Expired Listing Follow-Up Scripts Script
Scripts for contacting homeowners whose listings have expired without selling. Expired listings represent motivated sellers who need a new approach. These scripts help you empathize with their frustration, diagnose what went wrong, and position yourself as the solution.
The Empathetic Approach
Script 1 of 2You are calling a homeowner whose listing expired yesterday or within the past week.
Hi [Homeowner Name], this is [Agent Name] with [Brokerage]. I noticed that your home at [Address] was recently on the market and the listing has expired. I know that can be frustrating, and I'm not calling to pile on. I'm reaching out because I specialize in selling homes that didn't sell the first time around, and I'd love to understand what happened. Would you mind sharing your experience? [Listen carefully.] Thank you for sharing that. Based on what you're telling me, it sounds like [diagnose the issue: pricing, marketing, exposure, agent communication]. Here's what I would do differently. First, I would reposition the marketing entirely with professional photography and virtual staging — which creates stunning listing photos that make buyers stop scrolling and start booking showings. Homes with professionally staged photos get 3 to 5 times more online views. Second, I would [address specific issue: adjust pricing strategy, increase digital advertising, improve showing accessibility]. Would you be open to a 15-minute meeting where I can show you exactly how I would market your home?
The Data-Driven Approach
Script 2 of 2You have researched the expired listing and identified specific reasons it may not have sold.
Hi [Homeowner Name], this is [Agent Name] with [Brokerage]. I wanted to reach out about your home at [Address]. I took a close look at your listing and the current market data, and I think I can see why the home didn't sell. During the time your home was listed, [X] comparable homes sold in your area at an average price of [Price]. Your home was listed at [Price], which was [X%] above the sold comparables. Additionally, I noticed that the listing photos might not have been doing your home justice — the rooms appeared [empty/dark/cluttered], which can significantly reduce buyer interest online. Here's my proposal: I would relist your home at a strategically competitive price of [Price], pair it with professional photography and virtual staging to make every room look incredible, and launch a targeted digital marketing campaign to a fresh audience of buyers. I have a strong track record of selling homes that expired with other agents. Can we schedule a time to discuss this?
Pro Tips
Contact expired listings within 24 hours — the homeowner is already talking to other agents, so speed matters.
Research the listing before calling: review the photos, price history, days on market, and any price reductions.
Lead with empathy, not criticism. Never badmouth the previous agent — focus on what you would do differently.
Have before-and-after virtual staging examples ready to show how dramatically better photos can transform a listing.
Offer a specific, actionable plan — not just "I'll work harder." Homeowners want to hear a concrete strategy.
Pair Scripts with Stunning Photos
Virtual staging transforms empty rooms into beautiful listings. Combine powerful scripts with professional-looking photos for maximum impact.
About Expired Listing Follow-Up Scripts
An expired listing is more than just a missed opportunity for another agent; it’s a second chance for you. These homeowners are often frustrated, disappointed, and actively seeking a solution. Mastering the real estate listing expired follow up script is crucial for capitalizing on these situations, turning potential losses into significant gains. This isn't about using a generic, cookie-cutter approach; it's about understanding the homeowner's unique pain points and offering a tailored solution that resonates with their specific needs and concerns. Think of it as being a consultant rather than a salesperson – someone who genuinely cares about helping them achieve their real estate goals.
Now, let's delve into the psychology behind why this particular real estate listing expired follow up script works. At its core, it taps into the homeowner's unmet expectations and lingering anxieties. They've already gone through the emotional rollercoaster of preparing their home, anticipating a sale, and ultimately facing disappointment. The key is to acknowledge their frustration and position yourself as the agent who understands where the previous attempt went wrong, offering a fresh perspective and a proven strategy for success. This approach creates a sense of trust and demonstrates that you're not just another agent looking for a listing, but a problem-solver dedicated to achieving their desired outcome. Understand that homeowners are making a major decision, and the right approach, with the correct real estate scripts, is key to having them see you as the right partner.
Regarding perfect delivery, it's essential to remember that tone and pacing are just as important as the words you use. A monotone voice can kill even the most well-crafted real estate scripts. Instead, aim for a conversational tone that conveys empathy and confidence. Vary your pace to emphasize key points, and don't be afraid to pause strategically to allow the homeowner to process the information. Your opening line should immediately grab their attention and pique their curiosity. For example, instead of a generic greeting, try something like, "Mrs. Johnson, I noticed your listing recently expired on Zillow, and I wanted to reach out because I have some specific ideas on how we can get your home sold quickly and for top dollar." The transition should smoothly guide the conversation towards your unique value proposition and how you can help them achieve a different outcome.
Specifically, customizing this real estate listing expired follow up script is paramount to its effectiveness. Consider the personality type of the homeowner. Are they analytical and data-driven? Then, focus on presenting concrete evidence of your past success, such as market reports and comparable sales data. Are they more expressive and relationship-oriented? Then, emphasize your communication skills and your commitment to keeping them informed throughout the process. Different price points and market conditions require different strategies as well. A luxury home in Beverly Hills will require a different approach than a starter home in Des Moines. Adapt your language and your value proposition to resonate with the specific circumstances of each individual situation.
Finally, let's address objection handling. When using a listing expired follow up script for realtors, you will inevitably encounter resistance. One common objection is, "We're thinking of taking our home off the market." A skillful response would be, "I understand. Many homeowners feel that way after a listing expires. Before you make that decision, may I share a couple of insights I've gained from successfully selling other homes in your neighborhood that were previously listed with other agents? It might give you a different perspective." Turn objections into opportunities to showcase your expertise and demonstrate your value. The follow-up system is equally critical. After the initial conversation, send a personalized email summarizing the key points you discussed and reiterating your commitment to helping them achieve their real estate goals. Follow up with a phone call a few days later to answer any questions they may have and move the conversation forward. The key is to stay top-of-mind without being pushy or aggressive.
Script Usage Tips
Opening Hook
Your opening sentence MUST break through the noise. Don't start with a generic greeting. Instead, acknowledge their expired listing directly and offer a specific benefit. For example, "Mr. Davis, I saw your house at 123 Oak Street didn't sell, and I've identified three key areas we can improve to attract buyers quickly." This shows you've done your homework and are ready to offer solutions, not just empty promises. This is the foundation of a strong real estate listing expired follow up script.
Tone Calibration
Avoid sounding like you're reading from a script. Instead, practice the script until it feels natural and conversational. Vary your tone and pacing to emphasize key points and create a sense of urgency without being pushy. A slight upward inflection at the end of a question can make you sound more engaging and approachable. Remember, empathy and genuine concern are crucial for building trust.
Objection Bridge
When a homeowner says, "We're going to relist with our previous agent," don't argue or try to convince them otherwise. Instead, acknowledge their loyalty and then bridge to your value proposition. Try saying, "I understand you have a relationship with your previous agent. Out of curiosity, would you be open to a complimentary second opinion on their marketing strategy? It never hurts to have another perspective." This positions you as a helpful advisor, not a competitor.
Follow-Up Sequence
Don't rely on a single phone call. Implement a multi-touch follow-up sequence. After the initial call, send a personalized email with a market report and testimonials from satisfied clients. Follow up with a handwritten note expressing your appreciation for their time. And finally, make a second phone call a week later to address any remaining questions and schedule a listing presentation. Persistence, combined with value, is key.
Practice Method
The best way to master this real estate listing expired follow up script is through role-playing. Partner with another agent and take turns playing the role of the homeowner and the agent. Focus on delivering the script naturally and responding to common objections. Record yourself practicing and review the recording to identify areas for improvement. This helps you internalize the script and build confidence in your delivery.
Frequently Asked Questions
How do I find expired listings in my area?
Your MLS has an expired listing search function. Set up daily alerts for new expirations in your farm area. Services like RedX, ESPRESSO Agent, and Vulcan7 also provide expired listing data with contact information. Check listings daily because the first agent to call often wins.
What are the main reasons listings expire?
The top reasons are overpricing (number one by far), poor quality listing photos, inadequate marketing, limited showing availability, and condition issues that were not addressed. When you identify the specific reason for a particular expiration, you can tailor your pitch to address that exact problem.
How do I differentiate myself from other agents calling expired listings?
Most agents calling expireds lead with "I can sell your home." Instead, lead with diagnosis and empathy. Show the homeowner you have researched their specific listing. Bring virtual staging examples showing how you would transform their listing photos. Provide a written marketing plan, not just a verbal pitch.