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How To Help Your For Sale By Owner, Canceled & Expired Clients Net More Income

how to win more clients and net them more income

We always look forward to working with For Sale By Owner, Canceled & Expired clients who are frustrated with the market, because we know we can help them net more income.

We do this by using a proven method that any realtor can do. So, we're going to share our best tips for how to get these listings and help these clients.

Then, you can take all the credit when you deliver the good news to your clients that you've helped them sell their property and net more income.

These tips are such a game changer, we talked about them in our new YouTube video. Scroll down for key info from the video:

3 Reasons for Canceled & Expired Listings:

In order to understand why your clients are in this situation, you need to know why the listing didn't sell or ended up canceled. Here are three reasons that this has happened:

  1. Property did not show well

  2. Property was not priced correctly

  3. Property was not marketed well

How To Win These Clients:

When you first call them, don't oversell. Come from a place of service when you meet these clients. Focus on just getting in the door so you can do a professional assessment of the property to figure out why it didn't sell.

Understand that most For Sale By Owner clients, they thought they would save money by going this route and this is usually not the case. A real estate agent is going to save them thousands and net them thousands more in their pocket.

So, start by making an appointment to see the property. State that your only goal is to net them more money. If you have interested buyers, ask them if you can show the property to your interested buyer.

If you can't sell the property to your buyer, you can usually win the listing and find them a different buyer.

3 Tips for Winning These Listings:

1. Pay Attention:

When you walk the property, pay attention and listen. Ask the owner questions like, "Why did you buy this home?" There are reasons they bought this home and hearing them can help you understand what is so great about this property.

2. Notice the Condition of the Property:

Pay close attention to the condition of the property, inside and out, and look for specific things that can impact the ability to sell a property at a certain price, such as:

  • What is the condition of the roof?

  • How old is the water heater?

  • How old is the HVAC unit?

  • Does it have dual paned windows?

All of these things factor in to pricing the home, as well as how desirable the property will be to buyers.

3. Be Likable:

Ultimately, they need to like you and feel confident in you as a realtor and your ability to sell their property. They need to know your only goal is to put more dollars in their pocket and make the process easier.

Most people list their homes with people they like. Be genuine. Be yourself. Show them why they should feel confident in you as a realtor.

Exciting Announcements:

New Referral Program:

Don't miss out on our incredible referral program for these types of clients. If you'd like to get involved, reach out to us at:

Exciting Platform:

Our exciting platform helps sellers net more. Reach out to us at 916.524.9733 to find out more about how you can use this platform with your clients.


We hope this inspires you to call up your local For Sale By Owner, Canceled & Expired sellers. Show those sellers that you can net them more income and win their business.

Russell Enyart and the Enyart Real Estate Group are top real estate agents serving serving West Sacramento, Folsom, El Dorado Hills, Granite Bay, Loomis, Rocklin, Roseville, and Sacramento County, Placer County, and El Dorado County.


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