Tom Ferry says real estate agents should call sellers with expired listings in early January, when about 135,000 to 145,000 homes come back on the market. Most fail because they have too few photos (average 12 instead of 27+), wrong prices, or no video tours. A 15-minute call with the right script can fix these problems and build your business.
Questions this video answers
Approximately 135,000 to 145,000 homes.
Average was about 12 photos; he recommended 27+ photos.
An 8% to 10% lift.
About 15 minutes.
Chapters
Hey, this could be a little bit different for a mindset Monday. But if you pay attention to the data right now, Certainly in the US something like 135 to 145,000 homes are going to come off the market the first week of January. As you're watching this, I want you to just consider, would you be open minded enough to help those people? Like there's a percentage of the population that works expireds and for some people you don't work expired because there's like a negativity to it. But I think about it like, would you be open minded? Would you be empathetic? Would you be passionate or compassionate enough to help someone who had an expectation to move? It didn't work out. The number one emotion they experience is embarrassment. Would you have it in you to help them not to work them, to help them? Think about it. Like I, I literally looked at the seven reasons why a property would expire today. They didn't have enough photos, right? Right. Average is like 12. They need to have 27 plus. Right. Pricing was off, right. 700,000 versus say 69999999. Right. Like we know we get an 8 to 10% lift. No video tour which crushes them as a seller. No floor plan crushes them as a seller based on the buyer demand. Bad photography. Not just, not enough, but like we've all seen this photo like from the bathroom, right? Bad photography versus high quality. The kind of stuff you do. MLS jargon versus like lifestyle copy. Letting them imagine what is it like to live in this home and to do what I want to do there. And then not refreshing the listing, allowing it to get stale. These are the reasons why homes expire. What if you just called every single person you went like this? This is totally crazy for a Mindset Monday. Follow me. Brandon, would it be the worst Friday of your life if I told you I'm a real estate agent who just discovered the five reasons your home didn't sell? Would I make today the worst Friday of your life if I told you I'm a real estate agent and I just discovered the five reasons why your home didn't sell? Would it be worth 15 minutes of your time? Etc, Etc, Etc? You can go way more than that, but I think you get it. I think right now we need to have in the holiday spirit, compassion and empathy and a desire to give back to people that need your help. You're a real estate professional. These people didn't list with you. They made a mistake. Now go help them. Go help them. Get yourself ready to go make a difference. And by the way, what an impact that will have on January 1st, 2nd, 3rd, 4th. If you do this and you help all these people and all of a sudden you're way ahead of where you originally planned to do for 2026. That is my wish for you on a very long mindset.
