This was the first day of the last week of our month long series on aged expired listings, and we leaned into the Halloween theme: aged expireds from your MLS don't have to be scary. Instead of pulling the list myself, I talked to my AI agent and had it do the heavy lifting, live, for the first time on a stream.
It pulled the data from my MLS, scrubbed it in LeadDeck and got outreach lined up, while I spent my time on the part AI can't do: getting back to owners who'd said yes to an offer. That's the whole point. These agents "are not to replace you. They are to help you increase the output of the actual dollar producing activities."
Talking to my AI agent instead of clicking through the MLS
I started by asking my AI agent, by voice, to go into my MLS and pull every expired and canceled listing in one school district over a set date range, above a price floor, for the home types I work. First I just wanted the count.
It came back on the low end, which made sense for a smaller school district, and still plenty to show the rest of the process. Depending on your market you might see terminated instead of canceled, or neither, and that's fine.
Pull every status, then scrub
The count only tells you so much. To find the truly off market aged expireds, you need the whole picture. So I asked the agent to keep the same criteria, select every status, line up all the date ranges, and run a standard export.
Then I told it to go into my LeadDeck account, open add leads and run the MLS expired finder against that export so only the clean, truly off market matches get skip traced. It asked if I also wanted possible duplicates and bad addresses flagged before anything hit the skip trace queue. I said yes. When it finished, I had it move the good ones into a new deck with today's date on the folder name.
To be clear, I can do every one of these steps by hand. I wanted to show what's possible with the tools we all have access to now.
Bad listing data can mean great leads
One of my favorite parts of this process: when the listing agent entered something wrong, AI can go find the right information. Those messy, inaccurate listings can be some of the very best leads, because the services that sell expired data aren't digging the same way.
So instead of fishing in a red ocean with everyone else in your market calling the same expireds, you're in a blue ocean. "We just want to go fishing in places where there isn't as much competition and where we can stack the deck or odds in our favor."
Handing the first touches to my bots
Next I had this agent coordinate with my email and text bots to start the cold outreach on the new deck, plus another deck I'd pulled last week. Nothing goes out until I approve it.
When the plan came back, I checked the text wording and changed it to the reverse offer question I've used all series: a short, casual "just curious," are you still accepting offers on that street. Then I approved it and let the bots get to work.
And yes, the live stream bogged things down a bit. "Never fails, right? Anytime we do something live, we run into roadblocks or hurdles." That's real life.
Meanwhile, back to the hand raisers
While the bots worked, I got back to owners who had said yes.
One reply came in over the weekend from an owner I'd reached out to live on Thursday. He didn't answer at first, so we ran the playbook to a T. "If they don't reply 3 days later, you send three question marks." He wrote back that they were still accepting offers and to call him the next day.
So I pulled preliminary offer options, looked up the old listing (it turned out to be part commercial, part residential), and requested verified offers from more than one source so he'd have real options to look at.
I also followed up with two other owners from last week's outreach. One had reached back out to me on a Saturday, which tells me he's motivated. For him, I sent the preliminary offer options and asked to stop by for a quick tour and current photos so I can get him the best offer possible. For the other, I asked for a couple minutes to chat that afternoon.
The seven C's to increasing your compensation
All of this is what I call the messy middle, and I like to explain it with the seven C's:
- Choose who you'll go after. For this series, aged expireds.
- Collect them, here from your MLS, scrubbed in LeadDeck.
- Contact them by call, text, email and even direct mail.
- Connect with the ones who reply to see if there's a real opportunity.
- Contract.
- Close.
- And the eighth C, your compensation, your gross commission income.
There's no cookie cutter way through the middle. What makes it work is the reverse offer strategy. When they say yes, we deliver a real, legitimate offer, the thing they wanted. Even when it doesn't match their expectations, that's "actually opportunity, not obstacle." It opens the door to propose what they actually need, and they're more likely to lean in and listen, without a fancy listing presentation. For me, that's our 7-Day Stress-Free Home Sale.
Be clear on the outcome first
The world we're moving toward rewards being clear on the outcome you want, then figuring out where AI agents can help you get there. No amount of AI helps if you don't know where you're going. "We have to know where we want to go."
I think of it like a barbell. On one end, agents using AI strategically. That frees them up to spend more time on the other end, the part of this business AI can't replace: a real conversation with a person about one of their most valuable assets. And I'm convinced "the agents who are in the middle are going to be left behind."
"AI is here. It's not leaving." Let's use it to buy back time for higher dollar producing activities, and for the things we love. For me, that's weekends at my daughter's soccer and softball games.
Keep going with us
Tomorrow I'll show what it looks like when these bots actually do the outreach for me, with real examples and hopefully a reply or two to unpack. In November we start a new series on tired landlords, Monday through Thursday at 10 AM Eastern.
If you want the MLS filter cheat sheet and the other resources from this series, join our free Skool community, 1 Deal A Week In Real Estate.
Key takeaways
- An AI agent can pull aged expireds from your MLS, export every status and scrub the list in LeadDeck while you work on other things.
- Pull all statuses, not just expired and canceled, so you only work the truly off market listings.
- Messy, inaccurate listing data can point you to some of the best and least worked leads.
- Let bots handle first touches by email and text, but approve the wording before anything goes out.
- No reply after 3 days? Send three question marks.
- Use AI to buy back time for real conversations. That's the part it can't replace.
Chapters
- 00:00 Last week of the aged expired series: AI for agents
- 03:00 Asking my AI agent to pull expireds from the MLS
- 09:00 Expired, canceled and terminated statuses
- 10:00 Pulling every status for the scrub
- 12:00 Running the MLS expired finder in LeadDeck
- 16:00 Why bad listing data can mean great leads
- 17:30 Moving the clean leads into a dated deck
- 21:30 Handing outreach to my email and text bots
- 23:00 Next series: tired landlords
- 24:30 A weekend reply to three question marks
- 29:30 Following up with motivated owners
- 35:30 The seven C's to increasing your compensation
- 37:30 Give them what they want, then what they need
- 39:30 Approving the text wording
- 42:00 Be clear on the outcome first
- 42:30 The AI barbell effect
- 45:00 Wrapping up and what's next