 Are you looking for a new way to get listings? Today, we're going to talk about my low pressure approach on old expireds and it's fire. What's up guys? Ricky Caruth here. We make some orange beach in zero to diamond.com. Today, we're going to be talking about my low pressure approach with old expired listings. So old expireds, let's just say are sellers that have their property on the market. It didn't sell for whatever reason and it expired from the markets or they could have withdrawn it from the market. Either way it goes, they had their property on the market at one point and now it's not on the market. And when I say old expireds, this means that it didn't expire today. It didn't expire yesterday or last week. We want to go back. We want to go back several months worth of expireds. We might want to go back a year, six months, nine months, three months, one month. It just depends on your market. Maybe you take a month a year ago, maybe you take October last year or you can figure out depending on your market how you want to filter down exactly what you want to do because bigger markets are going to have a lot more expired, smaller markets are going to have a lot less expired. You may have to go six months and use all six months worth. So I don't know how far you got to go back for you and your particular market. I don't know exactly. There's also different niches. You have the lots. You have the houses. You have a commercial. You have condos. So you have all the different kinds of real estate that could have expired. And then you have different markets with larger numbers and smaller numbers of expired and withdrawn listings. So it's up to you to kind of figure out how far you want to go back and how you want to do all that. You have to put in the research there to figure out what's best for you. But what I want to discuss today is exactly how we're going to, A, find these people and B, what we're going to say to them to engage with them and get into these conversations that is going to create that lifelong relationship. And remember guys, I've said this in many other videos that it's relationships over transactions. Our goal is to create that lifelong relationship, maintain that lifelong relationship and we're going to reap the benefits of that relationship through 10 to 20 deals over the life of our career, through repeat business referrals and referrals of referrals. So we don't want to let anybody go. We don't want to not engage with somebody or not create that relationship with a prospect just because they don't want to sell today or just because they don't want to buy today. We want to begin that friendship, that relationship for the rest of our life and there's no telling where each and every relationship is going to take you. It's amazing how your life can change with this one philosophy change. It's a complete 180. And when you value relationships over transactions, your business and your life just start to go up, up, up and up day after day. And when you adopt this philosophy and you start applying it in your business, you can see that you're having different conversations with people and your prospects and your future clients are responding to you differently and they're actually talking to you like you're a friend or a family. And at that point, you know you got them and you know that you're going to be their realtor for life. And that's the goal. That's what we want. So the first thing is how do we find old expires, okay? So what you're going to do is go in your MLS, you're going to go back, you're going to search expired listings, the criteria you want. You're going to put the dates in and you're going to find all of those expired listings or withdrawals, okay? So you're going to find all of those old expires and then we're going to use RedX. RedX is where we're going to find the phone numbers. If you don't already have RedX, there's a link in the description below that will save you the $150 startup fee that will waive that for you. If you use the link below, RedX is where I get all my phone numbers. This is the best quality phone numbers that I've found across the entire internet. It also has a dialing system that will dial the numbers for you if you want to do that as well. But I would definitely get RedX to find the phone numbers. Now when you're getting old expires, there's a bunch of different ways you can do it. And I would say I don't want to get into all the details of that right this second. But if you call RedX, if you have any problems getting the numbers, just call RedX and they will walk you through how to get those phone numbers to the old expires in your MLS. Okay, so the next question is, as we're looking at this list of old expires, do we want to go through all the research and take all the time to go through every single property and find out did it sell, is it back on the market, what's going on, what's the status with that property? And I would say that that's a personal decision. I would say that you just have to decide if you want to spend that time or not. And I personally do not feel like I want to go through all of that time. I'm just going to go start making those calls and start making those connections and kind of see where it goes. If I do run into someone who is listed now on the market or already sold or so on and so forth, all these other scenarios, I'm just going to smooth it over and play it off. I'm going to see if there's anything I can do to help them go to the next level with whatever they're trying to do and I'm going to go on to the next call. If it's listed, I'm going to say sorry, I didn't notice that. Yes, I see it right here. I'm going to do everything I can to try to sell it for you, but I'm going to contact your agent from here on out. You have a wonderful day. So there's a couple of different ways you can handle that situation. You can go through and do the research and try to pick everybody out or you can just make the calls and smooth it over when you're on into those situations. I like the latter because it saves me time and it just gets me in contact with people right now. So before I get into the phone scripts in a second, I did want to let you know that this Friday I'm going to be calling old expires live right here on YouTube. So there's a link in the description where you can click and turn on that notification so you get notified when I go live. That's going to be 3 p.m. central time this Friday. So what do we say to these old expires as we're calling them? So we're going to follow my phone scripts. All my phone scripts can be found at zero to diamond.com. So we're going to follow the script and we're going to say ring ring ring hello. Hey Mr. Johnson. Yeah Mr. Johnson. Hey Mr. Johnson. This is Ricky Karuth down at Remax of Orange Beach. How you doing today? Doing good. Yeah me too. I'm enjoying the weather. Isn't it gorgeous? Cool. Look I don't want to take up too much of your time today but I see where your property expired off the market back a few months ago or whatever it was. And I didn't know if there's anything I could do to help you at this time. Right. So we're going to pause right there and let them talk. Right. We're just kind of trying to fill them out. Where are they in this process? What's on their mind? What's going on with them and this property and how can we help them? Okay. So we're going to see how they respond. A big part of making phone calls and a big part of being successful in this business is reading people on the phone and in person but reading people. Right. And also not playing all your cards at once. I know that I can ask them hey do you still want to sell your property? You know hey why do you think it didn't sell? I've got all those questions as ammo right but I don't want to shoot all my bullets and run out of bullets immediately right. I want to fill the situation. I want to give him a chance to respond him or her and let me know how they feel about the situation and then if it's a friendly conversation and I feel like things are going good then I'm going to ask more questions and so I want to ask him if there's anything I can do to help them help him or her. There's a number of different ways the conversation can go but my ultimate goal is as to if I feel like there's an opening I want to know hey do you still want to sell it you know do you still own the property you know why do you think it didn't sell there's a lot of different things I can you know places I can take the conversation right there and I want to have that conversation I don't want to figure out what's going on from there I want to lay down the next part of that script which is look is there an agent that you're going to work with on this deal right I want to find out does he have a strong relationship an affiliation with another agent that's going to prevent me from being his listening agent because if there is then I got to decide if I'm wasting my time here or if I want to compete with this other agent okay so that's another situation that I have to read out and then I just finished the rest of the script you guys know the rest of my script and at the end of the day either way goes we want to try to get that email because we're going to plug them into our weekly email report that goes out every single week of the same day of the week forever and I've been doing it for 11 years and it's the reason why I'm so relevant with all of my clients and it's a big reason why I'm where I'm at this business is because so many people know who I am through this email and it's one of the biggest hardcore principles that I'm teaching in my free coaching program okay so from there if they are interested in selling if they do still on the property I'm going to read that situation and my goal at that point is if they do want to still sell then I want to find out if I can see the property I'm going to try to set that appointment and and go there look at the property evaluate it and try to see what I can do to help this seller accomplish what they're trying to accomplish so that's the next step another big reason why I like old expireds is because it might have expired because it was overpriced back when it expired but now the market's improved and now the price that they had it at at one point that it was too high may be a really great price in today's market so this is another reason why I like old expireds a whole lot and to me I just feel like the old expired market is gold I feel like there's a lot more old expires and there are current expires and it just gives you more of that skies the limit you know businesses unlimited mentality that I try to share with you guys so I hope you got something out of this video and I'm really looking forward to calling old expireds live right here on this YouTube channel Friday 3 p.m. Central so if you haven't click subscribe now would be a good time to do that turn post notifications on so you can see when I go live and post other videos just like this one I'm just a small town Alabama boy trying to make a difference in the world and how reduce the failure rate in the real estate industry you guys let me know if there's anything I can do for you and we'll talk to you soon