That strategy makes no sense. You are going to burn out because you won’t have a fat pipeline to work off of. You will also leave a lot of money on the table if you just throw away leads.
Let’s say you call an expired listing and they say, “We wanted to sell while our kids were in school, so we took our home off the market for the summer. We do want to sell in the fall.” If you can’t overcome that objection, don’t pressure them. Instead, offer to call them back in the fall.
At this point, most prospects just want to get off the phone, so they will say it’s fine if you follow up in the fall. Ask for their email address so you can add them to your database. You should also ask if they will interview agents in the fall or if they already have an agent. If they already have an agent, don’t put them in your database. Don’t waste your time on someone who already has an agent.
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Keep in touch to establish yourself as a reliable, communicative agent.
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If they are interviewing agents - which is the case with most expired listings - let them know you will stay in touch. Don’t just call them six months out because they will forget who you are. You have to stay in touch with them in the meantime.
Send video emails, call them every month or alternate between calling and texting each month, and make sure you send a couple postcards. That way when you call them six months out, they will absolutely know who you are. The number one complaint in real estate is that agents don’t communicate, so by keeping in touch with them, you have established yourself as a responsible, diligent agent who keeps their clients in the loop.
Remember, don’t give up on that long-term business because in six months, it will be your now business. If you want to go more in-depth with this people farming strategy, give me a call or send me an email. I would be happy to help you!
