How to Get Expired Listings on Zillow and MLS

Expired listings are a valuable resource for real estate agents looking to grow their client base. Homeowners whose listings have expired are often motivated to sell, but they may be frustrated by their previous attempts. By reaching out to these homeowners with a fresh strategy, you can turn expired listings into successful transactions. In this post, we'll explore the best ways to find expired listings on Zillow and MLS (Multiple Listing Service) and how to use these listings to build your business.

Why Target Expired Listings?

Expired listings provide a unique opportunity for real estate agents because the homeowners are often more open to trying new strategies after their initial attempts have failed. These leads are:

• Motivated Sellers: They still want to sell their home but need a different approach.
• Ready for a New Agent: They may be frustrated with their previous agent and looking for someone who can offer a better solution.
• Eager for Results: Expired listings often have a sense of urgency, which means homeowners may be more willing to take action quickly.

How to Find Expired Listings on Zillow

While Zillow doesn't directly list expired properties, there are ways to use the platform to your advantage:

1. Search for "Off-Market" Listings: Zillow allows users to filter for off-market homes, which can include expired listings. While you won’t get a comprehensive list of expired properties, this can give you a starting point for properties that may have been listed but didn’t sell.
2. Look for "Make Me Move" Listings: Homeowners using the "Make Me Move" feature are testing the waters without officially listing their homes. These homes are not officially expired listings, but they represent potential sellers who may be willing to list with the right agent.
3. Reach Out to Owners: Once you find a property that fits the expired listing profile, Zillow often provides homeowner contact information. Send them a personalized message or letter offering your services and explaining how you can help them sell their home.

How to Find Expired Listings on MLS

MLS (Multiple Listing Service) is the go-to platform for real estate agents looking to find expired listings. Here’s how you can use MLS to your advantage:

1. Search for Expired Listings: MLS allows real estate agents to filter for homes that have been withdrawn from the market or have expired without being sold. You can narrow down the search by location, price range, and other relevant criteria.
2. Monitor Daily Expirations: Set up a daily search on your MLS system to monitor listings that expire each day. This way, you’ll be the first to contact homeowners whose properties didn’t sell.
3. Use Automated Tools: There are automated tools available, like REDX and Vulcan7, that scrape MLS data and provide you with daily lists of expired listings, along with contact information for the homeowners. These tools save time and ensure you don’t miss any opportunities.

What to Do Once You Have Expired Listings

Finding expired listings is just the first step. Once you have a list of leads, you’ll need to reach out to these homeowners and show them how you can offer a better solution. Here’s what you should do:

1. Contact the Homeowners: Whether you prefer cold calling, sending letters, or using email, your first contact should acknowledge their frustration and offer a new strategy. Be empathetic and solution-focused.
2. Present a New Marketing Plan: One of the main reasons listings expire is poor marketing. Be ready to offer a new, updated marketing strategy that includes high-quality photography, virtual tours, staging, and digital advertising.
3. Provide a Free Home Evaluation: Offer to evaluate their home for free to help them determine what may have gone wrong with their previous attempt and what can be done differently this time.
4. Follow Up: Persistence is key when working with expired listings. If a homeowner doesn’t respond immediately, make sure to follow up with a second call or email to remind them of your offer.

Conclusion

Expired listings offer a goldmine of opportunity for real estate agents willing to put in the effort to find and convert these leads. Platforms like Zillow and MLS can help you locate these listings, while tools like REDX and Vulcan7 make it easier to reach homeowners. Once you have a list of expired listings, your goal should be to offer value, empathy, and a fresh approach that gets results.

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