6 Proven Expired Listings Script Examples to Use in 2025

Calling expired listings is one of the most challenging, and rewarding, prospecting activities for a real estate agent. The seller is frustrated, skeptical, and likely bombarded with calls from other agents. A generic, aggressive sales pitch is a guaranteed way to get hung up on. The fundamental problem with most scripts is they focus on the agent's goal-getting the appointment-instead of the seller's problem-a house that didn't sell.

The key is to shift from a sales-first mindset to a diagnostic, solution-oriented conversation. This guide breaks down six proven expired listings script frameworks that top agents use to build rapport, demonstrate immediate value, and secure the listing appointment. A common pitfall is failing to truly understand the homeowner's motivation; learning how to effectively find and convert motivated seller leads, such as those from expired listings, is fundamental to the success of any script.

We will analyze the psychology behind each approach, provide actionable tips for customization, and explain precisely when to deploy each script to maximize your conversion rates. Before you make another call, read through these strategies to turn frustrated sellers into your next success story. You will learn how to:

• Build trust with empathy and genuine curiosity.
• Demonstrate expertise with data-driven insights.
• Present yourself as a problem-solver, not just another agent.

1. The Empathetic Approach Script: Connect Before You Convert

This expired listings script prioritizes human connection over a hard sell. Instead of immediately launching into a pitch, it starts by acknowledging the seller's likely frustration and disappointment. The goal is to build rapport and establish trust by validating their experience, which disarms the natural defensiveness most homeowners feel after their property fails to sell. By focusing on understanding why the home didn't sell, you position yourself as a consultant and problem-solver, not just another agent chasing a commission.

This strategy is highly effective because it directly addresses the seller's emotional state. They've just been through a stressful, unsuccessful process and are likely receiving dozens of calls from agents. An empathetic opening immediately sets you apart from the aggressive competition.

Script Example & Breakdown

You: "Hi, I'm speaking with [Seller's Name]? My name is [Your Name] with [Your Brokerage]. I noticed your home at [Property Address] was recently taken off the market, and I can only imagine how frustrating that must be. I was calling to see if you had a moment to talk about what might have gone wrong."

• Strategic Insight: This opening is non-confrontational. Phrases like "I can only imagine how frustrating that must be" show you're on their side.
• Tactical Advantage: It frames the conversation around their problem, not your solution. This encourages them to open up and share valuable information.

Key Tactic: The power of this script lies in the pause that follows your opening line. After acknowledging their frustration, stop talking. Let them be the first to speak. Their response will tell you everything you need to know about their mindset and how to proceed.

Actionable Takeaways

To execute this script successfully, preparation and active listening are crucial.

• Research First: Before calling, review the property's history on the MLS. Note the original price, any price reductions, the quality of photos, and the days on market. This allows you to ask more intelligent questions.
• Listen More, Talk Less: Your primary goal is to listen. Let the seller vent. Take detailed notes on their complaints about their previous agent, the marketing, or the feedback they received.
• Ask Diagnostic Questions: Use follow-up questions like, "What did your previous agent tell you was the biggest challenge?" or "What was the showing feedback like?" This helps you diagnose the problem and sets the stage for how you can offer a better solution for getting a real estate listing.
• Validate, Don't Criticize: Never bad-mouth the previous agent. Instead, validate the seller's feelings by saying things like, "That sounds like a difficult situation," or "I understand why you feel that way." This builds a bridge of trust and makes them more receptive to your ideas.

2. The Data-Driven Market Analysis Script

This expired listings script leads with logic and evidence, appealing to sellers who are analytical and results-oriented. Instead of focusing on emotion, it immediately demonstrates your market expertise by presenting concrete data. The approach is to show, not just tell, why the property likely failed to sell by referencing comparable sales, market absorption rates, and other key metrics. You position yourself as a highly competent strategist who bases decisions on facts, not guesswork.

This method is particularly powerful for sellers who may be skeptical of sales pitches and prefer an evidence-based conversation. By leading with a mini-CMA, you establish instant credibility and frame the discussion around a collaborative analysis of the market, which is a key tactic taught in many Century 21 and RE/MAX training programs.

Script Example & Breakdown

You: "Hi, [Seller's Name]? My name is [Your Name] with [Your Brokerage]. I saw your home at [Property Address] just came off the market. I did a quick analysis, and it looks like similarly sized homes in your immediate area have been selling for an average of [$$$] in the last 90 days. I identified a few key market factors that might have impacted your sale, and I was wondering if you had a moment to discuss them."

• Strategic Insight: This opening bypasses emotional appeals and goes straight to value. You’re providing new, relevant information from the first sentence.
• Tactical Advantage: It immediately frames you as an expert who has done their homework, separating you from agents making generic "I can sell your home" calls.

Key Tactic: Reference a specific, compelling data point in your opening. Instead of saying "prices have dropped," say, "Homes on your street sold for an average of 5% less in the last quarter compared to the previous one." Specificity builds trust.

Actionable Takeaways

Executing this script requires diligent preparation before you ever pick up the phone. Your credibility hinges on the accuracy and relevance of your data.

• Prepare a Mini-CMA: Before calling, have a one-page comparative market analysis ready. Identify the 3-5 most relevant recent comparable sales (both sold and active) to reference during the call.
• Know Your Numbers: Be prepared to discuss key metrics like the current absorption rate, average days on market for their price point, and the list-to-sale price ratio in their neighborhood. This showcases deep market knowledge. For a deeper understanding, review a guide on how to do a comparative market analysis.
• Discuss Pricing Strategically: Talk about pricing in terms of percentages and brackets. For example, "Homes priced just under the $500,000 threshold are currently attracting multiple offers, while those priced just over are sitting longer."
• Follow Up with Visuals: Immediately after the call, send an email with your mini-CMA attached. Include charts, maps, and links to the comparable listings you discussed. Visual data reinforces your points and gives the seller something tangible to review.

3. The Solution-Focused Problem-Solving Script

This expired listings script cuts straight to the point by diagnosing the likely reason for failure and immediately presenting a specific, data-backed solution. Instead of focusing on empathy alone, it positions you as an expert analyst who has already identified the problem, whether it was overpricing, poor marketing, or ineffective staging. You lead with a hypothesis and support it with concrete evidence from your own track record, establishing immediate credibility and authority.

This approach works best in competitive markets where sellers are savvy and results-oriented. They are less interested in condolences and more interested in a clear, actionable plan that will get their property sold. By presenting a solution upfront, you shift the dynamic from a sales call to a strategic consultation.

Script Example & Breakdown

You: "Hi, [Seller's Name]? This is [Your Name] from [Your Brokerage]. I'm calling about your home on [Property Address]. I've sold 12 properties in your area this year, and I noticed yours has a lot in common with three others that initially expired. The issue was a combination of pricing and photography. Once we adjusted the price by about 5% and brought in my professional photographer, all three sold in under 30 days. Do you have 15 minutes this week to discuss a specific 90-day plan to do the same for you?"

• Strategic Insight: This opening uses data and social proof ("I've sold 12 properties") to bypass skepticism and establish expertise.
• Tactical Advantage: It provides a clear diagnosis and a proven solution in the first 30 seconds, showing you are a proactive problem-solver, not just another agent asking for the listing.

Key Tactic: The power of this script is in its specificity. Vague promises won't work. Use exact numbers, timeframes, and outcomes from your past successes to make your proposed solution tangible and believable.

Actionable Takeaways

To make this expired listings script effective, you must have your data ready and deliver it with confidence.

• Build a Case Study Database: Keep a record of every expired listing you successfully relisted. Document the original list price, the final sale price, days on market before and after, and the specific changes you made (e.g., staging, professional photos, virtual tours).
• Create Before-and-After Examples: With seller permission, create simple visual comparisons. Show the old, poor-quality listing photos next to your new, professional ones. This provides undeniable proof of the value you bring.
• Propose a Performance Timeline: Offer a clear, time-bound plan, such as a "90-Day Marketing Action Plan." This demonstrates commitment and gives the seller a concrete framework for what to expect, building trust and reducing their perceived risk.
• Be Prepared to Back It Up: When you state a statistic like, "my listings sell for 3% more," have the MLS data ready to share during your listing appointment. This transparency turns a bold claim into a verifiable fact.

4. The Urgency and Momentum Script: Create Action with a Ticking Clock

This expired listings script is designed to jolt complacent or disheartened sellers into action. It leverages time-sensitive market data, seasonal trends, and buyer behavior patterns to create a compelling reason for the seller to relist their property now rather than later. The core principle is to demonstrate that delaying is not a neutral choice; it's a decision that has a real financial cost and risks missing peak opportunities.

This approach is highly effective for sellers who are considering "taking a break" from the market. By framing the decision in terms of specific, upcoming market shifts, you transform from a salesperson into a strategic advisor. You are not just asking for the listing; you are presenting a clear, data-backed window of opportunity that they are about to miss.

Script Example & Breakdown

You: "Hi, [Seller's Name]? My name is [Your Name] with [Your Brokerage]. I saw your home on [Property Address] just came off the market. I'm calling for a very specific reason today: did you know that the next 4-6 weeks represent the peak buyer activity for our area? If we don't get your home back on the market immediately, you risk missing a huge wave of buyers who won't be active again until next year."

• Strategic Insight: This opening bypasses the "why didn't it sell" conversation and immediately introduces an external, time-sensitive factor. It creates instant, logical urgency.
• Tactical Advantage: It shifts the seller's focus from past failure to future opportunity. This is a powerful psychological pivot that makes them more receptive to a new plan.

Key Tactic: The power of this script comes from substantiating your claim with hard data. Follow up your opening statement by saying, "In fact, I'm looking at MLS data right now showing that 45% of homes in your neighborhood that sold last year went under contract between March and May. I can email you that report right now."

Actionable Takeaways

To make this script believable and effective, you must come prepared with concrete evidence.

• Arm Yourself with Data: Before calling, pull reports from your MLS showing seasonal sales trends, average days on market by month, and list-to-sale price ratios for different times of the year.
• Calculate the Cost of Delay: Frame the delay in financial terms. For example, "Homes listed in spring sell for an average of 2.5% more than those listed in late summer. For your home, that's a potential difference of over $15,000."
• Reference Specific Market Events: Mention upcoming interest rate changes, new local employers bringing in buyers, or the start of the school year. These create tangible deadlines that motivate sellers.
• Create a Clear Timeline: Don't just create urgency; provide a clear, step-by-step plan. Say, "If you sign with me today, I can have photos done by Wednesday and have us live on the MLS by Friday morning, just in time for the weekend rush." This makes acting now feel manageable and smart.

5. The Collaborative Partnership Script: Creating Shared Accountability

This expired listings script reframes the agent-seller dynamic from a service provider-client relationship to a strategic partnership. It immediately establishes that selling the home is a team effort requiring commitment from both sides. By openly discussing the seller's role and responsibilities alongside your own, you create a foundation of transparency, manage expectations, and foster a sense of shared ownership in the outcome.

This approach is powerful because it filters for motivated sellers and prevents future misunderstandings. Instead of just promising what you will do, you create a two-way agreement that holds both parties accountable. It positions you as a strategic consultant who requires a committed partner, elevating your value proposition beyond a simple marketing plan.

Script Example & Breakdown

You: "Thanks for sharing what happened, [Seller's Name]. From what I'm seeing, getting your home sold is going to require a partnership. For my part, I need to implement a completely new digital marketing strategy and provide you with weekly progress reports. On your end, we'll need to agree on a pricing adjustment and ensure the home is available for all showing requests. If you're ready for that level of commitment, I am confident we can get this done together. Are you prepared to partner with me on that?"

• Strategic Insight: This script uses language like "partnership," "team effort," and "together" to frame the relationship as collaborative, not transactional.
• Tactical Advantage: It clearly defines mutual responsibilities upfront. This preemptively addresses common points of friction like pricing and showing access, securing buy-in before you even sign a listing agreement.

Key Tactic: The power of this script is in its directness. Asking "Are you prepared to partner with me?" is a qualifying question. A hesitant seller may not be ready to do what it takes, saving you time and resources. A committed seller will appreciate the honesty.

Actionable Takeaways

Executing this script requires a consultative and direct communication style. Honesty and clear expectations are paramount.

• Define Clear Roles: Before the call, create a list of "Your Responsibilities" (e.g., pricing, home condition, showing access) and "My Commitments" (e.g., marketing plan, communication frequency, feedback reports).
• Create a Written Plan: Formalize this partnership in writing. An engagement letter or a "Mutual Commitment Agreement" included with your listing presentation can solidify these shared goals and accountabilities.
• Be Honest About Challenges: Don't shy away from discussing market limitations or property-specific issues. Frame them as challenges you will tackle together, reinforcing the partnership concept.
• Schedule Accountability Check-ins: Plan for regular weekly meetings to review progress against your shared goals. This reinforces the idea that you are both working actively toward the sale and allows for course corrections as needed.

6. The Permission-Based Discovery Script: Diagnose Before You Prescribe

This expired listings script is rooted in the consultative selling principle that you cannot solve a problem you don't fully understand. Instead of launching into a pitch, the agent first asks for permission to conduct a thorough diagnosis of the previous listing experience. By requesting consent to ask detailed questions, you reframe the interaction from a sales call to a professional consultation, which immediately lowers the seller's guard and builds credibility.

The strategy, popularized by training organizations like the Sandler Sales Institute, positions the agent as an expert diagnostician. You gather critical information about the marketing, showing feedback, pricing strategy, and the seller’s motivations. This methodical approach demonstrates professionalism and ensures that when you finally present your solution, it’s tailored specifically to the problems you've uncovered together, making it far more compelling than a generic pitch.

Script Example & Breakdown

You: "Hi, is this [Seller's Name]? My name is [Your Name] with [Your Brokerage]. I saw your property at [Property Address] just came off the market. Before I make any assumptions or recommendations, would you be open to me asking a few specific questions about your experience? I want to make sure I fully understand what happened so I don't waste your time."

• Strategic Insight: Asking for permission ("would you be open to me asking...") transfers control to the seller, making them more comfortable and cooperative.
• Tactical Advantage: It frames you as a thoughtful analyst, not an aggressive salesperson. This sets the stage for a detailed, two-way conversation where they provide the exact information you need.

Key Tactic: The core of this script is earning the right to ask questions. Once permission is granted, you can dig deep into the details of the previous listing failure without seeming intrusive. This makes your eventual marketing plan a direct solution to their stated problems.

Actionable Takeaways

To master this script, focus on structured inquiry and genuine curiosity.

• Always Start with Permission: Never skip the opening question. Gaining explicit consent is what makes this entire approach work. It’s a powerful psychological trigger for cooperation.
• Use Open-Ended Questions: Avoid simple yes/no questions. Instead of "Did you get offers?" ask, "What kind of feedback or offers did you receive during the listing period?" This encourages detailed responses.
• Diagnose Four Key Areas: Structure your questions around the four pillars of a listing: Marketing (photos, online presence), Pricing (strategy, reductions), Condition (staging, repairs), and Communication (feedback from the prior agent).
• Summarize and Schedule: After your discovery call, send a brief email summarizing your understanding of the situation. This confirms you were listening and sets a professional tone for the next steps in your lead follow-up strategy. Schedule a specific time for the next conversation to present your findings and proposed solution.

Expired Listings Scripts — 6-Point Comparison

Putting Your Expired Listings Script into Action

Mastering the art of converting expired listings is a journey, not a destination. Throughout this guide, we've dissected six distinct and powerful expired listings script frameworks, from the gentle touch of the Empathetic Approach to the compelling logic of the Data-Driven Market Analysis Script. Each one offers a unique pathway to connect with frustrated sellers and demonstrate your value. However, the true takeaway is that a script is only a blueprint; its power is unlocked through intentional practice, strategic customization, and relentless execution.

From Words to Wins: Your Action Plan

Success doesn't come from simply reading a script. It comes from internalizing its strategy and making it your own. Your immediate goal is to move beyond memorization and into genuine conversation. Start by selecting one or two scripts that resonate most with your personality and communication style. If you are analytical, the data-driven approach will feel natural. If you excel at building rapport, the collaborative partnership script might be your strongest starting point.

Your next steps should be methodical:

• Role-play consistently: Practice your chosen script with a colleague, a mentor, or even just by recording yourself. Listen back to identify areas where your tone sounds unnatural or your transitions feel forced.
• Prepare your toolkit: Before making a single call, have your supporting materials ready. This includes a pre-prepared, data-rich CMA, examples of your marketing prowess, and testimonials from past clients.
• Set the right goal: Remember, the primary objective of your first call is not to secure the listing. It's to secure a face-to-face meeting. Every word of your expired listings script should guide the conversation toward that singular, achievable goal.

The Modern Agent's Advantage: Integrating Strategy and Technology

The most effective agents understand that a great script is amplified by great technology. When you employ the Solution-Focused Problem-Solving Script, you can't just promise a better marketing plan; you must be prepared to show it. This is where modern tools become your unfair advantage, allowing you to instantly generate the precise data and compelling visuals needed to back up your claims. To continuously optimize your outreach and leverage modern approaches, consider exploring how AI-powered lead generation strategies can further refine your process and keep your pipeline full.

Ultimately, turning expired listings into a consistent pillar of your business is about demonstrating undeniable competence and a clear path forward for the seller. By combining a well-practiced, empathetic expired listings script with powerful, data-backed evidence of your expertise, you transform a challenging cold call into a welcome consultation. This strategic fusion is what builds trust, secures appointments, and wins listings in today's competitive market.

Ready to arm your expired listings script with the data and marketing materials that close deals? Saleswise generates instant, hyper-accurate CMAs and compelling property marketing content in seconds, giving you the confidence and tools to win over any seller. Visit Saleswise to see how you can turn your next expired call into your next signed listing.