How to Get Expired Listings and Seal the Deal

What Is an Expired Listing?

As an agent, most likely, you already know what an expired listing is.

But just in case you aren’t 100% sure, let’s briefly touch on it.

An expired listing is what happens when a home doesn’t sell within the time frame set in the original listing agreement—typically six or twelve months.

When sellers sign on with a listing agent, their property gets added to the MLS or another listing platform for a set period.

If that clock runs out before the home finds a buyer, the listing is officially expired.

At that point, sellers face a choice: they can renew their contract with the same agent or move on and work with someone new.

Every time a listing expires and gets relisted, it starts fresh on the MLS.

While that might sound like a fresh coat of paint on an old problem, it’s often a sign of underlying issues like unrealistic pricing, lackluster marketing, or even an oversaturated market.

For agents, expired real estate listings represent an incredible opportunity.

These sellers are already motivated—they wouldn’t have listed in the first place if they weren’t serious about selling.

By using the right approach, you can step in, fix what didn’t work before, and turn these missed opportunities into success stories!

Marketing expired listings is a proven, low-cost strategy with some of the highest conversion rates in the business.

The key?

Knowing where to find expired listings and how to win over those sellers.

Common Reasons Why Listings Expire

When a listing doesn’t sell, it’s rarely just bad luck.

There are common reasons properties sit unsold, and understanding them is the secret to making them work for you:

• Pricing issues: Unrealistic pricing often sends buyers running. Unrealistic pricing, often fueled by wishful thinking or ignoring market data, is one of the top reasons listings expire.
• Poor marketing strategies: If a listing isn’t marketed the right way—with clear photos, engaging descriptions, and strong online visibility—it’s like it doesn’t even exist. Buyers can’t fall in love with what they can’t see. And since 43% of buyers start their search online and only 21% reach out to an agent first, marketing is the most important factor in getting a listing sold. When wondering how to market yourself in real estate, leveraging strategies that emphasize online visibility can ensure your listing gains the attention it deserves.
• Accessibility and structural problems: Homes with limited showing availability or significant issues, like a leaky roof or outdated systems, tend to struggle in competitive markets.
• Adverse market conditions: Sometimes, the market itself is the culprit. High interest rates or low buyer confidence can make selling even the best homes a challenge.

What are The Benefits of Targeting Expired Listings?

For agents, brokers, and investors, expired listings offer unique advantages that traditional listings might not.

• Lower competition: Expired listings often fly under the radar and give you an edge over competitors chasing after newer leads.
• Motivated sellers: These sellers are typically ready to make a deal after their initial plans fall through. This motivation can lead to smoother negotiations.
• Potential for better deals: Properties that linger may have room for price adjustments, which gives buyers or investors better opportunities.

By using tools like direct mail campaigns or pop-by ideas for REALTORS, you can connect with sellers in a memorable and impactful way.

Whether it’s a simple note, a small gift, or a creative marketing piece, thoughtful gestures can establish trust and open the door for meaningful conversations.

Use direct mail to connect with sellers of expired listings. Send personalized postcards addressing pricing, marketing, and accessibility issues and offer a fresh approach to get their property sold.

Explore Expired Listing Postcards

How do I Find Expired Listings?

Finding expired listings doesn’t have to be complicated—once you figure out where to look, they can become a steady source of opportunities.

1. How to Find Expired Listings on MLS

The MLS is packed with opportunities for finding expired listings—you just need to know how to work it.

Here’s how to make it work for you:

Last Change Filter

This filter helps you focus on listings that have recently expired.

Want to see properties that came off the market in the past week?

Set the “Last Change” filter to “-1 week,” and voilà, you’ve got a fresh batch of leads to work with.

Days on Market (DOM) Filter

Some listings linger longer than others, and the DOM filter helps you find them.

For example, set it to “30,” and you’ll see homes that were listed for at least 30 days before the contract ran out.

These properties typically signal pricing issues or poor marketing—problems you can easily swoop in and solve.

Status Filter

If you want to cut straight to the chase, the “Status” filter is your best friend.

Set it to “Expired,” and you’ll get a clear view of properties whose contracts have officially lapsed.

Setting Alerts for Upcoming Expirations

Want to stay ahead of the game?

Use the MLS to set alerts for listings nearing their expiration date.

This gives you a running start by notifying you about potential leads as soon as their listings expire.

It’s an easy way to act quickly and connect with sellers before others do.

2. Checking Public Records for Expires Listings

If the MLS feels like the obvious route, public records are another reliable way to find expired real estate listings.

Local county offices maintain property records, including listings that didn’t sell.

In most areas, these records are available online, but not always.

If they aren’t, a visit to the county office can give you access to the information you need.

Staff members can guide you to the right resources, and you might discover details that aren’t available elsewhere.

Public records also provide valuable insights into a property’s history, such as how long it’s been on and off the market or any changes in ownership.

This extra information helps you understand the property’s story so you can approach the seller with a fresh perspective.

3. Hunt for Expired Listing By Driving for Dollars

Sometimes, the best way to find leads is just to hit the road!

Driving for dollars may sound old-school, but it’s a method that does work.

Cruise through neighborhoods and keep an eye out for homes with “for sale” signs that have been up a bit too long.

These signs can be your first clue that the property might be an expired listing or one about to expire—keep your eye on those.

Don’t just rely on signs—pay attention to the details.

Homes with overgrown lawns, neglected exteriors, or no visible activity can be strong indicators that the seller is ready to re-list but hasn’t taken the initiative yet.

Make the most of your drive by using a tool like DealMachine to log properties.
These types of apps let you record addresses, pull up owner information, and send a letter introducing yourself as someone who can help sell the home.

This method does take quite a bit of effort, but it is an effective way to discover properties that might not be on anyone else’s radar.

4. Networking with Real Estate Agents

Connecting with other real estate agents can reveal opportunities to work with expired listings.

Some agents prefer to focus their energy elsewhere and will gladly pass along leads for clients seeking a fresh perspective.

Get to know agents at local meetups, industry events, or platforms like LinkedIn, where professionals share insights.

Let them know about your expertise with expired listings. Most likely, they will take a mental note of that and remember to hand you that lead they would rather not bother with.

And just to make sure they keep you on their radar, send a casual follow-up email or quick message.

5. Using Real Estate Investment Software

Real estate investment software simplifies your search for expired listings by giving you access to detailed property data.

These tools help you identify properties that didn’t sell, pinpoint the issues, and prepare a plan to approach the seller.

Look for software that includes filters for expired properties, days on market, and pricing history.

Many platforms also provide ownership details and comparable sales, so you have all the information you need at your fingertips.

This takes out the hours of research so you can focus on devising a plan to secure that listing.

6. Purchasing Expired Listing Leads

If you’re short on time, consider buying leads.

Many lead providers offer packages with detailed information that includes contact details, property data, and insights into why the listing didn’t sell.

When you are choosing a provider, focus on accuracy and timeliness.

Outdated or incomplete data is a complete waste of resources, so stick with reputable companies known for quality leads.

RedX and Vulcan7 are two popular options in the industry.

How Do I Reach Sellers of Expired Listings?

Once you’ve identified expired listings, the next step is making that initial connection with sellers.

Your goal is to grab their attention and show them why you’re the agent who can turn things around.

One of the creative ways to get real estate listings is by offering sellers a customized marketing plan that highlights what went wrong previously and how your approach can deliver better results. Whether through better pricing strategies, high-quality visuals, or stronger online exposure, this personal touch can set you apart from the competition.

Here are some effective ways to get in front of these potential clients:

1. Direct Mail: Custom Door Hangers and Postcards

Sometimes, the simplest methods are the most effective.

• Custom door hangers: Custom door hangers are perfect for properties close to home. A professionally designed door hanger with a personal touch—like a quick note about how you can help—is hard to ignore. Include your contact info, a success story, or a QR code linking to your website.
• Expired listing postcards: Postcards work well for a wider reach. Focus on clear messaging, a professional design, and tangible solutions to common problems, like pricing or marketing. A bold headline like “Let’s Get Your Home Sold” can drive the message home.

2. Personalized Phone Calls

A phone call is often the fastest way to make a connection.

When calling:

• Be brief and polite.
• Acknowledge their frustration.
• Highlight a specific reason you’re reaching out, such as a recent success in their neighborhood.

Keep the tone friendly, not salesy, and always respect their time.

3. Door Knocking

For local listings, an in-person visit can leave a memorable impression.

When door knocking:

• Bring a leave-behind piece, like a small packet with your card, a success story, and a quick overview of how you’ll approach their sale differently.
• Be professional but approachable, and never push for a decision on the spot.

4. Email Outreach

If you have their contact information, email can be a direct and unobtrusive way to connect.

Focus on a short, engaging message, such as, “I noticed your home recently came off the market, and I’d love to share some ideas to help you get it sold.”

Always include a clear call to action, like scheduling a call or meeting.

The focus here is to personalize your approach and demonstrate how you can help sellers take the next step.

What Should I Include in My Expired Listing Follow-Up Letter?

After your initial contact, follow up with an expired listing letter that grabs attention, offers value, and presents you as the solution to their problem.

Here are some ideas on what to include:

1. Acknowledge Their Frustration

Start by empathizing with their experience. Something like, “I understand how disappointing it can be when a home doesn’t sell as planned.”

2. Offer a Fresh Perspective

Briefly explain why you’re reaching out and how your approach is different.

For example, “I specialize in helping sellers whose listings didn’t find the right buyer. My strategy focuses on pricing accurately, building exceptional marketing, and targeting serious buyers.”

3. Emphasize Your Experience

Include a success story or statistic to build credibility.

For instance, “Recently, I helped a homeowner in a similar situation sell their home within 30 days, above their original asking price.”

4. Address Common Issues

Without pointing fingers, touch on typical challenges like pricing or marketing that may have contributed to their expired listing.

5. Provide Next Steps

End with a clear call to action, such as, “I’d love to discuss how I can help you achieve your goals. Feel free to call me at [your number] or email me at [your email].”

Keep it concise, professional, and solely focused on their needs, leaving them curious enough to follow up.

Make a personal connection with homeowners and write letters that connect with sellers and inspire action.

Browse Expired Letter Templates for Free

Creative Marketing Strategies for Expired Listings

Breathing new life into expired listings starts with creative marketing that emphasizes lifestyle and local appeal.

Focus on the characteristics of the home and the area, and connect with buyers on a personal level.

Expired real estate listings need a fresh perspective that gets buyers to stop scrolling and take notice.

Start with the local details that matter.

It could be the farmer’s market down the street, the bakery that’s always worth standing in line for fresh cinnamon rolls, or that it is located just outside the city, so they get the small-town charm and a quick commute.

You want buyers to connect through your words.

That is how you get them to a showing.

Step up the visuals, too.

Swap out those dimly lit photos for ones that tell a story—like a backyard that’s perfect for Saturday barbecues or a living room that’s made for movie nights.

Additionally, when working with sellers, showing appreciation for their trust can make a significant difference.

Thoughtful gestures, such as luxury closing gifts, not only celebrate a successful sale but also help reinforce your client relationships for future referrals.

You need the home to reflect how people live.

You don’t have to reinvent the wheel.

Just find the details that the last agent overlooked.

Understand the local vibe.

And you just might turn an expired listing into a sale that sells over the asking price.

Bottom Line

Take this blueprint, find those leads, connect with sellers, and turn missed opportunities into sold properties!

As the great Dr. Seuss says, “You’re off to Great Places! Today is your day! Your mountain is waiting, So… get on your way!”