Calling homeowners with expired listings can feel intimidating. Many agents avoid it. But with the right approach, you can turn these leads into appointments and new clients. This guide will show you how to call expired listings with confidence and get results.

Why Your Mindset Matters

Before you pick up the phone, it is important to have the right mindset. The homeowners you are calling are likely frustrated. Their home did not sell, and now they are getting calls from many real estate agents. They might be skeptical or even a little angry.

Your job is not to be another pushy salesperson. Your job is to be a helpful advisor. You need to approach the conversation with empathy. Try to understand their situation and show that you care. A little bit of kindness can make a big difference.

Prepare for Success

Success in calling expired listings comes from good preparation. Do not just start dialing numbers without a plan. Take some time to get ready before each call.

Research the Property

Look up the property in the Multiple Listing Service (MLS). Review the listing history. Look at the photos and the property description. Try to understand why the home might not have sold. Was the price too high? Were the photos poor quality? The more you know, the more confident you will be on the call.

Have Your Script Ready

A script is not meant to make you sound like a robot. It is a tool to keep you on track. It helps you remember what to say and prevents you from rambling. You can adjust the script to fit your personality, but having a framework is key.

A Simple Script That Works

Here is a simple and effective script you can use for your first call. It is direct, but still polite.

You: "Hi, I am looking for [Homeowner Name]."

Homeowner: "This is they."

You: "Hi [Homeowner Name], my name is [Your Name] with [Your Brokerage]. I saw your home on [Address] was no longer for sale, and I was wondering what your plans are for the property."

This opening is simple and gets straight to the point. You are not trying to trick them. You are being upfront about why you are calling.

Handling the First Response

After your opening, the homeowner will likely respond in one of a few ways. Here is how to handle them.

If they say they are relisting with the same agent: "That is great to hear. I wish you the best of luck!"
If they say they are taking a break: "I can certainly understand that. When do you think you might be ready to get back on the market?"
If they say they are frustrated: "I can imagine you must be. Selling a home can be a stressful process. What do you think was the biggest challenge in getting your home sold?"

Your goal is to start a conversation. Listen more than you talk. Ask good questions to understand their needs and frustrations.

Overcoming Common Objections

You will face objections when calling expired listings. Do not let them discourage you. Here are some common objections and how to respond.

"We are not selling anymore."

Response: "I understand. If you were to sell, where were you planning on moving to?"

This question can sometimes get them talking about their original motivation for selling. It can reopen the conversation.

"We already have another agent."

Response: "That is great. Have you already signed a new listing agreement with them?"

If they have not, you still have a chance. You can offer a second opinion on their new plan.

"Where did you get my number?"

Response: "Your number was provided through a public records database. I am calling because I specialize in helping homeowners who have had trouble selling."

Be honest and confident. Do not get defensive. Your goal is to help them, not to bother them.

The Follow-Up Plan

Most appointments are not set on the first call. You need a good follow-up plan. If the homeowner seems open to talking but is not ready for an appointment, ask for their email address. Send them a helpful article or a market update. Stay in touch without being pushy.

A simple follow-up email could look like this:

Subject: Following up from our call

Hi [Homeowner Name],

It was nice speaking with you today. I understand you are taking a break from selling right now. I have attached a free guide with some tips for getting your home ready for the market. I hope you find it helpful.

I will check in with you in a few weeks.

Best,

[Your Name]

Conclusion

Picking up the phone to call expired listings can be a powerful way to grow your business. It takes practice and patience. Remember to approach each call with empathy and a desire to help. With the right script and a solid follow-up plan, you can turn these challenging leads into successful sales.

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How to Prospect Expired Listings by Phone and Get Appointments