Fastest Way to Learn Any Real Estate Market (Expireds + Scripts that Convert)

Описание: Dropped into a brand-new market and need to close 30 deals in the next 12 months? In this interview, we break down the fastest way to learn any real estate market—by working expired listings (plus for rent by owner for investor opportunities), running CMAs/comps, and using a simple “first 20 seconds” approach to keep sellers on the phone.

You’ll hear real-world prospecting numbers (calls, connections, appointments), why seller expectations have changed, and the exact opener framework that creates a pattern interrupt—so you can book more listing appointments faster.

In this episode, you’ll learn:

How expired listings help you learn neighborhoods and pricing fast
Why sellers are more analytical now (and what they want to see)
The “don’t be a secret agent” mindset for communicating value
The first 20 seconds that decide if you get hung up on
Prospecting math: calls/hour, connection rate, appointments set
Why follow-up drives most appointments (and when expired is different)

✅ if you want more conversations with homeowners, better follow-up, and stronger scripts you can actually use… this episode is for you.

🎧 listen + watch more episodes here: https://redx.com/podcast

#realestate #realestateagent #expiredlistings #prospecting #coldcalling #listings #realestatemarketing

Chapters:

00:36 - what’s changing with expired listings right now
01:12 - sellers are more selective: they want a strategy
01:54 - why homes expire: no expectations, no process
03:41 - “don’t be a secret agent” with your database
04:07 - the “right to ask” for a price revision
05:04 - the 3-piece strategy: photos, mls, pray (don’t do this)
05:24 - biggest challenge: phone skills have dropped
06:09 - why sellers get annoyed: unskilled callers + va calls
06:36 - the first 20 seconds: keep them on the phone
07:01 - opener framework: cut the small talk, get to the point
08:21 - pattern interrupt role play (name + address)
09:25 - “good news / bad news” opener (test carefully)
10:18 - how many tries before changing your script
10:52 - karaoke analogy: words aren’t enough—tone matters
11:12 - prospecting schedule: 15 hours/week
11:37 - dialer vs single line: connection math
12:38 - calls per session + 10% connection rate
13:20 - realistic call volume + conversation length realities
13:49 - contacts to appointments: the numbers that matter
14:06 - 12 contacts per appointment (2 hours = appt)
14:26 - first call vs follow up: what actually converts
14:47 - killer question: “if a reasonable offer came yesterday…”
15:27 - timing + market reality: 3–4 months to sell
16:17 - handling “timeline changed” with logic questions
17:07 - closing: selling is logic + great questions