BE MORE THAN JUST AN AGENT WITH LIBERTAS
By Tim & Julie Harris · April 2, 2026
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"Expired sellers aren't ignoring you because you're bad at real estate. They're ignoring you because you sound like every other agent who already called."
Most agents who call expired listings pitch too soon, talk too much, and sound like every other agent who called that morning.
The seller has already heard from multiple agents, lost confidence, and tuned out the noise. If you've been avoiding expired calls — or tried and got shut down — this is why.
The fix isn't a better pitch. It's a completely different approach.
Stop pitching
They've heard every pitch already
Start diagnosing
Ask questions. Listen. Uncover the real problem.
Create hope
Show them a path forward — that's your job
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What average agents do vs. what wins
What kills the call immediately | What actually works |
|---|---|
Pitch too soon — before building trust | Ask questions before making any claims |
Talk more than listen | Listen — let them diagnose their own problem |
Throw the previous agent under the bus | Acknowledge their frustration without blame |
Come in negative or confrontational | Come in calm and curious — not competitive |
Try to "get the listing" on the phone | Goal is an appointment — not a listing on the phone |
Expired sellers are frustrated, disappointed, and unsure what to do next. Your job is to create hope that it still can happen — not to convince them you're better than the last agent.
The complete call sequence — in order
1. Open with one question — then stop talking
Opening question (First words)
"Hi, I noticed your home came off the market… do you still need to get it sold, or is keeping it an option for you?"
This question does two things: it shows you did your homework, and it forces them to state their motivation out loud.
The agent who asks the first question controls the conversation.
2. Test motivation — the "perfect buyer" question
This question reveals how motivated they really are — without asking directly. It's one of the most powerful questions in real estate.
Motivation test (After they respond)
"If there was a buyer who could pay the price you need, in the time you need to get it closed by — who wasn't contingent on selling another home and was fully qualified or all cash… would you at least consider an offer like that?"
If they say yes, they're motivated. Now you know who you're dealing with.
If they say yes to the perfect buyer — they still need to sell. That's your opening.
3. Let them diagnose — the most important question
Now you hand them the pen. This question gets them talking, thinking, and trusting — all at once. Don't rush to answer it for them.
Diagnosis question (After motivation confirmed)
"So what do you think stopped your home from selling the first time?"
Now they're talking and you're diagnosing. You're no longer a salesperson — you're a consultant.
If you try to convince, you'll lose. If you diagnose, you'll win.
4. Bridge to the appointment — don't skip this
Once they've talked through their frustration, bridge naturally to the appointment. Don't pitch. Just suggest the logical next step.
Appointment bridge (After they've shared)
"Got it. Based on what you're saying, there are a few things we should look at together. Why don't we schedule a quick time for me to stop by and show you exactly what I'd do differently?"
You're not asking for the listing. You're asking for 20 minutes. That's a much easier yes.
The goal of the call is the appointment — not the listing. One step at a time.
The expired math — pay attention to this
What 5 calls per day actually produces
5 calls per day × 5 days = 25 conversations
1 listing from 25 conversations = $15,000 avg. commission
Do that twice per month=$30,000/mo
Annualized=$360,000/yr
Not counting: buyer leads from the listing, referrals, repeat business
Ignoring expired listings is costing you a minimum of $360,000 per year. And that's the conservative number.
Your 5-day expired sprint — start before noon tomorrow
Non-negotiable standard — 5 days straight
5 expired listing calls per day — before noon, no exceptions
Ask the questions in order — open, motivation, diagnosis, bridge. Don't skip steps.
Track three numbers daily — conversations, qualified sellers, appointments set
Do not pitch. Ask. Listen. Diagnose. Bridge. That's the entire system.
"The agents who control the first 30 seconds, uncover real motivation, and follow up consistently — are the ones who get the appointment, get the listing, and build predictable income."
Most agents avoid expireds, overthink the call, and stay stuck. Top agents take action, develop the skill, and build momentum. Doesn't it make sense to at least get good at helping expired sellers? Make the calls before noon tomorrow.
Want to start winning listings before your competition figures this out?
Free coaching, instant access, no catch → PremierCoaching.com or text 512.758.0206
— Tim Harris
Tim & Julie Harris® Real Estate Coaching
https://whylibertas.com/harris
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