Let’s be real for a second. Cold-calling expired listings is never on the top of any agent’s to-do list. It can be intimidating, especially if you’re new to real estate. But here’s a little secret veteran agents know, having killer expired listing scripts can make all the difference.
Think of it this way—homeowners with expired listings are probably frustrated, unsure of their next move, and need someone who has a clear plan to get their home sold. That’s where you come in. Do your homework, personalize your approach, and use the right expired listing scripts to stand out and handle any challenges. So let’s dive in and see how you can become the go-to listing agent with the best expired listings scripts.
1. The Initial Contact Script
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Objective:
Introduce yourself and understand the homeowner’s previous experience.
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What to keep in mind:
- Be empathetic and professional.
- Show genuine interest in their situation.
- Keep the conversation open-ended to gather information.
Agent: Hi, this is {your name}, and I wanted to know if your home is still for sale.
Homeowner: Yes, it’s still for sale.
Agent: The reason I ask is that your home showed up on the MLS as an expired listing. This means it’s no longer listed for sale. I’m a real estate agent in the area who specializes in working with sellers whose homes didn’t sell the first time around. I would welcome the opportunity to meet with you to show you my unique approach to getting houses sold! Are you available for 20 minutes today at {time of day} or is {time of day} tomorrow a better time?
2. The Follow-up Script
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Objective:
Reestablish contact, provide value, and move towards setting an appointment.
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What to keep in mind:
- Be persistent, but polite.
- Provide value by offering ideas you have in mind for their property.
- Aim for setting up another call or even a meeting.
Agent: “Hi [Homeowner’s Name], it’s [Your Name] from [Your Brokerage] again. I hope you’re doing well. I was thinking about your property at [Address] and had some new ideas on how we could attract more buyers. I’d love to share these with you and discuss how we can get your home sold quickly. Do you have some time later this week to chat?”
Pro Tip: Always follow up, even if the homeowner says they’re selling the house as For Sale By Owner (FSBO). If it hasn’t sold by your follow-up call, you might have a chance to secure the listing the second time around.
3. The Appointment Setting Script
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Objective:
Secure an in-person meeting to discuss your marketing strategies for selling their home.
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What to keep in mind:
- Be specific during this cold call and show them you’ve done your homework.
- Suggest a specific day and time, making it easier for them to say yes.
- Be flexible and offer alternative times.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I’ve been reviewing the details of your property at [Address], and I have a few tailored strategies that I believe could really make a difference in getting it sold quickly and at the best price. I’d love to meet with you to go over these ideas in detail. How does [specific day and time] work for you?”
4. The Voicemail Script
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Objective:
Leave a compelling message that encourages a callback.
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What to keep in mind:
- Keep your message brief and to the point.
- Personalize the message by mentioning the property specifically.
- Use a positive tone and clearly state your contact info.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I noticed your home at [Address] recently came off the market, and I specialize in helping homeowners like you successfully sell their properties.
I have some fresh ideas and strategies that could make a big difference. Please give me a call back at [Your Phone Number] when you have a moment. I look forward to speaking with you soon. Have a great day!”
5. The Text Message Script
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Objective:
To use an expired listing script to make initial contact by text message in a clear and engaging way.
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What to keep in mind:
- Make it personal and feel less spammy.
- Make it clear who you are and the brokerage you work for.
- Keep it short and ask to chat.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I noticed your home at [Address] recently came off the market. I specialize in helping homeowners like you get their properties sold quickly and for the best price. I have some fresh ideas and strategies that could really make a difference. Would you be open to a quick chat to discuss how we can get your home sold? Thanks!”
6. The Email Script
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Objective:
Engage with the homeowner through expired listings scripts to provide valuable insights and a call to action.
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What to keep in mind:
- The subject line should grab their attention.
- Be sure they know you have new strategies to discuss.
- Provide a clear call to action, asking for the next meeting or call.
Hi [Homeowner’s Name],
I hope this email finds you well. My name is [Your Name], and I’m a real estate agent with [Your Brokerage]. I noticed that your beautiful home at [Address] recently came off the market. I specialize in helping homeowners like you successfully sell their properties, and I have some fresh strategies that I believe could make a big difference.
I’d love to share these ideas with you and discuss how we can get your home sold quickly and at the best price. Are you available for a brief call or meeting this week? Please let me know a time that works for you.
Thank you for your time, and I look forward to the opportunity to work together.
Best regards,
[Signature]
7. The Door Knocking Script
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Objective:
Make a strong first impression by knocking on the door and introducing yourself.
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What to keep in mind:
- Start with a friendly introduction and mention your brokerage.
- Ask if they have time to chat now or if they’d prefer to schedule a follow-up meeting.
- Stay upbeat and positive, no matter what their reaction may be.
Agent: “Hi [Homeowner’s Name], I’m [Your Name] with [Your Brokerage]. I was in the neighborhood and noticed your home at [Address] recently came off the market. I specialize in helping homeowners like you get their properties sold quickly and at the best price.
I have some fresh ideas and strategies that I believe could really make a difference. Would you have a few minutes to chat now, or can we set up a time that works better for you to discuss how we can get your home sold?”
Pro Tip: Whether you’re using expired listings scripts or prospecting any other type of lead, it can be difficult to convert leads into clients. Try the LPMAMA technique to build rapport and increase sales.
8. The Market Analysis Script
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Objective:
Offer to provide a detailed market analysis to provide value and build trust.
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What to keep in mind:
- Mention that you have valuable insights to share.
- Make sure they know it’s important since their house didn’t sell the last time.
- Once they agree, set up a follow-up meeting right away to discuss the analysis and next steps.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I wanted to follow up with you regarding your property at [Address]. I’ve conducted a detailed market analysis and have some valuable insights on why it may not have sold and what we can do differently.
I’d love to share this information with you and discuss how we can position your home to attract more buyers. When would be a convenient time for us to meet and go over this together?”
9. The Price Adjustment Script
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Objective:
Discuss the need for a price change from the last time they listed to sell the home.
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What to keep in mind:
- Be sensitive to the homeowner’s feelings.
- Emphasize that your recommendation is based on thorough market analysis.
- Explain how a price adjustment can attract more buyers and increase the chances of a sale.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I’ve been reviewing the market data and buyer feedback on your property at [Address], and I believe we may need to consider a price adjustment to attract more interest at this time.
The current market conditions and comparable properties suggest that a slight adjustment from the last time you listed the home could make a significant difference in getting more buyers through the door. I’d love to meet with you to discuss this in detail and explain how it can help us achieve your selling goals. When would be a convenient time for us to chat?”
10. The Client Success Story Script
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Objective:
Share a success story to build trust and demonstrate your expertise.
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What to keep in mind:
- The success story should relate to their current situation.
- Be sure your story is specific.
- Express confidence in achieving similar results.
Agent: “I wanted to share a recent success story that might resonate with your situation. I recently worked with a homeowner whose property had been on the market for months without any offers. After implementing a few strategic changes, including a targeted marketing campaign and some minor staging adjustments, we were able to sell their home in just three weeks at a great price.
I believe we can achieve similar success with your property at [Address]. I’d love to discuss how we can make that happen. When would be a convenient time for us to meet to go over my strategy for your home?”
11. The Staging Consultant Script
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Objective:
Offer a consultation with a stager to help the homeowner visualize how enhancing the property’s appeal will attract more buyers.
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What to keep in mind:
- Explain the benefits of professional staging.
- Mention your consultant specifically.
- Reference a few specific staging techniques you’ve personally used that added value.
Agent: “I’ve been thinking about ways to make your property at [Address] stand out to potential buyers. One of the most effective strategies is professional staging, which can highlight your home’s best features and create a more inviting atmosphere. I work with a fantastic staging consultant who has a proven track record of helping homes sell faster and for higher prices.
Would you be interested in setting up a consultation to see how we can enhance your home’s appeal? When would be a good time for us to discuss this further?”
12. The First Meeting Script
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Objective:
Build trust, understand the homeowner’s goals, and present your marketing plan.
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What to keep in mind:
- Be sure to greet the homeowner and thank them for their time.
- Ask about their previous experience and listen to their concerns.
- Invite them to ask questions and ensure they feel comfortable.
Agent: “Hi [Homeowner’s Name], it’s great to finally meet you in person. I’m [Your Name] from [Your Brokerage], and I appreciate you taking the time to meet with me today. I’ve reviewed the details of your property at [Address], and I understand how important it is for you to sell quickly and at the best possible price.
To start, I’d love to hear about your previous experience and what you felt might have been missing. From there, I can share my comprehensive marketing plan tailored specifically for your home. This includes targeted online advertising, professional photography, staging, and open houses designed to attract serious buyers. I believe we can position your home in a way that highlights its best features and sets it apart from other listings.
We will go through this plan together and I’ll answer any questions you have. My goal is to ensure you feel confident and excited about the process moving forward. How does that sound?”
13. The Marketing Plan Presentation Script
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Objective:
Present a detailed marketing plan tailored to the homeowner and secure the listing.
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What to keep in mind:
- Be sure to provide a clear, step-by-step marketing plan.
- Highlight how each part of your plan will attract buyers.
- Invite questions and provide detailed answers.
Agent: “Hi [Homeowner’s Name], thank you for meeting with me today. I’m [Your Name] from [Your Brokerage], and I’m excited to share my comprehensive marketing plan for your property at [Address].
First, I want to assure you that I’ve carefully analyzed the local market and reviewed what happened during your previous listing. My goal is to create a strategy that highlights your home’s unique features and reaches the right buyers.
[Provide overview of marketing plan – include the below items that are part of your plan]
- Professional Photography and Videography: High-quality images and a virtual tour to showcase your home beautifully online.
- Staging Consultation: Partnering with a top-notch staging consultant to make your home look its best.
- Online Advertising: Targeted ads on major real estate websites, social media platforms, and Google to reach potential buyers.
- Email Marketing: Sending out professionally designed emails to my database of buyers and local real estate agents.
- Open Houses and Private Showings: Coordinating open houses and private showings to attract serious buyers.
- Print Marketing: High-quality brochures and postcards to be distributed in the neighborhood and at key locations.
- MLS and Syndication: Ensuring your listing appears on the Multiple Listing Service (MLS) and is syndicated to all major real estate websites.
Each of these elements is designed to maximize exposure and attract serious buyers. I’m confident that with this approach, we can generate a lot of interest and get your home sold quickly and for the best price.
Do you have any questions or specific concerns about the marketing plan? I’m here to address them and make sure you feel confident moving forward.”
14. The Reengagement Script
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Objective:
Reconnect with the homeowner to reignite their interest in selling and offer new strategies.
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What to keep in mind:
- Show you understand and respect their decision to step back from the market.
- Mention new market trends that would be beneficial to selling their home now.
- Be sure to have fresh ideas to share.
Agent: “Hi [Homeowner’s Name], this is [Your Name] from [Your Brokerage]. I hope you’re doing well. I wanted to touch base with you regarding your property at [Address]. I know you took a break from the market, and I completely understand. Sometimes, stepping back can provide a fresh perspective.
I’ve been keeping an eye on the market, and there have been some exciting changes and new trends that could work in your favor. I have a few new strategies and marketing ideas that I believe could make a big difference in getting your home sold quickly and for a great price.
Would you be interested in meeting to discuss these new opportunities? I’d love to help you achieve your home selling goals. When would be a convenient time for us to chat?”
15. The Closing the Deal Script
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Objective:
Secure the homeowner’s commitment to list their property with you.
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What to keep in mind:
- This is your opportunity to get a listing agreement signed—ask for the listing.
- Be sure to have the paperwork ready to be signed.
- Show confidence in your marketing plan and get them excited to get their home sold.
“Hi [Homeowner’s Name], it’s been great discussing your property at [Address] and exploring how we can achieve your selling goals. I believe that with the detailed marketing plan we’ve outlined and the tailored strategies we’ve discussed, we have a strong path forward to getting your home sold quickly and at the best possible price.
I’m confident that my approach will deliver the results you’re looking for. Are you ready to move forward and get your home back on the market? I have all the paperwork ready, and we can get started right away. When would be a good time for us to finalize the details?”
“Or if it’s easier, I can have the paperwork sent over to you electronically!”
Expired Listing Tips & Best Practices
Turning expired listings into successful sales requires a smart approach. Following these tips will boost your success whale using expired listing scripts. Every homeowner’s situation is different, so customize your approach to fit their needs. If you do your research, personalize your communication, and build trust, you’ll be turning expired listings into sales in no time. Here are some top tips to help you make the most out of these opportunities:
Tip 1: Do Your Research
Tip 1: Do Your ResearchBefore reaching out, gather as much information as possible about the property and its previous listing. Understand why it may not have sold, such as pricing issues, inadequate marketing, or market conditions.
Best Practices:
- Review the MLS listing for photos, descriptions, and pricing history.
- Analyze market trends in the neighborhood.
- Check out the competition and what similar homes have sold for recently.
Tip 2: Personalize Your Communication
Personalization is key when contacting homeowners with expired listings. Generic messages can come off as insincere and ineffective.
Best Practices:
- Address the homeowner by name.
- Reference specific details about their property.
- Mention any unique selling points or potential improvements.
Tip 3: Use Multiple Methods of Contact
Don’t rely solely on one method of communication. Different homeowners may respond better to different approaches.
Best Practices:
- Start with a phone call to make a personal connection.
- Follow up with an email that includes valuable information like a simple market analysis.
- Consider sending a handwritten note or a postcard for a personal touch.
Tip 4: Highlight Your Expertise & Success
Homeowners need to feel confident that you can achieve what their previous agent could not. Highlight your expertise and past successes.
Best Practices:
- Share client success stories from satisfied clients.
- Provide statistics on your success rate with similar properties.
- Explain your marketing strategy and how it differs from what they experienced before.
Tip 5: Focus on Building Trust
Trust is critical in real estate transactions, especially for homeowners who have had a negative experience.
Best Practices:
- Actively listen and empathize with their frustrations.
- Be transparent about what may have gone wrong previously and how you plan to do things differently.
- Follow through on any promises or commitments you make to the homeowner.
Tip 6: Use No-pressure Strategies
A no-pressure consultation can help homeowners feel more comfortable and willing to engage with you.
Best Practices:
- Provide a detailed, no-obligation market analysis.
- Offer to discuss potential improvements or staging ideas.
- Be prepared to answer any questions they might have about the selling process.
Tip 7: Be Persistent—but Respectful
Persistence shows your commitment, but it’s important to strike the right balance to avoid being perceived as pushy. Handle objections as they come, but also be mindful of their previous experiences with real estate agents.
Best Practices:
- Set a follow-up schedule and stick to it.
- Respect their space if they ask for time to think things over.
- Send occasional updates or valuable information without overwhelming them.
Tip 8: Leverage Technology
Make technology your new best friend. It makes your work easier and interactions smoother.
Best Practices:
- Use a CRM system to track your interactions and follow-ups.
- Implement virtual tours or digital marketing tools to showcase their property.
- Use data analytics to provide insights and market trends.
Wise Agent CRM makes managing contacts and following up with leads easy-peasy! It keeps track of all your interactions, sets reminders, and automates follow-up tasks, so you never miss a beat. With Wise Agent, you’ll stay organized and ready to turn more leads into happy clients.
Frequently Asked Questions (FAQs)
Do expired listing letters work?
Absolutely, expired listing letters can work, but the key is personalization. Homeowners who’ve had their listings expire are often frustrated and looking for a fresh approach—so they may not respond to a letter. However, a well-written letter that addresses their specific concerns, offers insights into why their home didn’t sell, and highlights your unique strategies can grab their attention and build trust. It’s about showing empathy, providing value, and standing out from the generic pitches they might have already received. Don’t forget to close your letter with a call to action, or else the letter will likely find its way to the trash can.
How do you market an expired listing?
Marketing an expired listing starts with understanding why it didn’t sell in the first place. Once you’ve got that figured out, you can tailor a new strategy. This might include professional photography, staging, and creating compelling online and print advertisements. Leveraging social media and targeted online ads can also increase visibility. Hosting open houses and virtual tours are great ways to attract potential buyers. The goal is to reintroduce the property to the market with a fresh, appealing approach that corrects any past issues.
What happens when listings expire?
When listings expire, it means the home didn’t sell within the agreed-upon timeframe. This can be disheartening for homeowners, but it’s also an opportunity for a fresh start. If an agent can get them to reevaluate their pricing strategy or condition of the property, it just might sell. Expired listings present a chance for new agents to step in with new ideas and strategies to get the home sold.
Bringing It All Together
Expired listings are a goldmine for agents ready to put in the work. Cold-calling is not easy or comfortable if you’re not used to doing it. By using these expired listing scripts, you can build trust, offer real value, and win new clients. The secret sauce? A mix of empathy, persistence, and professionalism.
What are your favorite expired listing scripts? Let us know in the comments. We love sharing success stories and awesome tools with other agents! Good luck and happy selling!
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