Kevin Ray WardFounder & Head Coach at YesMasters Real Estate Success Training

The Expired Listing Strategy Nobody Uses #realestatecoaching #sellingyourhomefaster #listingagent

25 Aug 2026 · 1 min

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1:07

In this high‑energy coaching clip, Kevin Ray Ward urges real‑estate agents to adopt an aggressive, relentless prospecting approach focused on expired listings, FSBOs, and open‑house contacts. He emphasizes that a significant portion of expired listings (about 50%) will relist with another agent within 1‑6 months, representing a potential $10‑$20k commission per property. By calling these owners persistently and “hitting them harder,” agents can capture large commissions—potentially $100‑$200k from a modest MLS inventory. Ward frames the strategy as a mindset of relentless effort, quoting Tim Grover, and challenges agents to dig deeper to find the “pot of gold.” The message is a persuasive call to action to increase persistence and volume in outreach to unlock high‑payoff opportunities.

Chapters

Hit them harder. This is what you have to do if you want to succeed in today's real estate market. Agents that are calling and going after expireds intensely are getting massive results. You've got to be more persistent and more relentless about getting into a conversation with them. You got to be willing to push them a little bit harder. We're talking about a $10,000 to $20,000 payday here on every single expired. If you have 20 expired listings show up on your MLS, 10 of those are going to relist with a different agent in the next 1 to 6 months. $10,000, that's $100,000 in commissions on the line. If your average commission's $20,000, it's $200,000 on the line. How hard are you willing to dig to strike gold when you know the gold is there? That you know 50% of the time the gold is going to be there. They're going to relist with a different agent. How hard are you willing to dig to find that pot of gold? You've got to hit them harder. Same with for sale by owner, same with expired, same with people you meet at open house event. You have to be, in the words of Tim Grover, Relentless. Relentless, my friend. Hit them harder.