Expired Listing Scripts: Win the Listing

An expired listing is a property that was on the market but did not sell during the listing period. The homeowner still wants to sell — they just had a bad experience. That combination of motivation and frustration makes expired listings the highest-conversion prospecting source in real estate.

The catch: every agent in your MLS knows expired listings are valuable. A homeowner whose listing expired this morning will receive 10-30 calls from agents before lunch. To stand out, you need a script that acknowledges their frustration, asks the right questions, and positions you as the agent who will do something different — not the 15th agent pitching the same “I can sell your home” speech.

Getting Expired Listing Data

Before you call, you need phone numbers. The MLS shows expired listings but typically does not include homeowner phone numbers.

REDX is the most popular expired listing data provider for solo agents. Vulcan7 offers higher-quality phone data at a higher price, which makes sense for teams or agents who call expireds full-time.

The Opening: First 30 Seconds

The first 30 seconds determine whether the homeowner hangs up or keeps talking. You have three goals in the opening: identify yourself, show that you know their situation, and ask a question that gets them talking — not a question they can answer with “no.”

Script: The Empathetic Opener

You: “Hi, I’m looking for [homeowner name]. This is [your name] with [brokerage]. I know your home on [street] just came off the market, and I’m sure you’re getting a lot of calls. I’m not going to pitch you — I just have one question: are you still committed to selling, or have you decided to stay?”

This works because:

• You acknowledge the call volume (they relax because you are self-aware)
• You say “I’m not going to pitch you” (lowers their guard)
• The question is open-ended but binary enough that they answer it

Script: The Data Opener

You: “Hi, this is [your name] with [brokerage]. I pulled the listing data on your home at [address] and noticed it was on the market for [X days] with [X showings]. I study expired listings in [area] specifically, and I have a theory about why it did not sell. Would it be worth 2 minutes to hear my take?”

This works because:

• You demonstrate that you did research (unlike agents who call cold)
• “I have a theory” creates curiosity
• “2 minutes” is a low commitment

The Middle: Discovery Questions

Once the homeowner agrees to talk, your job is to ask questions — not pitch. The more they talk, the more invested they become. The more you listen, the more trust you build.

Essential Questions

Question	Why You Ask It
”Why did you decide to sell in the first place?”	Reconnects them with their motivation
”What do you think went wrong?”	Reveals their perception (pricing? marketing? agent?)
”How many showings did you get?”	Low showings = pricing issue. High showings, no offers = condition or presentation issue
”Did you receive any offers?”	Offers that fell through suggest pricing or negotiation issues
”What is your timeline — do you still need to sell by [date]?”	Urgency drives decision speed
”If I could show you a specific plan to get your home sold, would you be open to meeting for 15 minutes?”	The appointment ask

Reading Their Answers

The Close: Getting the Appointment

Every expired listing call should end with one of three outcomes: an appointment, a follow-up date, or a clear “no.” Anything in between wastes your time.

Script: The Appointment Close

You: “Based on what you’ve told me, I believe I can get your home sold. Here’s what I’d like to do — sit down with you for 15 minutes, show you the data on why it did not sell, and walk through my specific marketing plan. I’m not asking for a listing agreement at that meeting — just a chance to show you the plan. Would [day] at [time] or [day] at [time] work better?”

Always offer two specific times. “When are you available?” is too open-ended and leads to “let me think about it.”

If They Say “Send Me Something First”

You: “I understand. The challenge is that a generic flyer or email does not do my marketing plan justice. The plan I put together is specific to your home, your neighborhood, and the buyer pool I would target. It takes 15 minutes in person — and if you’re not impressed, I’ll never call you again. Fair enough?”

The Follow-Up Sequence

You will not book an appointment on every call. For homeowners who are interested but not ready, this follow-up sequence keeps you top-of-mind.

Day	Action	What to Say/Send
1	Phone call	Initial call using the scripts above
2	Text message	”Hi [name], this is [your name]. Just following up on our conversation about your home on [street]. I put together some data I think you’ll find interesting. When would be a good time for a quick 10-minute meeting?“
3	Email	Send a CMA or market snapshot for their neighborhood with a personal note
5	Phone call	Second call attempt at a different time of day
7	Door knock	Visit in person with a printed CMA. Leave it at the door if no answer
10	Text message	”Hi [name], just checking in. I noticed another home on your street just listed at [$X]. Happy to show you how this affects your value if you’re still thinking about selling.”
14	Phone call	Third and final call. If no response after this, move to monthly drip
30+	Monthly email	Neighborhood market update. Stay visible until they relist or remove

Door Knock Scripts for Expireds

Some agents prefer door knocking to phone calls. In-person visits are harder to ignore and build trust faster — but you can only visit 10-15 homes per hour compared to 30-50 phone calls.

Script: The Door Knock

You: “Hi, I’m [your name] with [brokerage]. I noticed your home was on the market and it looks like the listing expired. I actually prepared a market analysis showing what similar homes in your area are selling for — [hand them the printed CMA]. No strings attached. If you do decide to relist, I’d love the opportunity to show you what I would do differently. My card is right there on the front.”

If they are not home: Leave the CMA in a door hanger bag with your business card and a handwritten note: “Hi [name] — I prepared this market report for your home. If you’d like to discuss, call or text me at [number]. — [your name]“

Common Objections and Responses

Objection	Response
”I’m going to relist with my current agent"	"I respect loyalty. Can I ask — what are they planning to do differently this time? If it’s the same marketing plan, you may see the same results."
"I’m taking the home off the market"	"I understand. If you change your mind in the next few months, would it be okay if I reached out? What was the original reason you were selling?"
"Your commission is too high"	"I hear you. Let me show you the math — a 1% difference in commission on a $400K home is $4,000. I will show you how my marketing nets you more than $4,000 above what a discount agent would get. Can we meet for 15 minutes?"
"I’m listing with a discount agent"	"I understand the appeal of saving on commission. The question is whether you actually save — or if a lower sale price costs you more than the commission savings. I can show you the data on this in 10 minutes."
"Stop calling me"	"Absolutely. I’m removing your number now. If you change your mind, here’s my name and number. Best of luck with the sale.” (Comply immediately. Do not call back.)

Tracking Your Results

Related Resources

• How to Find and Win Expired Listings — full expired listing prospecting strategy
• Real Estate Cold Calling Scripts That Convert — scripts for all prospecting types
• Best AI Cold Calling Tools for Real Estate — dialer and data comparisons
• Real Estate Drip Campaign Templates — automated follow-up sequences