Getting an Expired Listing Back on the Market

Jonathan Dalton, Phoenix Real Estate AgentNinety days have passed. Maybe more. And your home still hasn’t sold and the listing with your real estate agent has just expired. The phone’s starting to ring and the mailbox is beginning to fill up. What do you do now?

First off, know you’re not alone. Somewhere in the area of 1 in 11 homes are selling right now in the Phoenix real estate market. It’s not impossible to sell your home but it needs to be in move-in ready condition, priced right and marketed well.

Second, remain calm. This isn’t the easiest thing to do especially when you’re dealing with a home you didn’t think you’d still be living in (or making payments on if you’ve already moved.) Don’t let emotions get in the way of what needs to be done.

Third, review EVERYTHING – what your agent did to market the home, how your home was priced compared to neighboring properties, your home’s condition, any feedback you may have received along the way. When I sit down with someone whose listing expired without a sale, we usually can identify the cause (or causes) inside of 10 minutes.

For the last year I’ve sent out letters to homeowners in Glendale and Peoria when their listings have expired. I’m certainly not alone – it’s amazing how quickly the phone starts to ring and the mailbox fills when a home falls off the market without selling.  I usually wait a day or so to send the letter to give the owners a chance to calm down and make sure that they’re thinking straight.

I don’t tell sellers I have a line of buyers waiting to purchase their home. If an agent does tell you this, call her on it. Ask why they didn’t bring these buyers through the home. (The same goes for those during the listing period who are “previewing” a home but spend most of the time making comments like “I can’t believe it hasn’t sold.” They’re hinting that they have buyers but oddly enough they never bring one by.)

In my letter to homeowners I never claim to have a line of buyers around the block. But I do explain what I do to attract the interest of potential buyers for this particular home as well as the attention of other agents. If I can’t do it, I don’t promise it. Seems like a simple enough plan, doesn’t it?

[tags]expired listings, Phoenix real estate[/tags]

Jonathan Dalton

Jonathan Dalton is a 40-plus-year resident of the Valley and has been helping folks buy and sell homes since 2004. He can be reached at 602-502-9693 or info at