Working Expired Listings: The Most Overlooked Goldmine in Real Estate

Working expired listings is the single most overlooked and underutilized lead source in real estate—and that’s exactly why it’s a goldmine. If you're serious about listings, serious about building a business that doesn’t rely on unpredictable referrals or endless cold calls, then you need to be working expired listings. Period.

Let’s get it right, though: expired listings aren’t just sitting there collecting dust. They’re actively waiting for someone like you to come along and show them what their last agent didn’t—results. These are homeowners who’ve already raised their hand and said, “I want to sell.” That’s not a maybe. That’s not a someday. That’s an opportunity.

Why Working Expired Listings Works - For Everyone

Whether you're a brand-new agent finding your footing or a veteran looking to reignite your momentum, working expired listings is the fast track to production. Here’s why:

• They’re motivated – These sellers already tried once. Their frustration? Your opportunity.
• They’re easy to find – Every MLS spits them out daily. No costly lead-gen platforms. No mystery.
• They’re untapped – Most agents avoid them. Too much rejection, they say. That’s fine. More for you.
• They want expertise – This is your chance to step in and be the expert their last agent wasn’t.

Let that sink in. You’re not starting from scratch with these people. You’re simply showing up with a better plan, better communication, and better follow-through than the last agent. That’s not hard to do. In fact, it’s exciting.

Click here to check out the expired listing letter system that’s helping agents like you dominate their market—one expired at a time.

A Head Start With Every Lead

What makes working expired listings so strategic is that you're targeting people who have already taken the biggest step—putting their home on the market. That means no awkward “Have you considered selling?” conversations. You already know the answer.

All you have to do is position yourself as the better option. And that doesn’t take a miracle. It takes a solid plan, a few powerful scripts, and a letter that speaks directly to their pain points and desires. Think clarity. Think confidence. Think: “Why didn’t my last agent say this?”

The Letters That Make Them Call You

Let’s talk real-world tactics. You don’t need to knock doors, make 100 calls a day, or beg for attention on social media. Nope.

You can mail 10 letters a day (expireds, fsbos, vacant proertites, etc.), five days a week, and watch what happens. I’ve done it. After about 90 days, the phone started ringing. People weren’t just asking for information—they were expecting to list with me. The tone was different. The trust was there. The results? Two listings a week.

And it all started with one simple thing: working expired listings with a targeted message that actually worked.

I started with a letter to expireds. Then I expanded it to FSBOs, absentee owners, and commercial properties. But nothing—nothing—delivered like expireds. Because those leads were primed. And every listing I got from that effort brought buyers, referrals, momentum.

Click here to learn more about the Expired Listing Letter System that I used to create a predictable stream of new listings.

Why Working Expired Listings Should Be Your #1 Strategy

If you're still relying on Facebook ads or hoping open houses will bring the heat, I’m here to tell you—there’s a better way. Working expired listings gives you control. You choose how many to mail. You choose how often to follow up. And best of all, you get to build a pipeline of people who are already in the game.

And here’s a pro tip: don’t just go after the most recent expires. Go back 3, 6, even 12 months. You’ll be surprised how many still haven’t relisted and are sitting there, wondering if they missed their chance. You can be the one to tell them—“You didn’t. Let’s do it right this time.”

That message alone will separate you from 90% of your competition.

For New Agents: Instant Confidence, Instant Conversations

New to the business? Working expired listings gives you a platform. A strategy. Something to do today that can turn into a deal tomorrow. No awkward cold calls. No guesswork. Just consistent, focused action with a message that resonates.

And when that first callback comes in and someone says, “I got your letter, and I think you’re the one,” trust me—that’s the kind of energy that propels your entire career forward.

For Veteran Agents: Get Back to What Works

Been in the game for years? You know this market can shift. Referrals slow down. Past clients move out of state. And suddenly, the pipeline runs dry. Working expired listings is how you fill it back up. Fast.

You don’t need a reinvention. You need a reminder of what got you where you are: hustle, connection, and results. And there’s no better place to find all three than in the world of expireds.

Summation

Working expired listings isn’t just a tactic—it’s a strategy. A system. A mindset. And it’s waiting for you to dive in. You don’t need more leads—you need better ones. You don’t need to do more work—you need to do smarter work.

If you're ready to turn expired listings into real listings, into signed agreements, into closed deals—

Click here to get the Expired Listing Letter System that started it all for me—and could do the same for you.

Now go out there. Mail those letters. Make those calls - it's not mandatory, but you can if you want to. And let the rest of the agents keep guessing why your signs keep going up all over town.

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