Question 1

What are expired listings in real estate?

Accepted Answer

Expired listings are properties that were listed for sale on the MLS (Multiple Listing Service) but didn't sell before the listing agreement ended. When a listing expires, the homeowner is no longer contractually bound to their previous real estate agent.

This creates a unique opportunity for agents because:
      
        Motivated sellers: These homeowners already demonstrated they want to sell
        No agent commitment: They're free to work with a new agent
        Time-sensitive: Many still need to sell and are open to new approaches
        Less competition: Most agents don't systematically target expired listings

Expired listings are different from withdrawn listings (where the seller chose to remove the property) or canceled listings (where the contract was terminated early).

Question 2

Why do listings expire without selling?

Accepted Answer

Listings expire for several common reasons, and understanding these helps you position yourself as the solution.

Top Reasons Listings Expire
      
        Overpricing: The #1 reason. Sellers often have unrealistic price expectations
        Poor marketing: Low-quality photos, inadequate online presence, limited exposure
        Property condition: Needed repairs or staging issues that deterred buyers
        Market conditions: Changing interest rates, seasonal slowdowns, or local market shifts
        Agent performance: Lack of communication, missed showings, or ineffective negotiation
        Location challenges: Busy roads, school districts, or neighborhood factors

When reaching out to expired listing owners, acknowledging these challenges shows you understand their frustration and have a plan to address what went wrong.

Question 3

What's the difference between expired listings and FSBOs?

Accepted Answer

Expired listings and FSBOs (For Sale By Owner) are both motivated seller leads, but they require different approaches.

Expired Listings
          FSBOs

Previously worked with an agent
          Trying to sell without an agent

May be frustrated with agents
          Want to avoid commission fees

Had MLS exposure
          Limited market exposure

Know the selling process
          May be inexperienced

Key insight: Expired listing owners have already committed to selling and understand the value of professional help. They just need the right agent. FSBOs often need convincing that an agent is worth the commission.

Many successful agents work both lead sources, but expired listings typically have a higher conversion rate because the motivation is already established.

Question 4

How do I find expired listings?

Accepted Answer

There are several ways to find expired listings, ranging from free methods to paid services.

Free Methods
      
        Your MLS: Most MLS systems have filters for expired/withdrawn listings. Check daily for new expireds.
        Public records: Some counties publish listing data, though this requires more research.
        Networking: Other agents may share leads they can't work.

Paid Services
      
        REDX: Popular expired listing lead service with phone numbers
        Vulcan7: Provides verified contact information
        Landvoice: Offers expired and FSBO leads
        Your MLS data export: Some MLSs allow CSV exports you can use with Exphired

Pro tip: The key isn't just finding expired listings. It's following up consistently. That's where Exphired helps by automating your direct mail campaigns to these leads.

Question 5

How do I find expired listings on MLS?

Accepted Answer

Finding expired listings on your MLS is straightforward once you know where to look.

Step-by-Step Process
      
        Log into your MLS system (varies by region: Bright MLS, CRMLS, Stellar MLS, etc.)
        Go to the search/listing search section
        Filter by status: Select "Expired" or "EXP" (some systems also have "Withdrawn" and "Canceled")
        Set your date range: Look for listings that expired in the last 1-7 days for the freshest leads
        Define your farm area: Filter by ZIP code, city, or neighborhood
        Export to CSV: Most MLS systems allow you to download results

Best practice: Set up a saved search with email alerts so you get notified immediately when new listings expire in your target area.

Once you have your CSV export, you can upload it directly to Exphired to start your automated direct mail campaign.

Question 6

Can I find expired listings on Zillow?

Accepted Answer

Zillow doesn't directly show expired MLS listings, but you can find properties that were previously listed and are no longer active.

What Zillow Shows
      
        "Off Market" properties: Homes that were listed but are no longer active
        Price history: Shows when a property was listed and delisted
        Days on market: Can indicate if a listing struggled to sell

Limitations
      
        No filter specifically for "expired" listings
        Doesn't distinguish between expired, withdrawn, or sold listings
        Limited contact information for homeowners
        Data may be delayed compared to MLS

Better approach: Use your MLS for accurate expired listing data, then use Zillow to research property details, Zestimates, and neighborhood information before reaching out.

Question 7

How do I get phone numbers for expired listings?

Accepted Answer

Getting phone numbers for expired listing owners requires either paid services or manual research.

Paid Services (Easiest)
      
        REDX: $60-150/month, includes expired listings with phone numbers
        Vulcan7: $250+/month, verified contact data with dialer
        Landvoice: $100+/month, expired and FSBO leads
        Cole Realty Resource: Property owner contact database

Manual Research Methods
      
        County tax records: Often include owner names (then search for phone)
        Whitepages/TruePeopleSearch: Free people search using owner name + address
        Social media: LinkedIn, Facebook for owner contact
        Skip tracing services: One-time lookups for specific properties

Alternative approach: Instead of cold calling, use direct mail to reach expired listing owners. Exphired automates this process. You upload your expired listings CSV, and we send professional letters to their mailbox. When they're ready to talk, they call you.

Question 8

How do I find expired listings near me?

Accepted Answer

Finding expired listings in your local area is key to building a geographic farm.

Best Methods for Local Expired Listings
      
        MLS search with location filter: Set your ZIP code, city, or draw a map area
        Set up daily alerts: Get notified when new listings expire in your farm area
        Track specific neighborhoods: Focus on areas where you want to build reputation
        Monitor price ranges: Focus on your target market segment

Why Local Matters
      
        Credibility: You can mention local sales and market knowledge
        Convenience: Easier to do listing appointments and show comparable properties
        Reputation building: Success in an area leads to referrals
        Efficiency: Less driving time between appointments

With Exphired, you can upload expired listings from your specific target area and run hyper-local direct mail campaigns that demonstrate your neighborhood expertise.

Question 9

What should I include in an expired listing letter?

Accepted Answer

An effective expired listing letter should be personal, empathetic, and offer clear value.

What to Include
      
        Personalization: Use their name and address the property specifically
        Empathy: Acknowledge their frustration without blaming the previous agent
        Differentiation: Explain what you'll do differently
        Social proof: Mention recent sales or success with expired listings
        Clear CTA: Tell them exactly how to reach you
        Professional design: Quality paper and formatting matter

What to Avoid
      
        Criticizing their previous agent
        Making unrealistic promises
        Being too salesy or pushy
        Generic, mass-produced appearance

With Exphired: We've developed proven letter templates based on what actually works. Our multi-touch campaigns send 2-4 letters over several weeks, because research shows it takes multiple contacts to convert expired listings.

Question 10

Can I see a sample expired listing letter?

Accepted Answer

Here's a framework for an effective first-touch expired listing letter:

Dear [Homeowner Name],

I noticed your home at [Address] is no longer on the market. I imagine that's frustrating. You put your home out there, and it didn't sell.

I'm reaching out because I specialize in selling homes that didn't sell the first time. In the past year, I've helped [X] homeowners in [Area] who were in similar situations.

I'd love to share what I would do differently to get your home sold. No pressure, no obligation. Just a conversation about your options.

You can reach me at [Phone] or [Email].

Looking forward to connecting,
        [Your Name]
        [Brokerage]

Key elements: This letter is short, empathetic, specific, and has a low-pressure CTA. It positions you as a specialist, not just another agent.

Exphired provides professionally designed letter templates that follow these principles, with automatic personalization for each recipient.

Question 11

How many letters should I send to expired listings?

Accepted Answer

Research shows that multiple touchpoints significantly increase response rates for expired listings.

The Multi-Touch Approach
      
        1 letter: ~2-3% response rate
        2-3 letters: ~5-7% response rate
        4+ letters: ~8-12% response rate

Recommended Campaign Timeline
      
        Day 1-2: First letter (introduction, empathy)
        Day 7: Second letter (value proposition, differentiation)
        Day 14: Third letter (social proof, testimonials)
        Day 21: Fourth letter (final follow-up, urgency)

Why multiple touches work:
      
        Homeowners receive many contacts right after expiration, so yours might get lost
        Their situation changes over time (more motivated, ready to relist)
        Repetition builds familiarity and trust
        You demonstrate persistence and professionalism

Exphired automates this entire sequence. You upload your leads once, and we handle the multi-touch campaign. It stops automatically if they respond.

Question 12

Is direct mail better than cold calling for expired listings?

Accepted Answer

Both methods work, but they have different strengths and fit different agent styles.

Direct Mail Advantages
      
        Scalable: Reach 100+ leads without 100+ hours of calling
        No rejection: Avoid the emotional drain of cold call rejection
        Professional image: A quality letter creates a positive first impression
        Always arrives: Unlike calls, letters don't go to voicemail or get screened
        Inbound leads: When they call you, they're already interested
        Works 24/7: Letters arrive even when you're with clients

Cold Calling Advantages
      
        Immediate feedback: Know right away if there's interest
        Build rapport: Conversation allows relationship building
        Lower cost: No printing/postage (but requires your time)
        Speed: Can reach new expireds same day

Best Approach: Combine Both
      Many top agents use direct mail as their foundation (consistent, scalable) and add calling for their hottest leads or as follow-up to their mail campaigns.

Exphired handles the mail side automatically, freeing your time for the calls that matter most.

Question 13

Should I send postcards or letters to expired listings?

Accepted Answer

Both postcards and letters can work for expired listings, but letters typically perform better for this audience.

Letters: Better for Expired Listings
      
        More personal: Feels like individual correspondence, not mass marketing
        Private: Message isn't visible to neighbors or mail handlers
        More space: Room for empathy, value proposition, and story
        Higher perceived value: Takes more effort than a postcard
        Better response rates: Typically 2-3x higher than postcards

Postcards: Better for...
      
        Just listed/just sold: Quick announcements to neighborhoods
        Brand awareness: Staying top-of-mind with your farm
        Volume campaigns: When budget is the primary concern

Our recommendation: Use letters for expired listings (they're emotionally charged and need a personal touch) and save postcards for your general farming and market updates.

Exphired uses professional letters specifically designed for the expired listing audience.

Question 14

How much does Exphired cost?

Accepted Answer

Exphired uses a simple credit-based pricing system. You only pay for the letters you send.

How It Works
      
        Each letter costs 1 credit
        Credits include printing, postage, and delivery
        No monthly subscription required
        Credits never expire

Credit Packages
      
        Starter (50 credits): Perfect for testing or light volume
        Standard (200 credits): Most popular for active agents
        Pro (500 credits): Best value for high-volume prospecting

What's Included
      
        Professional letter design and printing
        First-class postage
        Personalization (name, address, property details)
        Multi-touch campaign automation
        Reply detection (campaigns pause when leads respond)
        Dashboard tracking and analytics

Visit our pricing page for current rates and to purchase credits.

Question 15

What's the ROI on expired listing letters?

Accepted Answer

Direct mail to expired listings can deliver exceptional ROI when done correctly.

The Math
      
        Cost per letter: ~$2-4 (with Exphired)
        Letters per campaign: 4 letters × 50 leads = 200 letters = ~$400-800
        Expected response rate: 5-10% = 2-5 listing appointments
        Conversion to listing: ~40-50% = 1-2 new listings
        Average commission: $10,000-15,000 per listing

ROI Calculation
      Investment: ~$600 in letters
      Return: 1-2 listings = $10,000-30,000 in commissions
      ROI: 1,500-5,000%

Why Direct Mail Works
      
        Physical mail has higher engagement than digital
        Less competition in the mailbox than email inbox
        Builds credibility and professionalism
        Multi-touch campaigns dramatically increase conversion

Even with conservative estimates, direct mail to expired listings is one of the highest-ROI marketing activities in real estate.

Question 16

How do I upload my expired listings to Exphired?

Accepted Answer

Uploading your expired listings to Exphired takes less than 5 minutes.

Step-by-Step Process
      
        Export from MLS: Download your expired listings as a CSV file
        Log into Exphired: Go to your dashboard
        Click "Upload CSV": Select your file
        Map columns: We'll auto-detect most fields, just confirm the mapping
        Choose campaign: Select your letter sequence (2, 3, or 4 letters)
        Review and launch: Preview your personalized letters and start the campaign

Required Fields
      
        Property address (street, city, state, ZIP)
        Owner name (first and last)

Optional Fields
      
        Owner mailing address (if different from property)
        List price, days on market, expiration date

Once uploaded, Exphired handles everything: printing, postage, delivery, and tracking.

Question 17

How do Exphired campaigns work?

Accepted Answer

Exphired automates the entire direct mail process so you can focus on appointments, not logistics.

Campaign Flow
      
        Upload leads: Add your expired listings via CSV
        Choose sequence: Select 2, 3, or 4 letter campaign
        Personalization: Each letter is customized with recipient name, address, and property details
        Automated sending: Letters mail on schedule (Day 1, 7, 14, 21)
        Reply detection: Campaign pauses automatically when a lead responds
        Dashboard tracking: See delivery status, responses, and campaign performance

What We Handle
      
        Professional letter design
        High-quality printing
        First-class postage
        Address verification (USPS CASS certified)
        Delivery tracking

You upload once, we mail multiple times. When leads call you, they're ready to talk because they've seen your name multiple times.

Question 18

How does Exphired know when someone responds?

Accepted Answer

Exphired's reply detection feature automatically pauses campaigns when leads respond, so you never waste letters on someone already talking to you.

How Reply Detection Works
      
        Log the response: When you receive a call, email, or text from a lead, mark them as "responded" in your dashboard
        Automatic pause: All remaining letters in their sequence are immediately canceled
        Credit savings: Unused credits stay in your account

Why This Matters
      
        No wasted money: Don't pay for letters to people already in conversation
        Professional image: Leads don't receive letters after they've contacted you
        Efficient tracking: Know exactly who's responded and who hasn't

Best Practice
      Keep your dashboard updated! When a lead calls or emails, take 10 seconds to mark them as responded. This ensures your campaign stays efficient and professional.

Question 19

What's included in each Exphired credit?

Accepted Answer

Each Exphired credit covers everything needed to send one professional letter.

Included in Every Credit
      
        Professional design: Proven letter templates optimized for expired listings
        Premium printing: High-quality paper stock and printing
        First-class postage: USPS First-Class Mail (2-5 day delivery)
        Envelope: Professional #10 business envelope
        Personalization: Custom recipient name, address, and property details
        Address verification: USPS CASS certification to ensure deliverability
        Delivery tracking: Know when letters are mailed and delivered

No Hidden Fees
      Your credit price is all-inclusive. No separate charges for:
      
        Setup or design fees
        Postage surcharges
        List processing
        Dashboard access

One credit = one fully delivered, professionally printed, personalized letter to a real mailbox.

Question 20

What should I say when calling expired listings?

Accepted Answer

Here's the thing about expired listing scripts: most agents overthink them. They memorize 500 words, sound robotic, and wonder why homeowners hang up. The best conversations feel like... conversations.

A Simple Opening That Works
      "Hi, this is [Your Name] with [Brokerage]. I saw your home on Oak Street came off the market. I'm not calling to pitch you anything. I'm just curious: are you still looking to sell, or have plans changed?"

That's it. No tricks. No pressure. You're asking a genuine question.

What Happens Next
      They'll usually say one of three things:
      
        "We're done trying" - Thank them for their time. Maybe mention you'll send some market info if they change their mind.
        "We're relisting with our agent" - Wish them luck. Don't badmouth the other agent.
        "We're not sure yet" - This is your opportunity. Ask what went wrong the first time.

The Question That Opens Doors
      "What do you think happened? Why didn't it sell?"

Then shut up and listen. Really listen. They'll tell you exactly what they need. Maybe it was pricing. Maybe the agent never communicated. Maybe the photos were terrible. Whatever they say, that's your roadmap for the rest of the conversation.

If You Hate Cold Calling
      You're not alone. Plenty of successful agents build their expired listing business through direct mail instead. A well-written letter shows up when they're ready, not when you're ready. And when they call you back, they're already interested.

Question 21

Where can I find free expired listing letter templates?

Accepted Answer

Quick answer: Google "expired listing letter template" and you'll find dozens. But here's the problem with free templates: everyone else is using them too.

What Free Templates Usually Look Like
      Most follow the same formula:
      
        "I noticed your listing expired..."
        "I specialize in selling homes that didn't sell..."
        "Call me for a free consultation..."

Sound familiar? That's because expired listing owners receive 10-20 of these in the first week. Yours gets lost in the pile.

What Actually Works
      The letters that get responses do something different. They're specific. Personal. They mention the actual property, not just "your home." They acknowledge the frustration without being patronizing.

Here's a framework that beats most templates:

First sentence: Reference something specific (the address, a feature, the neighborhood)
        Second paragraph: Show you understand their situation without saying "I understand"
        Third paragraph: One specific thing you'd do differently. Not a list. One thing.
        Close: Low-pressure way to continue the conversation

Where to Find Better Options
      
        Your brokerage: Many have approved templates you can customize
        Coaching programs: Tom Ferry, Mike Ferry, and others include letter templates
        Direct mail services: Companies like Exphired offer tested templates as part of their service

The best template is one that sounds like you wrote it. If it sounds like a template, it probably won't work.

Question 22

How do I get expired listing leads?

Accepted Answer

There are basically two ways to get expired listing leads: do it yourself through your MLS, or pay someone else to do it. Both work. Here's how to decide.

The Free Way: Your MLS
      Every MLS has expired listings. The trick is knowing where to look.

Log into your MLS (Bright, CRMLS, Stellar, whatever your area uses)
        Go to the search function
        Filter by status: select "Expired" or "EXP"
        Set your date range (last 7 days is a good start)
        Filter by your target area and price range
        Export to CSV

The catch? MLS data gives you the property address and listing info, but not always the owner's contact information. You'll need to look that up separately.

The Paid Way: Lead Services
      Several companies sell expired listing leads with contact info included:

REDX: $60-150/month. Includes phone numbers. Popular for cold calling.
        Vulcan7: $250+/month. Verified data. Built-in dialer.
        Landvoice: $100+/month. Expired and FSBO leads combined.

Which Should You Choose?
      If you're planning to cold call, paid services make sense. The time you save looking up phone numbers pays for the subscription.

If you're doing direct mail, the MLS export is usually enough. You just need the property address. The post office doesn't need phone numbers.

The Real Secret
      Getting leads is the easy part. Following up consistently is where most agents fail. A list of 100 expired listings is worthless if you only contact 10 of them once. The agents who win are the ones who contact every lead, multiple times.

Question 23

When is the best time to contact expired listings?

Accepted Answer

Timing matters more than most agents realize. Contact too early, and you're one of 50 agents calling that day. Wait too long, and they've already picked someone else.

The First 48 Hours
      Most expired listing owners get bombarded immediately. We're talking 20-30 calls and a dozen door knocks in the first two days. Your message gets lost in the noise.

Some agents swear by being first. They set alarms for when MLS data updates and call within minutes. It can work, but you're competing with everyone who has the same idea.

The Sweet Spot: Days 3-14
      Here's what happens after the initial rush dies down:
      
        The homeowner's frustration shifts from "leave me alone" to "maybe I should talk to someone"
        They've had time to process what went wrong
        The aggressive agents have moved on to newer leads
        They're more receptive to a thoughtful approach

Best Time of Day
      If you're calling:
      
        Weekday mornings (9-11am): Catch them before their day gets busy
        Weekday evenings (5-7pm): After work but before dinner
        Saturday mid-morning: People are home but not rushed

Avoid Monday mornings (everyone's stressed) and Friday afternoons (checked out mentally).

If You're Doing Direct Mail
      Letters play by different rules. A letter that arrives on day 3 sits on their counter. They see it again on day 5. Maybe they finally open it on day 7. The timing is less precise, but the staying power is better.

That's why multi-touch campaigns work: Letter 1 might get ignored, but Letter 3 arrives exactly when they're ready to talk.

Question 24

Should I text expired listing owners?

Accepted Answer

Can you? Technically, yes. Should you? It depends on how you got their number and what you're planning to say.

The Legal Stuff (Don't Skip This)
      The TCPA (Telephone Consumer Protection Act) has rules about texting for business purposes. The short version:
      
        You need consent to send marketing texts
        Using auto-dialers or mass texting services has stricter requirements
        Fines can hit $500-1,500 per text if you violate the rules

Manually sending a personal text to someone whose number you found through legitimate means? That's different from blasting 200 people with an automated message.

When Texting Works
      Some agents have success with texts that feel personal and low-pressure:

"Hi [Name], this is [Your Name] - a local agent in [Area]. Saw your listing at [Address] expired. Not trying to pitch you. Just wondering if you're still looking to sell or if plans have changed. Either way, happy to chat if helpful."

Notice what this doesn't do: no all-caps, no exclamation points, no "I can sell your home in 30 days!" promises.

When Texting Backfires
      
        Mass texts: Feel spammy. Get ignored or reported.
        Aggressive follow-ups: One text is fine. Five texts is harassment.
        Immediate pitch: "Call me now!" doesn't work in text any better than it works on the phone.

A Better Approach
      Consider texting as a follow-up to another touchpoint. If you've sent a letter or had a brief call, a text a few days later can work well:

"Hey [Name], just following up on my letter. No rush, but happy to chat whenever works for you."

The combination of direct mail plus a follow-up text often outperforms either one alone.

Question 25

What is real estate direct mail automation?

Accepted Answer

Real estate direct mail automation is a service that automatically sends physical letters to prospects on a schedule you set. Instead of manually printing, addressing, and mailing letters, the automation handles everything for you.

How It Works
      
        Upload your list: Import expired listings or other leads via CSV
        Choose a campaign: Select how many letters and when they should go out
        Letters mail automatically: The service prints, addresses, and mails on schedule
        Track results: See deliveries, responses, and conversions in your dashboard

Why Automation Matters
      Most agents know they should follow up with expired listings multiple times. Very few actually do it. Life gets busy. Showings take priority. That follow-up letter never gets sent.

Automation removes the human bottleneck. You set up the campaign once, and it runs itself. The letters go out whether you're at a closing or on vacation.

The Results
      Multi-touch campaigns get 3-4x the response rate of a single letter. But most agents can't sustain that kind of manual effort for 50+ leads at a time. Automation makes consistent follow-up possible at scale.

Exphired is real estate direct mail automation built specifically for expired listings. You upload leads, we send letters. When they respond, we stop automatically.

Question 26

Do you have expired listing letter templates?

Accepted Answer

Yes—Exphired includes professional expired listing letter templates in three tones: Friendly, Direct, and Luxury. Each is written specifically for the expired listing audience.

Our Template Styles
      
        Friendly: Warm, conversational tone. Good for relationship-focused agents and suburban markets.
        Direct: Straightforward, no-nonsense approach. Works well in competitive markets where sellers appreciate efficiency.
        Luxury: Elevated language and premium feel. Designed for high-end properties and discerning sellers.

What Makes Our Templates Different
      We didn't just write one letter. Each campaign includes 2-4 letters designed to work together:
      
        Letter 1: Introduction—acknowledge their situation, establish credibility
        Letter 2: Value proposition—what you'd do differently
        Letter 3: Social proof—results with other expired listings
        Letter 4: Final follow-up—create gentle urgency

Personalization Built In
      Every letter is automatically personalized with:
      
        Homeowner name
        Property address
        Your name, phone, and brokerage

You don't write anything. Just upload your leads, pick your tone, and launch.

Question 27

Is this an automated direct mail service for realtors?

Accepted Answer

Exactly. Exphired is built specifically as an automated direct mail service for realtors targeting expired listings. Everything is designed around how real estate agents actually work.

Built for Real Estate
      
        MLS-compatible imports: Upload CSVs directly from your MLS system
        Expired listing templates: Letters written for this specific audience
        Multi-touch campaigns: 2, 3, or 4 letter sequences that increase response rates
        Reply detection: Campaigns pause automatically when leads respond
        Real estate-specific personalization: Property addresses, not just names

How It Compares to Generic Services
      You could use a general direct mail service like Click2Mail or PostcardMania. But you'd need to:
      
        Write your own letter copy (or hire someone)
        Design the letter layout
        Set up multi-touch automation yourself
        Manually track who responded
        Remember to pause campaigns for people who called

With Exphired, all of that is built in. You upload leads, pick a campaign, and launch. We handle the letters, the scheduling, and the tracking.

What Realtors Say
      Most agents who use Exphired say the same thing: "I knew I should be doing direct mail for expired listings. I just never had time to do it consistently." Automation solves that problem.

Frequently Asked Questions

Ready to Turn Expired Listings Into Your Next Listing?