Expired Listing Call Script

This call is not a pitch. It is a conversation of genuine care, meant to help a homeowner who has already been through a disappointing experience. Your goal is simple: listen well, understand what truly matters to them, and show them there is a caring, capable path forward. The appointment will come naturally out of that conversation, not out of pressure.

Every line highlighted in red below is spoken word for word to the homeowner.

Step One: Open With Warmth

Begin by introducing yourself with kindness and confidence.

Pause here. Let them respond fully before moving forward. A warm greeting sets the tone for everything that follows.

Step Two: State Your Reason for Calling

Once the greeting is complete, explain why you reached out.

They will most likely say no. Respond with genuine warmth, not disappointment on their behalf.

Step Three: Ask With Curiosity, Not Judgment

This is the most important part of the call. Your role here is to listen, not to defend or criticize the previous agent.

Allow them to speak freely. They may mention the price, a lack of showings, the marketing, or the condition of the market at the time. Simply listen. Do not interrupt, and do not rush to respond with solutions yet.

Step Four: Understand Their True Motivation

Once they have shared their frustration, gently guide the conversation toward their goals. These three questions, asked in order, reveal what truly matters to them and whether real urgency exists.

Listen closely to each answer. These responses will guide how you position your help in the next step.

Step Five: Offer a Soft, Caring Close

Using what they shared, reflect their own words back to them. This shows you were listening and that you understand their situation.

If they respond with agreement, move confidently to the appointment request.

Step Six: Ask for the Appointment

This closing phrase is disarming and respectful. It gives the homeowner an easy, comfortable way to say yes.

Most homeowners will say no, and that response becomes your appointment.

A Word of Guidance

This homeowner already understands the listing process. They know what the multiple listing service is, and they know what a showing looks like. What they do not understand is why it did not work for them. Your role on this call is simply to uncover that answer, listen without defending the previous agent, and gently show them a better way forward.

The appointment is earned through the conversation, never through the pitch.

This script is provided for your personal use as a trusted guide during expired listing conversations. Please adapt the homeowner's name and address for each call.