You should see me prospecting for new listings, I am such a freak.  As one of the few real estate coaches who still sells real estate in San Francisco, I get all goofy with dancing while calling.  I defy anyone to listen to my go to dance song and NOT prospect more and make more calls, it really motivates the hell out of me.  LOL!

And was just reminded of a huge mistake we all make, myself included, when calling for listings.

Old expireds and withdrawn listings are just as fruitful as newly expired and withdrawn listings. Especially now that our market is changing and listings may be on the market longer.

Sadly, sometimes I am too lazy or I forget to call the old ones.

Don’t make that mistake.

I just talked to an old expired that wants me to help him with some title issues and then list the property for sale.  And this is a $2.5 million house.

What I do is keep a file with the old expireds/withdrawns.  I put them in this file if I can’t reach them in 5-7 times or if they say they are not selling. And make notes about what they say (I have a super cool CRM that helps me with this entire process).  

Then when you’re done with your new expireds/withdrawns, call this list occasionally.

Of course, I forget, but I am committed to call them on a more regular basis.  

And my script is the same for the old ones as well as the new ones.  I say, “When the hell are you going to sell?”  LOL!  Just kidding.

I say, “Hi, this is Chris Stafford with Compass Real Estate and I see your home is still off the market, when do you plan on putting it back on the market?”  If they say never, then call them in another 6 months.  If they say they are thinking about it, get the appointment.  Visit them even if they are unsure.

Depending on how many you have in your folder, you could hit these old ones at least once a week, if not more often.

And it works!

So put on your big girl boots and make these calls.