Let’s face it. Most newer real estate agents shudder at the idea of cold-calling expired listings to find new business. However, as any experienced real estate agent will tell you, great expired listing scripts and well-practiced objection handlers are worth their weight in gold.
The biggest secret to winning over expired listings is to show confidence in your ability and enthusiasm to help homeowners sell their listings. Scripts can help you find that confidence by creating a framework for what to say in different scenarios. You can use the scripts and objection handlers we present here to role-play with other agents and get comfortable no matter what the situation.
And once you master this skill, you’ll have an endless supply of eager sellers who will be dedicated to you for life. To help you lock in your position as their forever real estate agent, check out these expired listing scripts and objection handlers.
1. Expired Listing Introduction Script
Agent: Hi, this is {your name}, and I wanted to know if your home is still for sale.
Scenario #1
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?
Scenario #2
Homeowner: No, it’s not for sale.
Agent: Oh, did you sell your house?
Homeowner: Yes, I already sold my house.
Agent: Congratulations! Did you find a new home to move into?
Scenario #3
Homeowner: We decided not to sell after all.
Agent: I see. Well, if you were to have sold, where would you be moving?
Wait for response.
That sounds nice! Just one more question: If we brought you an offer today for a price acceptable to you, would you consider it?
Homeowner: Yes.
Agent: That’s great news! So it sounds like you still have a desire to sell?
Wait for response.
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?
Why This Script Works
First of all, this script gets right to the point. Most people, myself included, can instantly tell when they’re being sold over the phone. That means waffling around with phony small talk will probably ruin your chances fast. You’re a salesperson. Own it!
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2. The Disarming Script
Agent: Hi, I’m not sure if you can help me, I’m actually calling about {property address}.
Homeowner: How can I help you?
Agent: I was calling to see if the property was still listed by {former listing agent’s name}?
Homeowner: No, we took it off the market.
Agent: 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?
Homeowner: 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.
Agent: I completely understand that. Let me just ask you, if the property had sold, where would you have moved next?
Why This Script Works
Asking for help right at the start instantly puts the homeowner in the driver’s seat of the conversation. While that might seem counterproductive, it’s actually a clever way to quickly build rapport with a stranger. In psychology, this is known as the Ben Franklin Effect. Asking a stranger for a favor, no matter how small, generally tends to make them like you more.
7 Proven Real Estate Cold Calling Scripts for Fearless Lead Gen
3. The Conversation Starter
Kevin Ward, Founder, YesMasters.com
If you’ve been in real estate long enough, you’re bound to have learned a few things from Kevin Ward. I’ve used his strategies and scripts for years, including his scripts for expired listing calls. Watch how naturally Kevin guides the prospect through a conversation in this video. It’s purely masterful.
Why This Script Works
Kevin’s expired script forms the backbone of most scripts you’ll come across. Once you hear it, you’ll quickly see why it’s so popular. It’s very conversational, it focuses on asking questions rather than selling while still controlling the conversation, and it slowly leads the seller into accepting an appointment.
REDX Review: Pricing, Features, Pros & Cons
4. The Straight-forward Approach Script
Agent: Hi, I noticed your home is no longer listed for sale. I was just curious: When are you planning on interviewing for the right agent to sell your home?
Wait for response.
Why This Script Works
It may not sound like it, but this is actually an open-ended question to get potential sellers to open up and talk about their home. Did you miss it? Read the script again. Note how it asks when they are planning on interviewing the right agent for their home.
7 Voicemail Scripts for Expired Listings
Since the homeowners you call will inevitably have lives, chances are you won’t get a real person on the phone every time you call an expired listing. Some agents hang up when they get sent to voicemail, but smart ones recognize the voicemail box as an opportunity. So the next time you get voicemail, here are seven quick and easy voicemail scripts to try on expireds.
- Hi, this is {your name} and I’m calling about the house you had for sale at {listing address}. You can reach me at {your cell phone number}.
- Hi, this is {your name} from {your brokerage}. I noticed something unusual about the listing you had for sale on the MLS at {listing address}. Can you call me back at {your cell phone number} to talk about it?
- Hi {seller first name}, this is {your name} from {your brokerage}. I’m just calling to offer you a few free ideas to get your listing sold for a great price. The market has changed a lot since {when the listing first went up} and I have a strategy to take advantage of it. You can reach me at {your cell phone number}.
- Hi {seller name}. I know you’re probably getting a ton of these calls, but I just wanted to let you know I’ve been watching your listing at {their address} for {duration the listing was active} and I wanted to tell you about {number} missed opportunities to sell that your previous agent missed. You can reach me at {your phone number}.
- Hi, I’m calling about your listing in the MLS that was just taken off the market. I’d love to walk you through my {number}-point home marketing plan that has led to {number} of my listings just like yours selling for over asking price this year. You can reach me at {your cell number}.
- Hi {seller name}. This is {your name} from {your brokerage} and I wanted to offer you a chance to ask my team any questions you might have about getting your home sold over asking this year. You can reach me at {your cell phone number}.
- Hi, this is {your name} and I am really surprised your listing at {their address} didn’t sell for over asking in this market. If you have five minutes I’d love to walk you through my {number}-point marketing plan that I know can get your home sold quickly and for top dollar. You can reach me at {your cell phone number}.
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Strategies + Objection Handlers
Now that you’ve seen some great examples of how to guide the conversation and get those listings, let’s dive into the hardest part of cold calling: dealing with the inevitable objections from your leads.
Strategies to Break Down Barriers
Before we get to the scripts, let’s look at some general objection strategies for expired listings:
- Understand where they’re coming from: Listen to what they say and pay attention to their feelings. Empathize with how they feel.
- Repeat and affirm: Let them know you’re hearing them, which also gives you time to think.
- Ask questions about what they want, and offer solutions: Direct the conversation to how you can help them solve their problem.
- Don’t give up: You’re a problem-solver. Do your homework so you’re prepared with specific action steps to help them achieve their goal.
15 Expired Objection Handlers to Build Your Confidence
1. Scenario: House Not Ready
Homeowner: We aren’t quite ready yet; we need to finish a couple of projects around the house before we put it on the market.
Agent: I agree that making sure the house is up to par is essential, but you probably don’t realize how little effect it will have on securing a buyer.
Let’s get your home listed as a “coming soon.” That way, I can get some feedback from top brokers who know what the standard is in this market. Then you’ll have a much clearer picture of what needs to be done and what projects you can skip. The last thing you want is to spend more than you need to before you sell. I can get it up on the market by tomorrow and get the ball rolling by tomorrow!
2. Scenario: We’re Not Putting It Back on the Market
Homeowner: We’re not putting our house back on the market right now.
Agent: I can appreciate that. But let me ask you a quick question: If there were a buyer for your home—the perfect, non-contingent, pre-approved buyer who would pay your asking price and close in 30 days—would you reconsider selling the home?
3. Scenario: Selling to Zillow (or Any Other iBuyer)
Homeowner: We’ve decided to skip the headache, sell to Zillow, and be done.
Agent: I want to make sure I hear you. It sounds like you are OK with paying a commission to Zillow, but you’re looking to save time and not have to deal with the hassle of listing. Is that correct?
Wait for the homeowner to agree.
I get it: You just want to sell your home. And that’s exactly what I want for you too. My concern, though, is that you’re going to limit the exposure that’s going to get your home in front of the right buyer who will pay you the most, in the shortest time possible, with the least amount of stress. Not to mention you’ll definitely sell for under your home’s actual value.
4. Scenario: I Need to Talk to My Spouse First
Homeowner: I don’t want to agree to anything before I talk to my spouse.
Agent: Of course not; I’m the same. Why don’t we do this: Let’s pencil in an appointment for {day of the week} at {time} or {alternate time} on {alternate day}, and if your spouse isn’t OK with it, we can find a time that works for everyone. But this way, we’ll already have it on the calendar before we all get too busy.
5. Scenario: We’re Re-listing With the Same Agent
In this situation, you want to stay positive, then ask if they’ve signed a contract yet. If they have, wish them luck and offer your services in the future for advice or for referrals. If they haven’t, then go into this objection handler:
Homeowner: We’re going to re-list with our same agent.
Agent: OK, I completely understand that. Can I ask you a question, though? Why do you think you’ll get a different result doing the same thing? What is your agent planning on doing differently this time?
Wait for response.
I get it. They seem really nice. But here’s an idea. If you have 15 minutes, I’d love to offer you a second opinion on selling your home for more money and less stress.
6. Scenario: We’re Going to Wait to List Again
Most scripts have you go over the seller’s motivations for moving near the beginning of your conversation, so reminding them of that can help overcome this objection.
Homeowner: We’re going to wait until {spring/summer/fall} to list the house again when the market is better.
Agent: I get that. But didn’t you say you wanted to be in {their next destination} by {month or season they specified}? If that’s still your goal, there are several opportunities your agent missed to get your home sold that we can discuss.
How about this: I’ll come by and check out your home, discuss some options with you, and we can go from there. How does {day} at {time} work for you? Or would {day} at {time} work better?
7. Scenario: Can You Discount Your Commission?
Homeowner: Can you discount your commission? We’re trying to save as much money as possible.
Agent: I understand that commissions can seem like a lot, especially when you’re looking to save money. I know I was caught off-guard recently when I saw how much {housing-related cost you recently paid} costs these days. But one thing to consider is that discount agents discount their services for a reason.
Or:
Sorry, no. I’m worth full price, and honestly, I would be concerned with a cut-rate broker. Why are they offering discounts?
Or:
If I could get you a price for your home that would justify my commission, would that change your mind? I’m willing to bet that I can sell your home at a price that would cover my commission and get you the profit margin you’re looking for. Are you with me?
8. Scenario: I’ve Never Heard of Your Brokerage
Homeowner: I’ve never heard of your brokerage before.
Agent: I hear you. We’re a smaller boutique brokerage with an emphasis on customer service that’s above and beyond. Our broker has a proven track record in the area and {s/he} started our brokerage to focus on treating clients like family. {S/he} also spends a lot of time training new agents to be successful. If you’d like, I’d love for you to come by our office for a coffee and to meet our amazing team.
Or:
I understand that could be a concern. But we’re a new company dedicated to treating our customers with the respect they deserve. While we’ve only been around for {number} years, we close more than {number} transactions per year and have tons of glowing reviews on Realtor.com, Google, and Zillow, which I would be happy to send you. What would be the best way for me to get that to you?
9. Scenario: I Don’t Like Your Brokerage
Homeowner: I don’t like your brokerage.
Agent: I’m sorry you had a bad experience with one of our agents. But let me explain something that a lot of homeowners don’t realize: All real estate agents are independent contractors. My managing broker has almost no involvement in how I market or sell your home. It’s entirely on me. I would be happy to personally go over some testimonials from previous clients when we meet on {day of the week}.
10. Scenario: The Last Agent Said They Could Sell It for More
Homeowner: The last agent I talked to said they could sell my house for more than what you’re saying.
Agent: I understand you’re looking to get the best price possible here, but you should understand that valuing a home is not a simple process. Some agents offer the world in order to get their foot in the door.
Homeowner: Well, I know what my own home is worth.
Agent: Hey, I hear you. You want the best price possible for your home since you put so much into it. That said, pricing your home too high will mean more time on the market, which will mean the home will appear to have problems to every new buyer who sees it. And the longer it sits on the market, the worse it will get.
Also, you may be cutting out an entire price range of buyers. Most people search within a specific price range. If your home is priced over ${number}, then people searching in the ${number} range may never even see it. Instead of alienating potential buyers and keeping the home on the market forever, we can price it properly to begin with, and you’ll get more, and ideally, better offers.
11. Scenario: Why Didn’t You Sell My House Before?
Here’s another video script from Kevin Ward of YesMasters. I love the way he talks about getting into the seller’s head to understand this objection before trying to overcome it. When a seller throws out this specific objection, it comes from a place of frustration.
Many sellers don’t understand what we as real estate agents do—they think all Realtors should be selling all the houses on the market. We know that’s not our reality, but it’s difficult to explain that to a frustrated seller. Kevin articulates beautifully in this video the best way to get that seller back on the hook to become your new client.
Get all of Kevin’s free scripts here.
12. Scenario: How Are You Any Different From My Last Agent?
Homeowner: What are you going to do to sell my home that my other agent didn’t do? What makes you different from all the other agents?
Agent: I’m glad you asked! I have a {number}-step marketing plan I will tailor to your property. It takes me about 15 minutes to go over it in detail, and some of it will depend on your house and what you want as my client. Are you free {day of the week} at {time} or would you prefer {alternate day} at {alternate time} for a walk-through?
The Ultimate Real Estate Listing Marketing Plan (PDF Checklist)
13. Scenario: You’re the 50th Agent Who Called Today!!
This is a common complaint from your expired leads because—and you know as well as I do—as soon as that expired hit your inbox, it also pinged every other agent in town. But don’t let the homeowner’s anger and frustration deter you.
The secret is to empathize with them to break down those barriers before you get into the rest of your script. And remember, they’re probably exaggerating how many agents have contacted them, so take what they say with a tiny grain of salt.
Homeowner: You’re the 50th agent who’s called me today!
Agent: Oh, wow! I can understand how frustrating and overwhelming that must be for you. But I would love the chance to show you how I’m different. I have a {number}-step marketing plan I will tailor to your property. It only takes me around 15 minutes to go over in detail, and of course, some of it will depend on your house and what you want as my client. Are you free {day of the week} at {time} or would you prefer {alternate day} at {alternate time} for a walk-through?
14. Scenario: Already Have a New Agent
Homeowner: We have already selected another agent.
Agent: Great! Have you signed the listing contract yet?
If they say no, continue with the following.
If you were to get surgery, you would get a second opinion, right? Well, this isn’t surgery, but it could be just as crucial to your wallet.
Let’s do this: I will come to meet you in person and tour the property. I will show you what I do to get homes sold, and I may share something you can use even if you decide to stay with the same agent. Fair enough?
15. Scenario: Do You Have a Buyer?
Homeowner: If you have a full-price offer, we will look at it. Do you have a buyer?
Agent: My marketing is always bringing new buyers. In fact, we have a database of active buyers looking for homes right now. Yours could be the perfect match for one of them.
Let’s do this: I will come tour your home to see if the features of the property match the criteria of any of our current buyers.
Over to You: What’s Your Favorite Expired Listing Script?
What are your favorite expired listing scripts and objection handlers? Let us know in the comments. We love sharing success stories and awesome tools with other agents!
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