Scripts for expired listings are created to develop relationships with potential seller leads. Effective real estate expired listing scripts are conversational, empathetic, and customer-focused. They persuade the lead that you are the best person to assist them with their real estate needs. To help you convert expired leads into active listings and sales, my team and I created a few scripts for expired listings to avoid miscommunication and stay focused during phone conversations.
If you don’t want to manually scour multiple listing services (MLS) and search for contact information yourself, a service like REDX will do it for you for as low as $69.99 per month. It also offers free scripts and role-playing assistance to help you gain confidence. Click on the button below to get started.
1. The Casual Approach
Instead of immediately putting the attention on yourself, this script for expired listings starts by hearing the homeowner’s perspective. It’s very conversational, concentrating on asking questions rather than selling, while still controlling the conversation. It slowly leads the seller to accept an appointment, making it a great casual approach to a real estate expired script.
This script helps you gauge their point of view and where they need support the most. It also opens the door to a natural conversation without making your real estate lead generation efforts seem overly pushy. Moreover, by offering to look at their house personally, you give them an easy way to get answers.
Hi there, is this the homeowner? I’m _____ calling with _____.
As I looked over what’s happening in our neighborhood, I noticed that your home is no longer for sale. I was astonished that it went for _____ days without selling. Any thoughts on why?
(Hear them out—they’ll often talk about what they see the problems are, the other agent’s shortcomings, and so on.)
I sold a home recently in the neighborhood at _____, so I thought you might still be interested in selling your home. How about I swing by tomorrow at _____ to take a look and give you a second opinion?
(If yes, book it! If no…)
Can I just come by to drop off some things for you to look over? I’ve been selling in the neighborhood, and I’d like to show you what I’ve been able to do for others. Around _____ tomorrow?
2. The Empathetic Expert
This script for expired listings effectively shows the homeowner that you care about their experience instead of just making a sale by asking many different questions about their home. It also aids you in learning more details about the homeowner, the listing, and how you can help it sell.
Another example of an empathetic script for expired listings similar to our script below is in the #Relentless coaching video by real estate coach Brendan Bartic. Brendan demonstrates and explains how to use the expired listing script to convert leads into clients. He says you must always stick with the script no matter what your potential leads say because it has a rhythm that works, and you just have to go straight to it.
Watch the full video to learn more about making an empathetic script.
Good morning. Is this the homeowner? I’m _____ calling with _____.
I looked at the homes for sale in the area daily and noticed yours was no longer listed. It’s a great home, and I was wondering what happened.
(Listen to what they have to say.)
Where were you planning to move to after you sold the house?
(Engage them in conversation a bit around this.)
So, do you have a deadline for when you’d want to sell the house to get there?
(If they say they don’t have a deadline or don’t need to move…)
I can get you where you want to be. What kind of time and attention did your last agent offer you? How many offers? Do you know what type of marketing they did?
(They likely don’t have good stats.)
I know you’re probably pretty frustrated and think all agents are the same, but I’d love to show you my approach. I work hard, and I recently sold a home at _____.
How about this Saturday at _____? I won’t take much of your time, and you’ll likely find it worthwhile to at least get another take.
3. The Harder Sell
This expired script for realtors directly addresses the seller’s previous agent. It demonstrates how you are different from their past agent and that you are truly sincere in helping them sell or buy their property by offering to meet them and view their home for 15 minutes.
When you visit a seller’s home, bring a prelisting package containing a brief professional and personal biography, brokerage introduction, company performance statistics, and marketing and advertising plans. Also, it is a simple way to connect in person and show your value to a potential client.
Hi, is this the homeowner? I’m _____ calling with _____.
I was calling because I noticed you recently took your house off the market. It’s such a lovely home. What happened?
(Listen to what they have to say.)
I’m so sorry. It seems like you had a terrible experience. Well, I really like your home, and I was wondering if you were considering re-listing it?
(If not, ask why. If so, OK!)
How did you find your last agent?
(Usually a friend or referral.)
Well, I might not be someone you’ve met previously, but I thought you might be interviewing agents more formally this time, and I’d love to show you what I’ve been doing in the neighborhood and how I can help get you where you want to be.
Where are you heading when you sell the home?
(Listen and give some encouragement.)
How about I come by this Saturday for 15 minutes—tops—and show you how I sell homes? It’s likely a far different approach than you’ve seen before.
4. The Neighborhood Expert
By emphasizing your expertise with their neighborhood, this script for expired listings helps the homeowner feel you are knowledgeable about their problem, even if you’ve never met them. Offering to view their home becomes easier if you are familiar with and already in their neighborhood regularly.
Research the property through multiple listing sites (MLS) before reaching out. This will prepare you with statistics about the property and neighborhood regarding days on the market, average list and selling prices, and the number of homes on the market.
Hi, is this the homeowner? I’m _____ with _____.
I work in the neighborhood and noticed that your home was no longer for sale. Are you planning to put it back on the market?
(Listen—they will sometimes say “maybe later” or “not for a while.”)
I understand why you might feel discouraged—it’s a great house. Any idea why it didn’t sell? Any offers?
(Listen to what they have to say.)
I was surprised to see it on the market for ___ days; I assumed it would be gone in a few weeks. What made you all decide to sell? Where are you moving to?
I know you’ve likely had a few people calling you, but as I said, I’ve worked in the neighborhood for ___ years, I know this neighborhood, I’ve sold homes in this neighborhood, and I’d love a chance to sell your home or at least take a tour and see what might be holding it back.
Could I come by this Saturday at _____? I’m happy to give you some feedback.
5. The Outstanding Agent
This script for an expired listing focuses primarily on your expertise and ability to sell a client’s home even though someone else failed. State your track record of closing deals, how quickly you’ve been able to sell houses, and how well you can achieve or even exceed listing prices.
In addition, include relevant real estate statistics showing pictures and data for comparable properties in the area to display your neighborhood expertise. This will provide value to the seller and show you know your craft. You can also use these statistics to inform homeowners of unique ways to market homes. This may interest them and encourage them to seek feedback and ideas for their home.
Hi, is this the homeowner? I’m _____ calling with _____ about your home.
I noticed it is no longer for sale. I’m sorry to see it didn’t sell. It’s a great house—I really like the (name some features), and I thought it would be a fantastic fit for a buyer out there.
(Listen for things like “yeah, it didn’t sell,” or “‘it’s not the right time,” or “‘it’s a slow market.”)
Do you know why the home didn’t sell? Hmm…well, do you know what your agent did to help get the home sold?
(Maybe an open house, for example.)
Well, there’s a reason I sell homes in this area, and I have a lot of ways that I market homes that might give your home an advantage if you’re looking to interview agents in the future. I have a proven track record of closing deals quickly—in fact, over 80% of my listings sell within the first 30 days, often for more than the asking price.
(Plant the seed but keep moving in the script.)
When did you want to move by? Where are you heading? Wow, well, I could certainly help get you there by (date).
I just sold the house at ________. Could I swing by and look at your home this Saturday at ____?
(If yes, book it. If not…)
I’ll give you my honest opinion and tell you a little about what I do that’s different. You probably feel discouraged now, but not all agents are the same.
How about I swing by on Saturday? We’ll chat for 10 minutes, and I’ll give you some thoughts.
6. The Disarming Script
Instead of immediately trying to sell your services, this expired listing script for agents from The Close starts by asking for help from the homeowner. This may seem counterintuitive, but it’s a smart way to connect swiftly with someone you don’t know. Psychologists call this phenomenon the Ben Franklin Effect—when you ask a stranger for a favor, even a small one, it can make them develop a more positive opinion of you.
Hi, I’m not sure if you can help me, I’m actually calling about _____.
(How can I help you?)
I was calling to see if the property was still listed by _____?
(No, we took it off the market.)
Oh, I see. Well, I’m a local real estate agent and I was wondering: When will you be interviewing agents again for the job of actually getting your house sold?
(It’s been hard for us with so many people coming to see it, so we’re probably going to keep it off the market for another few months.)
I completely understand that. Let me just ask you, if the property had sold, where would you have moved next?
7. The Number One Agent in Properties Sold
This script from Keller Williams Realty is a powerful tool to position yourself as a reliable, knowledgeable, trustworthy, and results-driven real estate agent, specifically designed to capture leads from expired listings. It lets you subtly showcase your expertise, reputation, and proven track record. This personalized and strategic approach is aimed at capturing the attention of expired listing homeowners and establishing a foundation for potential collaboration.
Hello, this is ______ with the ______ group, and I noticed that your property has expired on the MLS. Are you still interested in selling your home?
(Yes, I am.)
Have you interviewed for an agent to represent your interests?
(I think I’m going to stay with the agent that I had.)
OK. Do you have a reason for why your house didn’t sell? Do you have an idea what might have happened?
(It’s just a really rough market right now.)
That’s true. Are you familiar with me? Have you come across my name in the marketplace?
(Yes.)
That’s because I am the top resale agent in ______ County. We have a phenomenal marketing system, and I also give service second to none. I have an average-days-on-the-market rate of ___ days, versus a ___ day average in the marketplace. We definitely have a systematic approach to real estate that makes our properties sell. I’m wondering if may come over to your home and sit down to show you what we can do to get your property sold.
8. If I Had a Buyer Script
Selling a home can be frustrating for expired leads when finding a buyer seems impossible, but what if the solution was already in your network? This script from Keller Williams Realty offers a proactive approach to rekindling interest in their property and transforms uncertainty into possibility. It’s an invaluable tool that introduces a unique and compelling angle to reignite the homeowner’s confidence in the selling process.
Hello, _____! This is _____. I was going through some old files and noticed that your home had been for sale for __ months, and I was wondering—if I had a buyer that was interested in seeing your home, would you still consider making a move?
(Yes.)
Great, would it be OK if I asked you a few questions?
1. If we sell the home for you, where would you move? Would you stay local or leave the area? (Listen to the response.)
2. Did you have a time frame in mind as to how soon you hoped to make that move? (Listen to the response.)
3. Is there any flexibility in your price if a buyer were to make an offer? (Listen to the response.)
Great, I have some time tomorrow between (time) and (time) to come and look at your home and give you some advice. What time would be best for you?
(No.)
OK, I appreciate that. Just out of curiosity, while I’ve still got you on the phone, if the home had sold when you had it on the market, where were you planning on going? Were you staying local or leaving the area? (Listen to the response.)
Well, it doesn’t cost anything to have your home on the market and if you could get the price you want out of your home, it would be a win-win situation for everyone that is involved. Do you think that would be something you would be interested in?
Common Seller Objections & How to Respond
When calling expired listings, you may encounter resistance from potential sellers who feel defensive and apprehensive due to their past experiences with agents and the selling process. As a real estate agent, it’s crucial to maintain a friendly and supportive tone to establish yourself as an expert offering insight instead of being seen as a critic pointing out their mistakes.
We will address six common objections from owners of expired listings and provide you with the responses to overcome them and extend genuine help.
How to Find Expired Listings Quickly
The best expired listing scripts are designed to convert your expired listing leads into appointments. However, cold calling expired listing leads is a numbers game, and you’ll need to find leads first. To get expired listings, use cold call scripts and follow these strategies:
- Identify expired listings with the MLS: Manually search the MLS and export or copy and paste each expired listing lead into a contact list or client relationship manager (CRM).
- Ask other real estate professionals: Develop and foster relationships with real estate agents who are open to exchanging and referring their expired listings with leads of your own through networking, email, and social media.
- Buy expired listing leads: Buy leads from various real estate lead sources like REDX or Landvoice.
- Search on your area’s public records archive: Visit your city hall or county courthouse to request access to listing records in your area. These records provide valuable information like the purchase price history, divorce proceedings, estate references, and time on the market.
How to Create Your Own Expired Listing Script
While our eight expired listing scripts work well, after you gain more experience, you may want to craft your own script to reflect you and your unique personality. Here are items to be sure to include when you create an expired listing script:
Parts of an Expired Listing Script | Description |
---|---|
Introduction | Be sure to introduce and mention your name, what you do, and your agency. |
Acknowledgment | The first step in helping a potential client solve a problem is to get them to acknowledge there is one. Make it clear you know the home is off the market while being sympathetic to the challenges they may be facing. |
Periods of Listening | Allow the homeowner to speak, feel heard, and explore their perspective. |
Statement of Expertise | Set yourself up as an area expert and problem-solver. |
Unique Benefit | Let them know why you are different while making them curious to learn more about your services. |
Look to the Future | They are likely to be disappointed or frustrated based on their past experience. Use words that inspire optimism and help them refocus on the future. |
Call to Action | Your goal for cold calling leads using expired listings scripts is to get an appointment. Always ask when they are free to meet you for an appointment before you hang up. |
Learn more about how one pro, Realtor Jason Wang of Charleston, South Carolina, converted a frustrated homeowner into a happy client by watching the REDX podcast episode on expired leads below. Jason shared some tips, such as how you should memorize, internalize, master, and personalize your expired scripts to generate and convert high-quality leads into clients successfully.
Tips on Using Expired Listing Scripts to Get Appointments
Many people dread making real estate cold calls. However, one way to overcome cold calling reluctance regarding expired listings is to remember that the homeowner shares your goals. They want to sell the home, they want to focus on the future, and they want to solve the problem of selling the house. Therefore, the biggest tip for using scripts for expired listings is to give homeowners ample time to be listened to and heard.
Use these additional tips to ensure you communicate effectively on every call:
- Be confident: When you have confidence in yourself, your tone of voice changes entirely. A self-assured person is perceived as a well-organized, informative, and trustworthy real estate agent.
- Practice your script and make it your own: Practice your expired script over and over so it feels natural, and make adjustments to convey your own voice.
- Seek for genuine connection: Don’t push the lead too far during your first interaction. Focus first on making a genuine connection and offering assistance rather than pushing a real estate agenda on the seller.
- Open the door for natural conversation: Try asking, “When you sell this house, where do you want to move?” or “What are your plans for after selling your home?” Giving open-ended questions prompts sellers to continue the conversation with you.
- Understand who you’re calling and empathize: These owners may have a reasonably negative perspective on real estate agents and be frustrated. Use this to relate to their feelings and showcase how you can help them.
- Follow up politely: As these may not be the most eager leads, politely following up is where you can prove your expertise and dedication. You can follow up by sending a handwritten letter or dropping off a package.
Frequently Asked Questions (FAQs)
You can get leads from expired listings by buying them from lead generation platforms like REDX, which provides a list of expired leads and increases your chances of converting each lead to a client. Alternatively, you can search through the MLS for expired listings to find affordable sources of leads. You can also ask other real estate professionals or search through public records to locate potential leads. After acquiring these leads, you’ll have to nurture them by initiating a point of contact.
The best strategy for nurturing expired listings is to have a consistent, empathetic, and strategic approach. Don’t solely focus on pushing a sale, as this approach is likely to lead to being ignored or even blocked. Instead, build a natural rapport with the owners, showing that you genuinely care about them as individuals, and use your expertise and testimonials to demonstrate that you can help them effectively. If you are willing to be persistent, patient, and compassionate in your marketing efforts, you can successfully nurture expired listings.
When speaking to expired listings, it’s important to be conversational, compassionate, and customer-focused. One approach is to start by hearing their perspective and asking questions to gauge their point of view and where they need help the most. This opens the door to a natural conversation without making your lead generation efforts seem overly pushy. Another approach is to position yourself as an expert who can aid in achieving their goals. Ultimately, the key is to build rapport and establish trust so they feel comfortable working with you.
Bottom Line
While using expired listing scripts is probably outside your comfort zone, keep in mind that you have many common goals with sellers. Focus on connecting with homeowners and showing them you can help them sell their property with your expertise. Though they may be hesitant and need a few follow-ups, being able to sell their home will be a notable success for both you and the seller.