Join us for an insightful episode of The REDX Podcast, where we welcome back Jackie Kravitz, a real estate veteran with over 26 years of experience and a deep expertise in working with expired listings. Jackie shares her proven strategies, scripts, and techniques for turning expired listings into successful sales, offering practical advice that can help any agent improve their approach to these high-potential leads.
In this Episode with Jackie Kravitz…
In this episode, Jackie dives into the specifics of why expired listings are one of the most lucrative opportunities in real estate. She explains how to navigate the challenges of contacting frustrated homeowners and how to effectively communicate your value as an agent who can deliver results. Jackie’s direct and confident approach to setting appointments and handling objections is demonstrated through live role-plays, providing listeners with actionable scripts they can use immediately.
Key topics include:
- The advantages of focusing on expired listings and why they are easier to convert compared to FSBOs.
- How to build rapport quickly with expired listing homeowners who may be frustrated or skeptical.
- Step-by-step scripts for making calls, handling objections, and setting appointments with expired listings.
- The importance of confidence and how to convey it during phone conversations with potential clients.
- Why mastering both expired listings and FSBOs gives agents a consistent pipeline of opportunities, regardless of market conditions.
Jackie also shares her personal journey from being a new agent with no sales experience to closing 100 transactions in her fourth year by focusing almost exclusively on expireds and FSBOs. Her insights on developing thick skin, maintaining persistence, and continually improving your skills are invaluable for both new and experienced agents.
Whether you’re just starting out or looking to refine your approach, this episode offers essential strategies that can transform how you work with expired listings. Tune in to gain the tools and confidence needed to turn these challenging leads into consistent, high-value transactions.
0:05:09 Expireds vs. FSBOs
0:12:42 Understanding the Frustrations of Expired Listings
0:14:46 Finding Buyers for Homes
0:16:27 Building Confidence and Setting Expectations
0:20:31 Why do expired listings give up on selling?
0:23:04 Expireds Roleplay
0:27:10 Building Rapport with an Expired Listing Prospect
0:30:26 Remember the mindset of a FSBO
0:34:40 Pre-Qualifying Prospective Clients
0:41:00 Handling Withdrawn Listings
0:43:02 What if your prospect asks whether or not you know their area?
