Episode Overview

Title: Episode 772: Expired Listings After 6 Months? Sellers Are More Desperate Now
Host: Tristan Ahumada
Date: January 10, 2026
Main Theme:
In this brief, insightful episode, Tristan Ahumada addresses the often-overlooked opportunity of reconnecting with homeowners whose listings expired 6 to 12 months ago. Unlike newly expired listings, these homeowners are typically more motivated, approachable, and open to honest conversations. Tristan shares his proven approach—a personal letter—that prioritizes sincerity and clarity over salesy tactics, helping agents revive and win expired listings.

Key Discussion Points and Insights

1. The Overlooked Potential of Old Expired Listings

• Common Agent Behavior:
  • Most real estate agents forget about expired listings after 30 days, assuming another agent already got the client or that the seller has given up.
  • Tristan observes this as a mistake:
    • Quote: “Most agents completely ignore expired listings after 30 days. How do I know? Well, I watch it happen, and so do you.” (00:00)
• Seller Psychology:
  • Sellers 6-12 months post-expiry are often:
    • More motivated due to life changes or continued needs
    • Kinder and less defensive, having processed the initial disappointment
  • These sellers are awaiting a distinct, human approach instead of generic, high-pressure sales tactics.

2. Tristan’s Personal Expired Listing Letter: Human, Honest, Effective

• Purpose:

  • The letter aims to stand out by being authentic, empathetic, and non-pressuring.

• Content of the Letter (Read verbatim by Tristan):

  • Letter Highlights:
    • Empathizes with the seller’s past frustration and relief
    • Acknowledges life may not have changed to resolve their underlying need to move
    • Offers honest conversation, market updates, and a no-pressure approach (not a sales pitch)
    • Leaves the door open for the seller to ignore the letter if they have decided to stay
    • Focuses on community and helpfulness, not just business
  • Direct Excerpt from the Letter:

    “I'm writing because I know that sometimes the need to move doesn't just go away, it just goes quiet. ... If you still have that nagging thought, I really should have moved, I'd like to offer you a different kind of conversation.” (01:00)
    “I'm not here to promise you a magic trick that the last agent missed, but after 22 years in the business, I've learned that honesty sells homes faster than hype ever will. I want to have a real talk with you about why it didn't sell, what the market is doing right now, and if it actually makes sense for you to try again. No sales pitch, no pressure to list, just clarity.” (02:00)
    “If you're happily staying put, toss this letter. I'm just a neighbor looking out for neighbors." (02:40)

• Tip for Agents:

  • The letter can and should be personalized (“tweak it here and there”).
  • Consider adding details about your expertise (e.g., your process for homes that didn’t sell the first time, your expired listing strategy).

3. Personal Touch and Sincerity: The Game Changer

• Tristan emphasizes the long-term benefits of infusing humanity into all real estate communication:
  • “I do my best in a lot of the letters that I write, emails that I send out, communication that I have on social. ... I do my best to add that human element because I don’t think it’ll ever go away.” (03:20)
• Agents are encouraged to focus on care and sincerity as foundational to lasting client relationships.

Notable Quotes & Memorable Moments

• On Initial Agent Mistakes:

  “Most agents completely ignore expired listings after 30 days. ... They assume someone else already got them or the seller just gave up. But here's what they're missing...”
  — Tristan Ahumada, (00:00)

• On Seller Motivation and Mindset:

  “Sellers whose homes expired six to 12 months ago are often more motivated than fresh expired. They're definitely kinder. They've had the time to process this disappointment.”
  — Tristan Ahumada, (00:20)

• On the Human Approach:

  “I do my best to add that human element because I don't think it'll ever go away. ... People connect with you because of your sincerity, because of your care, because we're people...”
  — Tristan Ahumada, (03:20)

Timestamps for Key Segments

• 00:00 – 01:00: Why most agents ignore old expireds and why that’s a mistake
• 01:00 – 02:40: Tristan reads his “old expired” letter, emphasizing empathy and no-pressure approach
• 02:40 – 03:20: Guidance on personalizing the letter for your style and clientele
• 03:20 – End: Reflection on the importance of sincerity and human connection in real estate

Takeaways for Real Estate Professionals

• Don’t ignore older expired listings—they can be your best prospects.
• Use empathy-driven, honest, and non-“salesy” language in your outreach letters.
• Personalize your message and let sincerity shine through all your communications.
• Stay tuned for part two (next episode) for more outreach tactics.

To request the full sample letter, Tristan invites listeners to message him on Instagram.

Summary prepared for those who want actionable advice on reviving expired listings and building genuine client relationships in real estate.