Expireds, FSBOs & Hybrid Farming Tactics for 2023

In today’s episode of the Live Unreal Podcast, we’ll be diving into my three favorite and most effective tactics for lead generation. These are expired listings, for-sale-by-owner listings, and hybrid farming. We dive deep into the methods and reasons why these lead-generation tactics are the key to success in this new market.

Don’t know where to start? Follow along as we guide you through the process of building these techniques from the ground up. Jeff has been in this business and using these tactics for 21 years and has all of the secrets to how to implement them.

We also discussed:

• The seven ways to work expired listings
• How working FSBOs is similar, but what is unique about them
• How hybrid farming is different from and superior to circle prospecting
• The goals of hybrid farming
• Our upcoming retreat event in Traverse City and our master class on listings

Key Points

1. One out of every three expired listings that come off the market relists their homes within seven to ten days.

2. Use a script to direct message potential expired listing leads on social media. Use the street address to personalize your message, and when they ask if you have a buyer, respond that you would need to see their house first and are available the same day or the next day.

3. The best day to call a FSBO owner is on Monday, and the worst day to call them is on Friday. When reaching out to these owners, make sure you call them in the first week and then follow up with them for the next five Mondays.

4. When hybrid farming, the key is to pick a neighborhood with a 5% turnover rate and contact owners in the neighborhood once monthly with a list of all of the homes that have been listed or sold in the neighborhood, regardless of whether it is your sale or listing.

5. When going door to door to add people to your database, it’s important to start with a clear value proposition. Then ask for their email before asking for their phone number. People are much more likely to provide their phone number if they’ve already given you their email address.