Expired Listing Scripts That Convert: What to Say to Win the Deal
🔑 Key Takeaways:
- Timing Is Everything - Call within 1-3 hours of expiration = 65% higher contact rate
- Empathy First - Acknowledge frustration before pitching your services
- Different Approach - Explain what YOU'LL do differently than failed agent
- Persistence Wins - 78% of expired listing appointments happen on 5th-7th touch
Expired listings represent motivated sellers who already committed to selling—they just chose the wrong agent. Conversion rates for expired listings (15-25%) are 5-10x higher than cold prospecting (2-5%). Yet most agents give up after one attempt or use generic scripts that sound like everyone else.
Successful expired listing agents use specific scripts that demonstrate understanding, provide different strategy, and position themselves as the solution. Here are word-for-word scripts proven to convert expired listings into signed agreements.
Pre-Call Research (5 Minutes Per Lead)
Never call blind. Research for 5 minutes:
- MLS history: Original list price, final price, days on market, price reductions
- Current comps: What sold in 90 days in that neighborhood
- Property details: Photos, features, condition from listing
- Prior agent's strategy: Did they overprice? Poor photos? Wrong marketing?
- Seller motivation: Public records show purchase date (owned 20+ years = more flexible)
Why it matters: Sellers can tell immediately if you've done homework. "I noticed your home was listed at $425k but the 3 homes that sold on your street went for $385-395k" carries more weight than "let me come show you what I can do."
Opening Script #1: Empathy-First Approach
"Hi, is this [Seller Name]? This is [Your Name] with [Brokerage]. I'm calling because I noticed your listing on [Street] expired yesterday. I know that's frustrating—you committed to selling, took the time to prep your home, had showings, and... nothing happened. That's on your agent, not you.
I specialize in homes that didn't sell the first time. I've sold 17 expired listings in the past year because I do three things differently than most agents. Can I share what I noticed about your listing and what I'd do differently? It'll take 3 minutes."
[Pause for response]
"Great. First, I noticed [specific observation: overpriced by $30k, photos didn't show the remodeled kitchen, no open houses last 30 days]. Here's what I'd do: [specific strategy]. Second... [another specific]. Would it make sense to meet for 15 minutes so I can show you my marketing plan and pricing strategy?"
Why it works: Acknowledges their frustration, takes blame off seller, demonstrates you researched their specific property, offers specific solutions (not generic "I'm the best" claims).
Opening Script #2: Direct Value Proposition
"Hi [Seller Name], this is [Your Name] with [Brokerage]. Quick question—are you still interested in selling your home on [Street], or have you decided to stay?"
[Most say they still want to sell]
"Okay good. Look, I'm not going to waste your time. Your listing expired because of one of three reasons: price, presentation, or marketing. I looked at your home—here's what I think happened: [specific observation]. I've sold [X] expired listings this year by [specific strategy].
Here's what I'd like to do: I'll come by tomorrow at [specific time], spend 15 minutes showing you exactly what I'd do differently, and you can decide if it makes sense to work together. Fair enough?"
Why it works: Asks qualifying question first (still want to sell?), shows confidence, specific rather than generic, asks for appointment (not permission to send information).
Opening Script #3: "I Have a Buyer" Approach
"Hi [Seller Name], this is [Your Name] with [Brokerage]. I have a buyer looking in [Neighborhood] for a [3BR/2BA] in the [$price range]. I saw your home was on the market recently—is it still available?"
[This gets attention even though listing expired]
"Okay, let me ask—why did you take it off the market?"
[Listen to their answer]
"Got it. Well, my buyer is pre-approved and ready to move quickly. Would you be open to me bringing them by this week? And if we can get you the price you need, would you be willing to relist?"
Why it works: Leads with buyer interest (true or strategic), removes "I'm here to pitch you" dynamic, opens conversation naturally. Important: Only use this if you actually have potential buyer interest or are confident you can generate it.
Objection Handling Scripts
| Objection | Your Response |
|---|---|
| "We're going to try For Sale By Owner" | "That makes sense—you want to save commission. Can I ask: what will you do differently than your agent to get it sold? Because price and marketing are usually why listings expire. If I could show you how to net more money even after commission, would that be worth 15 minutes?" |
| "We're taking a break from selling" | "Totally understand—it's exhausting when a home doesn't sell. Let me ask: if I could show you a strategy to sell in 30-45 days at a price you're happy with, would you want to hear it? Or are you really done with selling altogether?" (Most will admit they'd sell with right plan) |
| "We already have another agent lined up" | "That's great! Have you signed with them yet? [If no]: Would you be open to hearing what I'd do differently before you sign? You have nothing to lose by comparing strategies. [If yes]: No problem—keep my card. If things don't work out, I'd love to be your backup option." |
| "Just send me information" | "I could, but honestly generic marketing materials don't mean much. What matters is the specific strategy for YOUR home. It'll take me 15 minutes to walk through exactly what I'd do differently than your last agent. How's [specific time tomorrow]? I promise if you don't see value in first 5 minutes, I'll leave." |
| "Your commission is too high" | "Fair question. Let me ask: would you rather net $380,000 paying 6% commission, or net $350,000 paying 3%? My commission covers [specific marketing: professional photos, staging consultation, open houses, 10+ online platforms]. That's why my listings sell for average 7% more and 30 days faster. It's not about my commission—it's about your net proceeds." |
Pattern: Acknowledge objection → Ask question → Redirect to value/appointment
The Follow-Up Sequence (Days 1-30)
78% of expired appointments happen on the 5th-7th attempt. Most agents quit after 1-2. Here's the sequence:
Hour 1-3 After Expiration
Call #1: Use one of the opening scripts above
If no answer: Leave specific voicemail
"Hi [Name], this is [Your Name] with [Brokerage]. I noticed your listing on [Street] expired. I've sold 17 expired listings this year because I do things differently. I'd love 15 minutes to show you my strategy. Call me at [number]—I promise it'll be worth your time."
Day 1 (Late Afternoon)
Text message:
"Hi [Name], I left you a voicemail this morning about your home on [Street]. I have specific ideas to get it sold in 45 days. Can we talk for 5 minutes? [Your name/number]"
Day 2
Email with CMA: Send comparative market analysis showing recent sales
"Subject: What I'd Do Differently for [Street Address]"
"[Name], I put together a quick analysis of your home vs what's actually selling in [Neighborhood]. Three homes similar to yours sold in the past 60 days—here's what they did differently. [Attach CMA]. Would love to discuss my marketing strategy. When's good for 15 minutes this week?"
Day 5
Call #2 + Voicemail:
"[Name], this is [Your Name] again. I sent over the analysis of homes that sold in your area—did you get that? I know you're probably getting calls from agents, but here's what makes me different: [specific differentiator]. I've cleared time Thursday at 4pm or Friday at 10am to meet. Which works better?"
Day 7
Text: "Still interested in selling? I have ideas specific to your home."
Day 14
Call #3 or Handwritten Note:
"I noticed another home on your street just sold for $395k. Yours is worth more with the right strategy. Let's talk."
Day 30
Final attempt call:
"[Name], I've tried to reach you a few times about relisting your home. If you're working with another agent or decided not to sell, no problem—I'll stop reaching out. But if you're still interested in selling and want to hear a different approach, I'm here. This is my last call unless I hear from you."
Multi-channel approach: Call + voicemail + text + email + handwritten note. Different people respond to different channels.
The Listing Appointment Script
Once you get the appointment, focus on these 5 points in first 15 minutes:
1. Acknowledge What Happened
"Thanks for meeting with me. I know it's frustrating when a home doesn't sell. Before I share my plan, can you tell me: what do you think went wrong with the last listing?"
[Listen carefully—their answer tells you what they value]
2. Diagnose the Problem
"Based on my research, here's what I think happened: [specific diagnosis]. Your home was listed at $425k, but these three comparable homes sold between $385k-$395k. That's a 7-10% pricing gap. Even great marketing can't overcome wrong price."
3. Present Your Different Strategy
"Here's exactly what I'd do differently: [Present 3-5 specific strategies—better photos, aggressive pricing, targeted online advertising, open house strategy, agent preview]. I've sold [X] expired listings using this approach, averaging [X] days on market."
4. Show Proof
"Let me show you three examples: [Pull up recent expired listings you sold]. This one was on market 180 days with another agent at $450k—I sold it in 38 days at $425k. This one... [show 2-3 more examples]."
5. Ask for the Listing
"Based on what I've shown you, do you feel confident I can get your home sold? [Yes] Great—let's get the paperwork started. I'll have professional photos done by [date], listing live by [date], and open house scheduled for [date]. Sound good?"
Confidence is key: Don't ask "would you like to work with me?"—assume the listing, present the timeline, start paperwork.
Common Mistakes to Avoid
- Generic pitch: "I'm the best agent" sounds like everyone else. Be specific: "I've sold 17 expireds by doing [specific strategy]"
- Talking too much: Ask questions, listen to concerns, then address specifically
- Avoiding pricing conversation: If overpriced, say it directly: "Your home was overpriced by $30k—that's why it didn't sell"
- Giving up too soon: 78% of appointments happen on attempts 5-7. Persistence wins.
- Not differentiating: Explain what YOU'LL do that failed agent didn't
- Sending information instead of appointment: Information doesn't win listings—face-to-face meetings do
Automate Your Expired Listing Follow-Up
RoboTalker helps agents stay top-of-mind with expired sellers through automated text, voice, and email follow-up sequences.
- ✔️ Instant notifications when listings expire in your farm area
- ✔️ Automated multi-touch follow-up sequences (7 touches over 30 days)
- ✔️ Nurture leads who aren't ready to relist yet
- ✔️ Track which messages get responses
Frequently Asked Questions
Final Expired Listing Strategy
Winning expired listings requires:
- âś… Speed: Call within 1-3 hours of expiration
- âś… Research: 5 minutes reviewing listing before calling
- âś… Specific value: What you'll do differently (not generic claims)
- âś… Empathy: Acknowledge their frustration first
- âś… Pricing honesty: Tell truth about why it didn't sell
- âś… Proof: Show examples of expireds you've sold
- âś… Persistence: 7+ touches over 30 days (most quit after 2)
- âś… Confidence: Ask for appointment, not permission to send info
Expired listings are motivated sellers who already committed to moving—they just need the right agent with the right strategy. These scripts position you as different from the 20 other agents calling with generic pitches. Combine specific research, tactical follow-up, and proven scripts to convert 15-25% of expired listings into signed agreements. That's 5-10x higher than cold prospecting and worth mastering.