Q:  Denise, my business has slowed down since the spring and I want to make sure I have a full pipeline for the fall. I have always utilized an aggressive expired listing campaign in the past to get “now” business, but it seems that with the market surge, there are not too many expired listings left. What do you suggest?

A:  Great question! I encourage agents who are in the same situation as yours to take a good hard look at the activity in their MLS and determine where the pockets of activity are (and where there is a shortage of inventory). You are looking for areas that have both a very low inventory (designated by the number of pendings) and low days on market. You can send letters to these neighborhoods indicating the low inventory and market time as an indicator of demand in their neighborhood. This can be a very effective way to get listings that are a temporary replacement to your expired shortage.