way you do it is by using strategies that builders often use. Builders in many markets incentivize buyers to bring cash by offering a cash discount.
So, if the property was originally listed at $400,000, let’s first drop it to meet the market at $375,000. Then, offer a 2% discount to buyers who pay cash. This cash incentive can attract offers that aren’t contingent on appraisals, underwriting, or the other hurdles that can cause delays.
Most sellers would prefer a cash offer if they had the option, so giving a small discount can help seal the deal.
These are the kinds of conversations that can help turn expired listings into meetings with you, where they’re actually interviewing you to take over the listing.
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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
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