The best expired listing script is short and asks permission. Name the property, acknowledge it came off the market, and ask if they still want to sell. Then ask three questions: are they working with an agent, what has them wanting to sell, and when they would put it back on the market. Book a no-obligation conversation with the agent instead of pitching on the call.
The expired listing script, word for word
This is based on the listing script our callers run for agents and brokerages, with expired-specific lines added. Words in brackets are yours to fill in.
- Opener: "Hi (First Name), this is [Caller Name] with [Agent or Brokerage]. I'm reaching out about your property on (Address). I saw it came off the market. Are you still thinking about selling?"
- If the owner is a company: "Who would be the best person to speak with about a possible sale?"
- First "not interested": "I understand. Are you completely against selling, or is the timing just not right currently?" If timing: "Got it. When do you think selling might become something you would consider?"
- If they ask what it is worth: "We can review recent sales in the area and discuss what the property may reasonably sell for. I just need to confirm a few quick details so the agent knows how to follow up. Sounds good?"
If they are completely against selling, thank them and move on. Do not book an appointment with someone who has said no twice.
The questions to ask an expired listing
| Question | Why it matters |
|---|
| "Are you currently working with any agent?" If they mention one: "Have you already signed a listing agreement with them?" | You cannot pursue a seller who has signed with another agent |
| "What do you think kept it from selling?" | Lets them vent, and tells the agent what to fix: price, photos, marketing, or timing |
| "What has you thinking about selling?" | Motivation predicts whether they will relist |
| "If everything made sense, when would you ideally want to put it back on the market?" | Separates now from someday |
| "Do you have an idea of what you would want to sell the property for?" If unsure: "No problem. We can review comparable properties and discuss what the home may reasonably sell for." | Gives the agent the gap between their number and the market |
Keep it to these. The caller's job is to qualify and book, not to price the home or win the listing on the phone.
How to book the appointment
- Verify: "Let me make sure I have this right. Your full name is (First Name) (Last Name), and the property address is (Address). Is that correct?" Then: "Is this the best number to reach you?"
- Offer times: "Let's find a time that works for you. Is morning or afternoon usually better?" Then: "Would [Date and Time] work?"
- Confirm: "Perfect. You're scheduled on [Date] at [Time]. They'll review the property and discuss your selling options. There is no obligation to list unless you decide it is the right fit."
That last line matters. Expired sellers are wary of being sold to again, and "no obligation" is what gets the yes.
Expired listing objections and rebuttals
These are the rebuttals our callers use on real calls.
| When the seller says | Say this |
|---|
| "How did you get my number?" | "Property ownership information is available through public records, and we contact homeowners in areas where [Agent or Brokerage] works." |
| "Is this a scam?" | "That is a fair question. There is no cost or obligation to have a conversation. The licensed agent can provide their professional information and explain everything before you make any decision." |
| "Are you a realtor?" | "I'm part of the outreach team working with [Agent or Brokerage]. The licensed agent will discuss property value, representation, commission, and listing options with you." |
| "What is your commission?" | "Commission and listing terms are discussed directly with the licensed agent, because they may depend on the property and services involved. Would you like me to arrange that conversation?" |
| "How much is my property worth?" | "The licensed agent would need to review the property and recent comparable sales before discussing a reliable number. I can arrange a quick conversation so they can go over that with you." |
| "I already have an agent." | "Understood. Have you already signed a listing agreement with them?" |
| "Just send me information." | "Absolutely. What is the best email address? Would you be open to a brief follow-up from the agent after you review it?" |
| "I need to think about it." | "Of course. There is no pressure or obligation. Would it help to speak with the agent first, so you have the property information and options before deciding?" |
| "Call me later." | "Of course. What day and time would work best?" |
| "My last agent did nothing." | "I'm sorry to hear that. That is exactly why the agent would want to hear what happened, so the next time is different. Would you be open to a quick conversation?" |
| "I'm taking it off the market for a while." | "Understood. When do you think you might try again? The agent can share what is selling now so you are ready when you are." |
Tips that book more expired appointments
- Never criticize the last agent. Let the seller do it. You just listen.
- Do not quote a price or a commission on the call. Both belong to the licensed agent at the appointment.
- Name who you are calling for. Saying the agent or brokerage name up front builds trust fast.
- Scrub before you dial. Many expired owners are on the National Do Not Call Registry. Scrub every list and call only within legal hours. See is cold calling legal.
- Follow up. "Not now" often turns into "now" a few weeks later. Ask when to call back, and do it.
Need the lists? See how we work expired listing leads for agents.
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