How to Contact Expired Residential Listings and Earn Referral Fees

One effective method many of our referral agents use to generate steady business is contacting expired residential listings in their own market — or even in other markets — and then connecting those homeowners with a top-performing local agent.

By working with an experienced listing agent and offering a 5% total listing commission (instead of the standard 6%), you can give sellers a clear incentive to list again. The process requires preparation, organization, and follow-through. Below is a detailed, step-by-step guide to help you successfully implement this strategy.

1️⃣ Step 1: Partner with a Top Local Agent

Your first step is to identify and partner with one of the top-selling agents in your target market. Here’s how:

1. Research Agents:

Use this online real estate platform that allows you to search agents by zip code, city, or state.
After entering the location and the list of all the local agent's pull up, find the dropdown for “Most Recent Activity” and switch it to “Most Sold Listings.”
This will display the agents who have sold the most properties in this market over the past two years.

2. Choose the Right Agent:

Review the list for any agents you already know or have heard positive feedback about.
If none stand out, select an agent with strong past sales but fewer current listings. These agents may be more receptive to your offer.

3. Make Your Proposal:

Contact the agent and introduce yourself as an active referral agent with Park Place.
Explain that you will be contacting expired listings and you would like to refer sellers to them in exchange for a 30% referral fee on the listing side only, payable if the property sells. You will be working on their behalf to find them listings.
Ask if they are willing to offer your referred sellers a 5% total listing commission as a competitive incentive.

4. Confirm the Agreement:

You may need to reach out to multiple agents before you find one willing to agree to the 5% rate.
Once you have a verbal agreement, send a follow-up email confirming the terms in writing.

Request that the agent set you up in their MLS system so that you automatically receive:

All expired listings from the past 30 days in your chosen market.
All active listings that have been on the market for 4+ months (using the MLS “Active Date Range” filter).

This list is very important that way you know who to contact.

2️⃣ Step 2: Contact Expired Listings Quickly

Once you receive the expired listing list from your partnered agent, act as soon as possible — other agents will also be reaching out.

Ways to Contact Sellers:

In Person: Knock on the seller’s door and introduce yourself.
Online Research: Use the property address to find phone numbers and email addresses.
Property Records: Look up the owner’s name and contact info via the county property appraiser’s website, you can research their contact information online too through their full name, city and state.

Important:

Always check the Do Not Call (DNC) list before making phone calls to avoid legal issues.

What to Say:

Introduce yourself as an active real estate agent representing a top-producing local agent with a proven track record.
Explain that this agent is offering a reduced commission rate for sellers you refer.
Ask if they are still interested in selling and what challenges they faced during their previous listing.
Offer to arrange a meeting between them and your partnered agent.

Referral Agreement Reminder:

If the seller agrees to meet with your partnered listing agent, submit the referral through our Place a Referral page here so we can send a referral agreement to your partnered agent’s office.
Avoid sharing your agent’s contact information until the referral agreement is signed — unless you have full trust in that agent.

3️⃣ Step 3: Working with Active Listings Over 4 Months Old

Because you are not a REALTOR® member, you can contact homeowners whose properties are still actively listed — as long as you follow certain rules.

Guidelines:

Focus on listings that have been on the market over 4 months.
Approach these owners with the same talking points as expired listings, but do not attempt to persuade them to break their current listing contract — that can create legal problems.
Instead, introduce yourself, provide your contact information, and express interest in reconnecting once their current listing agreement ends.

4️⃣ Expanding the Strategy Beyond Residential

This method is not limited to residential properties.

It can also work for:

Commercial real estate
Vacant land
FSBO Listings
Other specialty property types

📌 Need Help?

If you have questions about this process or want guidance on building your expired listing strategy, contact us anytime during business hours — we’re here to support you.