What You Need to Know If You’re Thinking About Working Expired and FSBO Leads

Working FSBO (For Sale By Owner) and Expired listings can be a game-changer for generating leads and gaining clients. Many agents have built their careers on these lead sources, proving it to be a tried-and-true path to success. But for every agent who excels with FSBO and Expired listings, there are at least ten who don’t succeed. If you’re considering this strategy, here’s what you need to know to land on the winning side.

Understanding FSBO and Expired Listings

FSBOs, or For Sale By Owner listings, are homeowners who choose to sell their property independently, without an agent or MLS listing, handling the marketing and sale processes themselves. Expired listings are homes that didn’t sell during the term of their listing agreement with an agent. Once the agreement expires, these sellers become fair game for other agents to approach and offer their services.

You Need a Lead Source

To work FSBO and Expired leads effectively, you need reliable contact information. Manually pulling Expired listings from the MLS is one approach, but FSBO leads often require digging through platforms like Craigslist or other online sources. While FSBOs may provide direct contact information on these platforms, Expired listings usually only include an address. Finding phone numbers or email addresses often requires an extra step, like using data aggregation tools or services.

Technology Makes the Process Easier

If you’re serious about this strategy, investing in tech tools like RedX, Vulcan 7, or My Plus Leads can save you significant time and effort. These systems are purpose-built for FSBO and Expired leads, compiling fresh contact information daily and integrating it into a CRM. Not only can you access new and older leads with ease, but advanced features like built-in dialers also help boost your call volume and efficiency. These tools let you spend less time gathering leads and more time building relationships.

What to Expect

Approaching FSBO and Expired leads requires a thick skin and a professional mindset. FSBO sellers often distrust agents, perceiving them as pushy or unethical. To overcome this, avoid deceptive tactics like pretending to have a buyer lined up just to secure an appointment—this only reinforces their negative stereotypes. Instead, focus on demonstrating your value, building rapport, and showing them how you can help achieve their goals.

Expired sellers may present a different set of challenges. Frustrated and possibly disappointed by a failed sale, they may need empathy more than a sales pitch. Listen to their concerns, understand their frustrations, and position yourself as a problem solver who can help them move forward. Be prepared to have honest, direct conversations about pricing, as unrealistic expectations often lead to failed sales for both FSBO and Expired listings.

You Need a Lead Management Game Plan

The ultimate goal with these leads is to secure appointments and turn them into signed listing agreements. FSBO and Expired lead generation is a numbers game. Even top agents typically convert only 2–3% of these leads, so high-volume outreach is essential. To optimize your efforts, track your metrics: how many calls lead to appointments, how many appointments convert into clients, and how many clients result in closed sales. Understanding these ratios will help you refine your approach and forecast your path to success.

You Need a Script and a Strong Hook

Success with FSBO and Expired leads hinges on how you initiate contact and what you bring to the table. A well-crafted script or talking points are essential—it should include a compelling hook that grabs their attention and a clear reason why they should consier meeting with you and potentially work with you. 

Why are they going to say yes to you? You need to offer something that sets you apart. This could be a unique checklist for preparing their home for a quick sale, a free comprehensive market analysis, or a program designed to solve their specific challenges. The hook is what makes them pause and listen, whether it’s a promise to net them more money, sell their home faster, or eliminate the hassle of doing it themselves. 

If you’re serious about succeeding with Expired and FSBO lead sources, invest time in research. Watch YouTube videos, read articles, or study proven strategies that other agents have used successfully. Take what resonates with you and adapt it to fit your style. This personalized approach is the magic ingredient that transforms your outreach into momentum, helping you move forward with confidence rather than feeling like you’re fighting an uphill battle.

The Fortune Truly is in the Follow-Up

Consistency in follow-up is what separates successful agents from the rest. Rarely does a single contact result in a listing agreement. Instead, top-performing agents implement systematic follow-up strategies that include multiple touchpoints—phone calls, texts, emails, direct mail, and even personal visits.

Since FSBO and Expired leads are often contacted by multiple agents, standing out requires persistence and value-added communication. Share helpful information, offer solutions tailored to their needs, and follow through on promises. Success comes to those who stick with it and follow up diligently.

Give It 90 Days

Like any lead generation strategy, working FSBO and Expired listings takes time to build momentum. Commit to at least 90 days of consistent effort to refine your lead sources, scripts, follow-up processes, and objection-handling techniques. During this period, track key performance indicators (KPIs) to evaluate your progress and identify areas for improvement.

The payoff comes with sustained commitment. Don’t abandon the strategy after a few weeks because results aren’t immediate. Mastery takes time, and the agents who succeed with FSBO and Expired leads are the ones who stick with it long enough to see results.

In Closing

FSBO and Expired leads are not a quick-fix solution, but for agents willing to put in the work, they can become a powerful and reliable part of a thriving real estate business. By leveraging technology, creating a strong follow-up system, and committing to a consistent effort, you can turn these challenging lead sources into a profitable pillar of your lead generation strategy.

With the right mindset, tools, and game plan, you’ll be on your way to mastering FSBO and Expired leads—and growing your business in the process.