A few years ago, in the Cathy cartoon strip, Cathy was talking to herself because she was feeling frustrated about her career in real estate. She said, "If I can't be someone's first love, or second wife, at least once I'd like to be their third REALTOR."

There are experienced professionals who agree with Cathy especially when it comes to expired listings. Many times the owners will finally become realistic after they have experienced the disappointment of not having their home sell.

Those homeowners would like to blame the marketing efforts of the agent but more times than not, it is one of the five factors involved in the marketing position of any home: price, location, condition, terms, and seller's motivation.

It is extremely easy to identify an expired listing in most Multiple Listing Services because they print a list of them every morning. However, before you go after these listing prospects, do verify that they haven't listed with another broker or signed a new listing with their previous agent.

These homeowners have already decided on using the services of a real estate agent but are probably disappointed that it didn't sell. They will probably be looking for another agent quickly. Sometimes, they will have chosen a new agent even before their current listing expires.

In any event, it is important to contact these people as quickly as possible. Because they are so easy to identify, there could be considerable competition among the other agents. The level of competition will probably be very mediocre. For that reason, if you are prepared and have a definite plan, you'll have a distinct advantage.

Individual Multiple Listing Services will have specific rules for working on expired listings but in general, you could use a script like this:

Mr. or Mrs. _______________

I am ___________ and was wondering if your home is still for sale?

(If no) Did it sell? (If no) Will you be putting it back on the market at a later date?

(If yes) Is it currently listed with a real estate company? (If yes) Thank you. I'll call them about showing it.

(If no) That is the reason I am calling. I am with __________ real estate company and I noticed it had expired from the Multiple Listing Service. I would like to come over and talk with you about what kept it from selling.

(If they know you haven't seen it, agree with them and say:) That is true but that doesn't mean I don't know what kept it from selling. Would it be convenient for me to come by this evening to talk with you?

The sequence schedule and following cards can be added to your contact management program.

EXPIRED LISTING CARD MESSAGES

1. I noticed your home had expired from the Multiple Listing Service. If you still want to sell, I would like to talk with you about what kept your home from selling.
2. If you're still interested in selling your home, I'd like to help you. Please call me to arrange a time to tell you what I can do to sell your home.
3. Not all homes sell but yours should and I would like to talk with you about what kept it from selling.
4. You may not have gotten the exposure you need to sell. I use more than ads and signs to reach the broadest market.
5. It was nice meeting you and seeing your home. I would like to opportunity to help you sell your home. I am sure I can get it sold.
6. Maybe it's time you tried a new approach. Call me to find out what else can be done to sell your home.
7. Adjusting your price is not the only way to get your home sold. Call me to find out what else can be don to sell your home.
8. There are five factors that affect the sale of a home. I'd like to talk with you about what kept your home from selling.
9. Don't be disappointed you missed the target the first time. I can help you hit the mark this time, which may be just what you need to get your home sold.
10. In the dark as to why your home didn't sell? I can put some light on it. Call me today.
11. Strike out trying to sell your home? I know how to make a home run and would like to help you get yours sold.
12. You need an Expert to get an Expired sold. I'm ready to help you start moving and just need a phone call from you.
13. After all is said and done, call me to get your home sold and it can be easier done than said.
14. We have mutual objectives: the highest possible price, in the shortest time, with favorable terms, and the least inconvenience.

The purpose of this series of contacts is to be persistent with the homeowner until they list with you or with someone else. Experience shows that most agents won't call an expired listing more than once. Very few will call these owners more than three times. Persistence will bring you tremendous rewards.

Pat Zaby is the President of PREP™ Software, developers of the REAL Suite that includes contact management, presentation, financial, and multimedia in one integrated package. He has been a REALTOR� since 1968 and has been involved with automating real estate agents for over 12 years and speaks to tens of thousands of people a year on the subject.

PREP™ Prospecting is easy-to understand, requires less keystrokes, and gives you more control than any other contact manager. It comes loaded with valuable letters, postcards, action plans, and telephone scripts that you can start using immediately. Wizards guide you through tasks effortlessly that are tedious routines in other programs. The data moves seamlessly throughout the entire PREP™ suite of products.

If you are thinking of changing from another contact manager, PREP™ Prospecting has automatic imports to transfer your data effortlessly so you can start enjoying the marketing power you expect from PREP Software. For information on competitive upgrades, phone 972-991-1998 or [email protected] or the website at http://www.prepsoftware.com.