Farm Expired Listings for Big Commissions: The Listing System That Built My Business

Editor's Note: Why This Article Still Matters

This article was originally written years ago, during a time when many agents worked hard but lacked a clear system for generating listings. I’ve kept the core story intact because the strategy it describes—farming expired listings with purpose and consistency—was one of the first real estate listing systems that helped me build steady momentum and predictable commissions.

While tools, technology, and follow-up methods have evolved, the principles behind this approach have not. Motivated sellers still exist. Expired listings are still overlooked. And agents who approach them with a plan still win listings. What follows is the original strategy, framed with modern context so today’s agents can understand what still works and why.

Farm expired listings for big commissions was one of the first real estate strategies that helped me move from chasing business to attracting listings consistently. Long before automation, CRMs, and AI tools entered the picture, this approach delivered motivated sellers, predictable listing opportunities, and long-term leverage through the MLS. What follows isn’t theory—it’s the real-world system that shaped how I built my listing business and why expired listings remain one of the most overlooked opportunities in real estate.

Many real estate agents begin—and sometimes sadly end—their careers without a clear plan. And as the saying goes, failing to plan is the same as planning to fail. Early on, I saw agents doing all the “right” activities—mailing letters and postcards, calling acquaintances, handing out business cards, even cold calling—yet still struggling to create consistent listing opportunities. The problem wasn’t effort. It was the lack of a focused listing system designed to generate results week after week.

Why Farming Expired Listings Became My Go-To Listing System

Many real estate agents begin—and sometimes sadly end—their careers without a clear plan. And as the saying goes, failing to plan is the same as planning to fail. Early on, I watched agents do all the “right” activities—mailing letters and postcards, calling acquaintances, handing out business cards, even cold calling—yet still struggle to create consistent listing opportunities.

If you want to see how this system turns into real appointments, the cadence and conversation flow are broken down step by step in my guide on how to convert expired listing leads . That’s where strategy becomes execution.

The issue wasn’t effort. It was focus. Staying busy felt productive, but busy didn’t always translate into results. What was missing wasn’t motivation—it was a structured listing system designed to produce opportunities week after week.

Sure, traditional prospecting activities can help cultivate business over time, but they rarely create predictability. Without a system, agents often work harder just to maintain momentum. I learned early on that the real breakthrough came not from doing more, but from doing the right things consistently.

From Activity to a True Listing System

The most successful Realtors and real estate agents I encountered weren’t just active; they had lead-generating systems for expired listings in place. Some of the most effective among them farmed expired listings for significant profits. A solid listing system can jump-start a new or average real estate career, generate listings on a regular basis, and produce a steady flow of prospective buyers and sellers.

More importantly, a system creates momentum. It shortens the time it takes to gain visibility, builds credibility faster, and positions you to recognize strong investment and listing opportunities as they appear.

Why Expired Listings Made Sense

Personally, I gravitated toward an expired listing system because of its laser-focused approach to motivated sellers. These are homeowners who already raised their hand to sell, are typically still Realtor-friendly, and are often willing to do what it takes to get their properties sold.

Owners of expired listings are motivated for many reasons: double mortgage payments, vacant properties, problem tenants, life changes such as marriage or divorce, job relocation, or the simple frustration of a failed listing. In many cases, they’re eager to move forward—but experience taught me that not every listing is worth taking.

What the System Created Over Time

Early on, I listed just about everything I could: vacant land, single-family homes, condos, triplexes, mobile homes, fixer-uppers—you name it. As my listing inventory grew, so did my confidence. Before long, I had more listings than I could comfortably manage on my own.

To keep up, I hired a part-time assistant to help market my listings, then partnered with a newly licensed agent and split listing fees fifty-fifty. The system worked. My pipeline stayed full, and I was averaging one to two new listings every week.

Once most of those properties were placed in the MLS, the leverage became clear. I had an entire network of agents working to get my listings sold—even when I wasn’t actively working. Whether I was running errands, attending a school event, or taking a day off, my listings were still being shown and marketed.

That’s what a real estate listing system can do when it’s built correctly.

If you don’t currently have a reliable listing system in place, it’s something worth addressing. Listings are the lifeblood of the real estate business. Without them, growth is unpredictable. With them, everything else—from buyer leads to commissions—becomes easier to manage and scale.

What Still Works About Expired Listings Today

Markets change. Tools improve. Communication channels evolve. But expired listings remain one of the few lead sources where motivation is already established. The agents who continue to succeed with expired listings aren’t chasing—they’re positioning themselves as the logical next step for sellers who still want results.

The fundamentals described above still apply. What changes is execution, consistency, and follow-up.

How to Get Started with Expired Listings

If you’re interested in implementing this approach, start by committing to a simple, repeatable process. Focus on quality communication, consistent outreach, and positioning yourself as a problem solver—not just another agent. Over time, this approach compounds, just as it did for me.

The letters I originally used—and refined over time—are still available for agents who want a practical starting point and a proven framework to work from.

For a broader look at expired listing strategies, scripts, and supporting resources, see the Expired Listings Hub .

Here’s to your real estate marketing success.

More Expired Listing Strategies Based on Real-World Results

• Marketing to expired listings using proven positioning strategies
• Expired listing letters designed for motivated sellers
• Sample expired listing letter to see how the approach works in practice

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