{"id":2315,"date":"2026-10-26T10:00:00","date_gmt":"2026-10-26T10:00:00","guid":{"rendered":"https:\/\/infina.ai\/news\/?p=2315"},"modified":"2026-10-26T10:00:00","modified_gmt":"2026-10-26T10:00:00","slug":"expired-listing-scripts","status":"publish","type":"post","link":"https:\/\/infina.ai\/news\/expired-listing-scripts\/","title":{"rendered":"Expired Listing Scripts: What to Say and How to Follow Up"},"content":{"rendered":"

An expired listing script is a short plan for the first call to a homeowner whose home did not sell, and the first twenty seconds decide whether the person stays on the line. This guide gives you a first-call structure, two expired listing scripts, replies to the objections that are specific to this group, and a three-week follow-up plan. For the wider picture of where leads come from, see our guide to real estate lead generation<\/a>.<\/p>\n

Can You Call Expired Listings?<\/h2>\n

Expired listing owners get no special exemption from the Do Not Call rules. North Carolina Realtors’ summary of the Do Not Call rules<\/a> says the FCC declined to exempt calls to expired listings from those rules. Check the registry and your own do-not-call list before you dial, and read our cold calling guide and Do Not Call table<\/a> for the details.<\/p>\n

The FTC’s Do Not Call Q&A for telemarketers<\/a> says you must synchronize your lists with the registry at least every 31 days. Our guide to finding expired listings and choosing who to call<\/a> explains how to build a list you may use. This is general information, not legal advice, so ask your broker before you start.<\/p>\n

One ethics rule matters before every call. NAR’s Standard of Practice 16-4 says REALTORS® shall not solicit a listing that is currently listed exclusively with another broker, and Standard of Practice 16-8 says an exclusive agreement does not stop another REALTOR® from entering a similar agreement after the prior one has expired. Confirm that the listing has actually expired before you call.<\/p>\n

How Do You Prepare Before You Use an Expired Listing Script?<\/h2>\n

Preparation is what makes an expired listing script sound natural instead of rehearsed. Before you dial, look at the listing history: the asking price, any price changes, how long the home was on the market and what similar homes nearby sold for. Put the facts on one page, because that page becomes the useful thing you offer in the call.<\/p>\n

Then decide what a good call looks like. For a first call, a good result is not a signed agreement. It is permission to send the page, or a ten-minute visit on a day you name. Practice the opening aloud twice, and write the owner’s name and street where you can see them, so you never stumble on either.<\/p>\n

What Should an Expired Listing Script Say in the First 20 Seconds?<\/h2>\n

A good expired listing script does three things quickly: it says who you are, it says why you are calling, and it asks permission to continue. It does not criticize the previous agent, promise a price or ask for a decision. The owner is probably tired of calls, so a calm voice and a short opening work better than a long pitch. Our wording below is a suggestion, so use your own words and keep each call under a few minutes.<\/p>\n

\"expired<\/figure>\n

Script 1: The Listing Expired Yesterday<\/h2>\n

“Hi [Name], this is [Your name] with [Brokerage]. I saw that your home on [street] came off the market. Do you have a minute?”<\/p>\n

If the answer is yes: “I am not calling to criticize anyone. I work with homeowners in [area], and I would like to understand what you hoped would happen. Are you still planning to sell, or have you decided to stay?”<\/p>\n

If they still plan to sell: “I can send you a one-page review of what homes near yours have sold for and how long they took. Would that be useful? What is the best email, and would a ten-minute visit on Thursday afternoon work?”<\/p>\n

Script 2: The Listing Expired Weeks Ago<\/h2>\n

Use this one after a letter, so the call is a follow-up and not a surprise. “Hi [Name], this is [Your name] with [Brokerage]. I sent you a note last week about your home on [street]. Do you have a minute?”<\/p>\n

Then ask one question: “A common question after a listing ends is why buyers passed. If I could show you the price history and showing activity for homes like yours, would you like to see it?” If the answer is no, thank them, end the call and record it. Our guide to prospecting letters for sellers and expired listings<\/a> has the note to send first.<\/p>\n

How Do You Handle Objections From Expired Listing Owners?<\/h2>\n

Expired listing owners raise objections that other callers do not, because they have just lived through a failed sale. Treat each one as information. The replies below are our suggestions. For general replies such as “I am not interested” or “send me something,” use the list in the cold calling guide linked above.<\/p>\n

\n
\n\n\n\n\n\n\n\n\n\n
What You Hear<\/th>\nWhat It Often Means<\/th>\nA Calm Reply<\/th>\n<\/tr>\n<\/thead>\n
“We will relist with the same agent.”<\/td>\nThey still trust that agent, or fear another failure<\/td>\n“That is fair. What would you want done differently this time?”<\/td>\n<\/tr>\n
“We are taking it off the market.”<\/td>\nThey are tired, or the price disappointed them<\/td>\n“Understood. Would a value update in a few months help?”<\/td>\n<\/tr>\n
“Too many agents have called.”<\/td>\nThey feel overwhelmed<\/td>\n“I will be brief. May I send one short note and not call again?”<\/td>\n<\/tr>\n
“It did not sell because of the market.”<\/td>\nThey blame outside forces<\/td>\n“Part of that may be right. May I show you what similar homes did?”<\/td>\n<\/tr>\n
“Your fee is too high.”<\/td>\nThey want proof of value first<\/td>\n“I would like to show what my plan includes before we talk about fees.”<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<\/figure>\n

If the owner says they are still under an exclusive agreement with another agent, stop. That listing has not expired, and the ethics rule above applies. Note the date the agreement ends and write to them after it does.<\/p>\n

\"expired<\/figure>\n

What Should You Do After the First Call?<\/h2>\n

Most owners will not say yes on the first call, so the follow-up is where an expired listing script earns its keep. A short sequence over three weeks works better than a single call or a month of daily calls. This is our suggested plan, and you should stop the moment someone asks you to.<\/p>\n

    \n
  1. Day 1:<\/strong> Call with Script 1.<\/li>\n
  2. Day 2:<\/strong> Send a short letter or card.<\/li>\n
  3. Day 5:<\/strong> Call again with Script 2, or leave a brief voicemail.<\/li>\n
  4. Day 10:<\/strong> Send an email with the one-page price review.<\/li>\n
  5. Day 21:<\/strong> Send a mailer or a handwritten note with your contact details.<\/li>\n<\/ol>\n
    \"expired<\/figure>\n

    Be careful with texts and automated messages. Under 47 CFR 64.1200<\/a>, telemarketing calls made with an autodialer or a prerecorded voice require the called party’s prior express written consent, and our guide to TCPA compliance for real estate agents<\/a> explains what that means in practice. Mail and a call you dial by hand follow different rules, which is another reason to start with a letter.<\/p>\n

    If you reach voicemail, keep it under twenty seconds: “Hi [Name], this is [Your name] with [Brokerage]. I am following up on your home on [street]. A short note is on its way by mail, and you can reach me at [number] if you would like a price review. Thank you.” Do not leave a second message the same day.<\/p>\n

    Log every touch: the date, the outcome and the next step. Add any request to stop to your own do-not-call list the same day, and keep the registry check date beside it.<\/p>\n

    Common Expired Listing Script Mistakes<\/h2>\n