Expired listings represent one of the highest-converting lead sources in real estate. These homeowners have already made the decision to sell. They have already gone through the process of preparing their home, signing a listing agreement, and waiting for a buyer.

And it did not work.

They are frustrated, disappointed, and often skeptical of agents. But they still want to sell. That is your opportunity.

Understanding the Expired Listing Mindset

Before you pick up the phone, understand what these homeowners are feeling:

Frustration — They did everything their agent told them to do and it did not work
Skepticism — They are wary of agents making promises
Urgency — They still need to sell, often more urgently than before
Defensiveness — They expect you to criticize their previous agent

The worst thing you can do is bash their previous agent or make big promises. The best thing you can do is listen, empathize, and offer a fresh perspective.

When to Call

Timing matters with expired listings:

Day 1 (the day it expires): You will have the most competition but also the most urgency. Call early in the morning.
Days 2-3: Still warm. Many agents give up after day one.
Days 4-7: Less competition, but the homeowner may be taking a break.
Days 14-30: The "second wave." Many homeowners who said they needed a break are now ready to re-engage.

The agents who win expired listings are the ones who follow up consistently over days and weeks, not just on day one.

The Opening Script

"Hi [Name], this is [Your Name] with [Brokerage]. I know your home was just on the market and I am sure you are getting a lot of calls right now, so I will be brief. I am not calling to tell you what your last agent did wrong. I am calling because I have been studying the homes that ARE selling in your area, and I noticed something interesting about your neighborhood. Would you have two minutes for me to share what I found?"

Why This Works

You acknowledged they are getting bombarded with calls
You promised to be brief
You did NOT criticize their previous agent
You offered a specific insight, not a generic pitch

Building the Conversation

Once they engage, ask questions:

"What do you think was the biggest challenge in selling your home?"
"Were you getting showings but no offers, or was traffic the issue?"
"If you could change one thing about how your home was marketed, what would it be?"

Listen to their answers. They will tell you exactly what went wrong and what they need from their next agent.

The Value Proposition

After listening, present your approach:

"Based on what you have told me, here is what I would do differently. First, [specific strategy addressing their concern]. Second, [specific marketing approach]. I have been tracking the homes that have sold in your area over the last 60 days, and the ones that sold fastest all had [specific factor] in common. I would love to show you how we can position your home to be one of those success stories."

The Follow-Up System

Most expired listings are not won on the first call. They are won through consistent, value-driven follow-up:

Day 1: Initial call + send a personalized CMA via email or text Day 3: Follow up with a market update specific to their neighborhood Day 7: Send a case study of a similar home you sold successfully Day 14: Check in with a new piece of market data Day 21: Offer a no-obligation home evaluation

Each touchpoint should provide genuine value, not just "checking in."

Common Objections and Responses

"I am taking a break from selling."

"I completely understand. When you are ready to revisit it, would it be okay if I sent you a monthly market update so you can keep an eye on things?"

"I am going to try another agent."

"That makes sense. Before you decide, would it be helpful to see how my marketing approach differs? I would hate for you to go through the same experience twice."

"I am going to try selling it myself."

"I respect that. A lot of my clients started that way. If you would like, I can send you a guide on maximizing your FSBO listing. And if you ever want a second opinion on pricing, I am happy to help."

"Your commission is too high."

"I hear you. Here is how I think about it — the homes I list sell for an average of [X]% more than the area average. Even after my commission, my sellers typically net more than they would with a discount agent or on their own."

The Numbers

Here is why expired listings are worth your time:

Over 60% of expired listings re-list within 90 days
Homeowners who re-list are more likely to price correctly the second time
The conversion rate for consistent follow-up on expireds is significantly higher than cold leads
Most agents stop calling after day one, so persistence is your competitive advantage

Practice Your Delivery

Expired listing calls require a specific tone. You need to sound:

Empathetic — not salesy
Confident — not desperate
Knowledgeable — not generic
Patient — not pushy

The only way to nail this tone is practice. Roleplay these scenarios until your delivery feels natural and conversational.

Key Takeaways

Never bash the previous agent
Lead with a specific insight, not a generic pitch
Listen more than you talk
Follow up consistently with value-driven touchpoints
Be patient — most conversions happen after multiple contacts
Practice your delivery until it sounds natural

Expired listings are not just leads. They are motivated sellers who need the right agent to help them succeed. Be that agent.

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Expired Listing Prospecting: The Complete Guide to Converting Frustrated Sellers