The Expired Listing Blueprint: Daily Routine, Scripts & Ways to Use Auction to Win Listings

Rethink Real Estate

In this episode of Rethink Real Estate, host Ben Brady sits down with top-producing agent Rachael Ashley of Harcourts Prime Properties to unpack how she’s evolved her business over nine years—and why she’s doubling down on expired listings and non-distressed auctions in today’s market.Rachael shares how she built early momentum calling expired listings, then shifted focus to circle prospecting and database building to create a strong referral-based business. But as the market shifted, she returned to expired outreach with renewed focus—using the auction platform as a key point of difference. That pivot led to 27 deals and over $700k GCI last year alone.In this candid conversation, Rachael walks us through her daily prospecting routine, mindset breakthroughs, roleplay and accountability strategies, and how she now combines auction, coaching, and repeat/referral systems to keep listings and income consistent—even when market conditions are anything but.You’ll also hear how she prequalifies expired leads before ever walking in the door, and why she believes success lies in being direct, adaptable, and always in service to the client—no matter how the listing came in.Timestamps & Key Topics:[00:00:00] – Rachael Ashley returns: Evolution from last year’s episode[00:01:54] – Building with expireds, then shifting to referrals and database[00:02:14] – Why she stopped calling expireds—and what brought her back[00:05:10] – Prospecting schedule: 8–11am daily, five days/week[00:06:18] – Skillset and mindset: how she handles expired sellers[00:07:15] – Managing disappointment: when listings don’t sell[00:10:26] – Her secret weapon: a high-accountability cold calling group[00:12:15] – Roleplay every day: sharpening scripts and objection handling[00:17:05] – Full listing process: prequal, listing delivery, and conversion[00:22:00] – How expireds generate momentum, even when listings don’t sell[00:26:50] – The future: combining expireds with a growing database strategy🔗 Related Resources Below:🌐 For more information on Harcourts Auctions our non-distressed auction platform feel free to visit https://www.harcourtsauctions.com🔗 Connect with Rachael Ashley & Harcourts Prime Properties:https://www.harcourtsprime.com/agents/Rachael-Ashleyhttps://www.instagram.com/rachaelashleyrealestatehttps://www.linkedin.com/in/rachael-ashleyhttps://www.facebook.com/RahaelAshleyHarcourtsPrimeProperties/🔗 Connect with Ben Brady and Harcourts Auctions:⁠Facebook: https://www.facebook.com/Benbradyharcourts⁠⁠LinkedIn: https://www.linkedin.com/in/ben-brady-0b223517⁠⁠Instagram: https://www.instagram.com/harcourtsauctions⁠⁠Facebook: https://www.facebook.com/HarcourtsAuctions⁠🎯 Subscribe for more top agent insights, prospecting strategy, and auction innovation—and don’t forget to like, follow, or share this episode with someone building their real estate career.