The phone rings. The seller is frustrated, burned by their last agent, and already talking

to three other agents. You have 20 seconds. Most agents lose the call before they even say their

name.

Welcome to Real Estate Coaching Radio, starring award-winning real estate coaches and

number one international best-selling authors, Tim and Julie Harris. This is the number one daily

radio show for realtors looking for a no BS authentic real-time coaching experience. What's

really working in today's market, how to generate more leads, make more money, and have more time

for what you love in your life. And now your hosts, Tim and Julie Harris. And here's exactly what to say instead.

So on today's show, we're going to be going through the exact technique, the exact scripts, so you can become the world's greatest expired hunter.

Welcome back to our podcast. Julie, welcome back.

Thank you. And as many of our listeners know, this is one of our favorite topics because it is such an obvious source of new listings for you to take.

You know, we're going to get into the weeds on that, I'm sure. But, you know, we'll talk about why it is that sometimes expired sellers are actually more motivated than sellers right out of the gate. I've got some notes I wrote down about that. We're going to talk about a system for it. Go ahead. Let's just go after it. So why are sellers more, why are expired sellers the best sellers to go after? I'm going to go over and Julie, let's just go back and forth. Okay? Sure. We're going to play expired seller pickleball. I'll go first.

Deal.

So here's what we know about expired sellers.

Number one, we know that since their house expired, what their price isn't.

Okay.

Number two, we'll just eventually say next point because there will be quite a few more.

The second thing is they've already tested both the market and their first agent. They know more. You do. That was two swings. You're cheating it or a pickleball here. Okay, I'll stick with just they've already tested the market. All right, but that's good. You already said. And Julie did to say what I was going to say is the fact that they've already 99% of the time when you go on a listing appointment, you're going to be going on a listing appointment with who? Centers of Influence and past client lead. So that center of influence past client lead probably is not making you compete. Now, if you don't sell the property, they're out of agents. They don't know anybody else most likely. At least they don't have anybody else in mind. That means that as an expired hunter, you now are going

to no longer have to compete with who would have been your main competitor, which is that

center of influence and past client agent. That's a huge advantage. I'll give you another one,

because that was just repeating Julie's point. Actually, Julie, it's your turn.

That's okay. They are more motivated oftentimes because they're in a different financial

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