Expired listing script: what to say, objections and FSBO calls
Adoptiv Team··4 min read
Short answer
A good expired listing script starts by acknowledging that the seller's home didn't sell and they're probably getting a lot of calls. Then ask what they think went wrong and whether they still want to move, before you pitch anything. The goal of the first call is a short meeting, not a signed listing. Call early, because the first few agents get the conversations.
The morning a listing expires, the seller's phone starts ringing. Many of those agents open the same way: "I saw your home didn't sell, I can sell it." The seller has heard it five times by 9 am. The agent who gets the meeting is usually the one who listens first.
Before you call
Look at the old listing. Price history, days on market, photos and description. You'll want one specific, honest observation.
Check the number. Many expired sellers' numbers are on the Do Not Call list. Screen before you dial, every time.
Know their motivation if you can. A relocation, a growing family, a downsize. It changes the conversation.
The expired listing script
Notice what the script doesn't do: blame the last agent, promise a price, or ask for the listing on the first call.
Questions that move the call forward
"Where were you planning to move when it sold?"
"Is that still the plan, and is there a date you're working to?"
"What do you think got in the way of it selling?"
"What would you need to see from the next agent?"
"Who else is part of the decision?"
Objection handlers
They say
Try
"You're the tenth agent to call."
"I believe it. I won't keep you. Just one question: are you still planning to move?"
"We're relisting with the same agent."
"Good to hear you've got a plan. If anything changes, would you mind if I sent you a short note on what I'd suggest?"
"We're taking it off the market."
"Understood. Is that for good, or for a while? I'd be glad to check back when timing's better."
"Your commission's too high."
"Fair question. What matters most is what you take home. Can I show you how I'd get there before we talk fees?"
"Just tell me what it's worth."
"I'd rather not guess on the phone. Twenty minutes in person and I'll give you a real number and how I got it."
"Don't call me again."
"Of course. I'll take you off my list now." Then do it.
Try it on your own numbers. Adoptiv puts the dialer, the phone system and the CRM in one tool. Fourteen days free, with the AI switched on.
Upload your expired and FSBO lists. Compliance screening checks every number against the federal Do Not Call list, known litigators and your office's own list before each dial, and an opt-out recorded once is honored by every agent in the office. Smart caller ID picks the number each seller is most likely to answer. To find your call list for the day, natural-language filtering turns "expireds in 85251 not called this week" into a filter. Expired and FSBO calling runs on Dialer Plus. More on our real estate page.
Common questions
What do you say when calling an expired listing?+
Introduce yourself, acknowledge that their home didn't sell and they're likely getting many calls, ask if they still want to move, and ask what they think went wrong before you suggest anything.
When should you call expired listings?+
The morning the listing expires, within normal calling hours in the seller's time zone. The first few agents to call get most of the conversations.
How do you handle "you're the tenth agent to call"?+
Agree, keep it short, and ask one useful question, such as whether they still plan to move. Don't pitch until they've answered.
Do expired listings have to be checked against the Do Not Call list?+
Screening every number before you dial is the safe habit, and many expired sellers' numbers are on the list. Ask your broker or counsel about the rules for your calls.
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