Expired listing scripts are the most direct path to listing appointments for agents willing to pick up the phone. Every morning, homes come off the market unsold — and behind each one is a frustrated seller who still wants to move. They’ve already demonstrated intent. They’ve already gone through the process. And they’re now sitting without an agent, wondering what went wrong. If you can reach them first with empathy, a clear value proposition, and the confidence to handle their objections, you’ll book more listing appointments than agents relying on any other single prospecting method.
Calling expired listings isn’t easy. These sellers are often angry, disappointed, and skeptical of agents after a failed experience. They’re also getting bombarded by calls from a dozen other agents the morning their listing expires. The agents who succeed with expireds aren’t the ones with the slickest scripts — they’re the ones who listen, ask the right questions, and offer a genuinely different approach. This is a core skill for anyone serious about building a listing-based real estate business.
This guide provides word-for-word scripts for every stage of the expired listing conversation, plus the objection handlers you’ll need for the most common pushback.
Effective expired listing prospecting starts before you dial. The agents who convert at the highest rates do their homework first.
Set up MLS alerts for expired and withdrawn listings so you’re notified by 7:00 to 8:00 AM. The first agent to call has a significant advantage — not because the seller is obligated to talk to you, but because you demonstrate the urgency and attentiveness that their previous agent likely lacked. If you’re calling at 2:00 PM, you’re competing against agents who called at 8:00 AM. That’s a disadvantage you don’t need.
Before you call, spend 3 to 5 minutes researching the property. Check the original list price and how it compared to comparable sales. Note how long it was on market. Look at the listing photos and description — were they professional or amateur? Check the price history — were there reductions? Read the MLS agent remarks for any clues about the situation.
This research gives you specific talking points that make your call sound informed rather than generic. “I noticed your home was on the market for 87 days with two price reductions” is a fundamentally different opening than “I see your listing expired.”
Your goal on the first call is not to get the listing. It’s to get the appointment. Every word should move the conversation toward booking a time to meet in person.
“Hi [Seller Name], this is [Your Name] with [Brokerage]. I’m calling about your home on [Street Address]. I noticed it came off the market, and I’m sure that’s not the outcome you were hoping for. I’m not calling to add to the noise — I just wanted to ask, are you still interested in selling, or have your plans changed?”
This opening accomplishes three critical things. First, it identifies you clearly so they know it’s a professional call. Second, it demonstrates empathy by acknowledging their frustration without being patronizing. Third, it asks a qualifying question that determines whether to continue the conversation or move on.
If they say they’re no longer interested, thank them and end the call. No amount of persuasion will change the mind of a seller who’s genuinely decided to stay. If they say they’re still interested — or even hesitate — you’ve earned the right to continue.
Once they confirm interest in selling, shift to discovery. Your job is to understand what went wrong and what they need from a new agent.
“I appreciate that. If you don’t mind me asking — what do you think prevented it from selling the first time?”
This question is gold. It tells you everything: whether they think it was a pricing issue, a marketing issue, or an agent effort issue. It also gives them a chance to vent — which they often need to do before they can move forward productively. Listen actively. Don’t interrupt. Take notes.
Follow up with: “What would you need to see differently from the next agent you work with?”
This question shifts the conversation from the past to the future and positions you as the agent who cares about meeting their specific needs — not pushing a one-size-fits-all pitch.
Based on what they’ve told you, connect your approach to their specific concerns.
If they mention poor marketing: “Marketing is exactly where I focus most of my energy. I use professional photography, video walkthroughs, targeted social media campaigns, and a database of active buyers in the area. I’d love to show you exactly what that looks like for your home — it’s a very different approach from what most agents offer.”
If they mention pricing frustration: “Pricing is one of the most important decisions in selling a home, and it sounds like that may not have been handled well the first time. I do a thorough comparative market analysis that accounts for current conditions, not just what happened six months ago. I’d like to walk you through my analysis for your home — no commitment, just data.”
If they mention their agent didn’t communicate: “Communication is non-negotiable for me. My sellers get a showing report after every showing, a weekly market update, and my direct cell number for anything urgent. I believe that if you’re trusting me with one of your biggest financial assets, you deserve to know exactly what’s happening at all times.”
“I’d love to stop by for 20 to 30 minutes and show you exactly how I’d approach selling your home. No pressure, no commitment — just a chance to share my market analysis and marketing plan so you can compare. Would [Day] at [Time] work, or is [Alternative Day] better?”
Always offer two specific times. An open-ended “when are you available?” puts the burden on them and often results in a vague non-commitment. Two specific options create a simple decision that’s easy to say yes to.
Expired sellers have objections. Expect them, welcome them, and handle them with empathy and confidence. Every objection is a sign that the seller is engaged — if they weren’t interested, they’d just hang up.
“I completely understand — going through the listing process without a result is exhausting. May I ask what your timeline looks like? Are you thinking a few weeks or a few months? [Pause] The reason I ask is that market conditions can change significantly, and I’d love to send you a quick market update when you’re ready to revisit. Would that be helpful?”
This keeps the door open without being pushy. Add them to your follow-up system and check in every two to three weeks with genuine market insights, not sales pitches.
“That’s your decision to make, and I respect it. May I ask what they’re planning to do differently this time? [Listen] I only mention it because the definition of insanity — doing the same thing and expecting different results — sometimes applies to real estate too. If you’d like a second perspective at any point, I’m always happy to provide one.”
“I understand the appeal of saving the commission — it’s a lot of money. Most sellers I talk to feel the same way initially. What I can share is that NAR data shows that agent-assisted sales typically net significantly more than FSBO sales — even after commission. If you’d be open to it, I’d love to run a free market analysis so you at least know the full picture before deciding. No strings attached.”
“I hear you, and honestly, I understand why you’d feel that way after this experience. Most agents do approach things similarly — generic MLS entry, basic photos, wait and hope. My approach is different, and I’d rather show you than tell you. Let me put together a specific marketing plan for your home and walk you through it. If you see it and think it’s the same thing, I’ll shake your hand and wish you well. Fair enough?”
“Great question — and I appreciate you asking instead of assuming. Here’s the short version: my listings sell in an average of [X] days compared to the market average of [Y]. My sale-to-list ratio is [X]%, meaning my sellers get closer to asking price than the typical seller in our area. And I invest in a marketing plan that puts your home in front of more qualified buyers in the first week than most agents reach in an entire listing period. I’d love to walk you through the specifics — that’s really the only way to see the difference.”
Most expired listings won’t convert on the first call. The sellers need time to process, compare options, and make a decision. Your follow-up system is what separates the agents who convert 10% to 15% of their expired contacts from the agents who convert 1% to 2%.
Day 1: Initial call (the script above). Day 2-3: Send a handwritten note and your CMA by mail. Day 5-7: Second call — “I sent over some market data on your home. Did you have a chance to look at it?” Day 14: Third call — “I’ve been monitoring the market in your area and wanted to share an update.” Day 21: Email with a recent comparable sale. Day 30: Final check-in call — “I wanted to follow up one more time. If the timing isn’t right, I completely understand.”
After 30 days, move them to a monthly nurture sequence with market updates. Some expired sellers re-list 60, 90, or 180 days later. The agent who stayed in touch consistently gets the call.
Your daily prospecting block should include dedicated time for expired follow-up, not just initial calls. The appointments that come from follow-up calls often convert at higher rates because you’ve already built familiarity and demonstrated persistence — both qualities sellers want in the agent they hire.
Call every expired in your target area within your target price range — typically 5 to 15 new expireds per day depending on your market size. Combined with follow-up calls on previous expireds, your total expired calling block should be 60 to 90 minutes as part of your broader lead generation routine.
As early as the seller is likely to be awake and receptive — typically 8:00 to 9:00 AM. The goal is to be among the first three agents who call. By mid-morning, the seller has heard from 10 to 15 agents and their patience for conversations has evaporated.
A personal visit with a CMA packet can be effective if done professionally. Don’t knock and launch into a pitch. Drop off a market analysis package with a handwritten note: “I prepared this market analysis for your home. I’d love to discuss it at your convenience. No pressure — just information.” This approach respects their space while demonstrating effort that most agents won’t match.
Validate their frustration. “You have every right to be frustrated. A failed listing is a terrible experience, and I’m sorry you went through it.” Don’t defend the previous agent or the industry. Acknowledge the problem, then redirect to the future: “What I can control is what happens from here — and I’d like to show you a different approach if you’re open to it.”
Experienced agents who follow a system like the one described here convert 5% to 10% of expired contacts into listing appointments, and 40% to 60% of those appointments into signed listings. If you’re calling 10 expireds per day and following up consistently, expect 2 to 4 listing appointments per month from this source alone. That’s enough to build a strong negotiation-driven listing business on its own.