Cold calling scripts for expired listings in 2025

Understanding the Expired Listing Market Opportunity

Real estate agents seeking to expand their client base often overlook a goldmine of opportunity: expired listings. These properties, which failed to sell during their initial listing period, represent a unique chance for savvy agents to connect with motivated sellers. According to the National Association of Realtors, approximately 25-30% of listed properties expire without selling each year, creating a substantial market segment ripe for prospecting. The key to tapping into this resource lies in effective cold calling strategies that address the seller’s previous disappointments while offering fresh solutions. Unlike traditional prospecting methods, approaching expired listings requires a specialized approach that acknowledges the seller’s experience and positions you as the solution to their previous challenges. This targeted methodology has proven highly effective, with research from Real Estate Express showing that agents who focus on expired listings can significantly increase their conversion rates compared to cold calling random prospects. By understanding the psychology of sellers whose properties didn’t sell, you can craft AI-powered calling scripts that resonate with their specific needs and frustrations.

The Psychology Behind Expired Listings

To create effective cold calling scripts for expired listings, it’s essential to understand the seller’s mindset. When a property fails to sell, sellers typically experience a range of emotions including disappointment, frustration, and sometimes even embarrassment. Many feel betrayed by their previous agent who promised results but couldn’t deliver. This emotional backdrop creates a unique psychological landscape that savvy real estate agents must navigate with empathy and strategic communication. Research published in the Journal of Real Estate Practice and Education indicates that sellers with expired listings are often more receptive to agents who acknowledge their disappointment while simultaneously offering concrete reasons why the property didn’t sell previously. The most successful approaches demonstrate expertise without criticizing the previous agent’s efforts directly. Instead of making empty promises, effective scripts focus on specific, actionable strategies that differentiate your approach from what has already failed. Understanding this psychology allows you to develop conversational AI scripts that strike the perfect balance between empathy and authority, positioning you as the expert who can finally achieve what others couldn’t—a successful sale.

Essential Elements of an Effective Expired Listing Script

Crafting a powerful expired listing script requires balancing several critical elements that engage sellers and position you as their ideal solution. Every effective script must include a strong introduction that quickly establishes your identity and purpose, followed by a value proposition that differentiates you from the previous agent. Including specific market knowledge demonstrates your expertise, while acknowledging the seller’s frustration with empathetic statements builds rapport. Scripts should feature targeted questions that uncover the seller’s experience and current needs, along with clear calls to action that guide them toward meeting with you. According to real estate coach Tom Ferry, the most successful expired listing scripts incorporate statistics about your success rate with previously expired properties, creating immediate credibility. For example, mentioning that you’ve sold 85% of your expired listings in under 60 days provides compelling evidence of your capabilities. These essential elements create a framework for AI calling agents to follow when engaging expired listing prospects, ensuring conversations remain productive and goal-oriented while adapting to the unique circumstances of each property owner.

The Perfect Opening Line: Making the First Impression Count

The opening seconds of your expired listing call determine whether you’ll gain the seller’s attention or face immediate rejection. Effective opening lines acknowledge the expired status without sounding accusatory while quickly distinguishing you from other agents who may be calling. Research from Yale University on persuasive communication suggests that opening lines that create curiosity and immediately address a pain point generate 37% higher engagement rates. Instead of the generic "I noticed your home expired," try a more compelling approach: "Good morning, Mr. Johnson. This is [Your Name] with [Your Brokerage]. I specialize in selling homes that other agents couldn’t sell, and I noticed your property on Maple Street recently came off the market. I’m curious—are you still interested in selling if I could show you a different approach?" This opening simultaneously validates their experience, demonstrates your specialized expertise, and creates an opportunity for conversation rather than rejection. By implementing this strategic opening in your AI cold calling scripts, you can significantly increase the percentage of prospects who remain on the line and engage with your value proposition. The perfect opening line transitions smoothly into your value proposition by creating a natural bridge to discussing your unique selling approach.

Building Rapport Through Empathetic Communication

Establishing genuine connection with expired listing sellers requires mastering the art of empathetic communication. Successful agents understand that before presenting solutions, they must acknowledge the seller’s frustrations and disappointments with their previous listing experience. Emotional intelligence plays a crucial role in this process, allowing you to read verbal cues and adjust your approach accordingly. Start by validating their experience with statements like: "Many homeowners I work with felt similarly disappointed when their home didn’t sell the first time. It’s understandable to feel that way after investing time and hope into the process." This validation creates a psychological foundation of trust upon which you can build your case. Studies from the Harvard Business Review indicate that salespeople who demonstrate empathy early in conversations see 56% higher conversion rates than those who immediately focus on solutions. Incorporate conversational AI techniques to help your script detect emotional cues and respond appropriately, adjusting tone and pace to match the seller’s communication style. By developing this rapport-building section of your script, you transition from being perceived as "just another agent calling" to someone who genuinely understands the seller’s situation—a crucial distinction that significantly increases your chances of securing a listing appointment.

Differentiating Yourself from Their Previous Agent

One of the most critical components of an expired listing script is clearly articulating what makes your approach different from their previous agent’s failed strategy. Without directly criticizing the prior agent (which can appear unprofessional), your script must highlight specific, concrete differences in your marketing approach, market analysis, pricing strategy, and commitment level. For example, rather than making vague claims about "working harder," specify that "I implement a 21-point marketing system that includes professional staging consultations, twilight photography, and targeted social media campaigns reaching an average of 20,000 qualified buyers within the first week of listing." According to The Close, a leading real estate training resource, agents who provide at least three specific, quantifiable differentiators in their expired listing scripts see appointment conversion rates increase by up to 42%. Your script should also address the most common reasons listings expire—improper pricing, inadequate exposure, poor presentation, or ineffective negotiation—and outline your specific solutions to each potential problem. Integrating these differentiators into your AI sales pitch generator creates a compelling case for why the seller should consider your services over simply relisting with another agent who might repeat the same unsuccessful approach.

Addressing Common Objections: Turning Resistance into Opportunity

Even the most polished expired listing scripts will encounter objections, but preparing for these challenges transforms them from conversation stoppers into opportunities for demonstrating your expertise. The most common objections include: "We’re taking our home off the market," "We’re interviewing agents next week," "We’re going to list with a friend/family member in real estate," or "The previous agent is extending our contract." Effective scripts include carefully crafted responses to each scenario that acknowledge the objection while gently redirecting the conversation. For instance, when sellers say they’re taking the home off the market, respond with: "That’s completely understandable after your experience. Many of my current clients initially felt the same way. May I ask what your plans are for the property now?" This non-confrontational approach respects their position while creating an opening to continue the dialogue. Data from Zillow’s Real Estate Research indicates that approximately 64% of expired listing sellers eventually relist with a different agent, suggesting that most objections represent temporary resistance rather than permanent decisions. By incorporating these objection-handling techniques into your AI call assistant features, you create a responsive script that can navigate the natural hurdles of expired listing conversations, maintaining momentum toward securing an appointment regardless of initial resistance.

Sample Script: The 90-Second Listing Appointment Getter

Here’s a complete sample script for expired listings that has consistently generated appointments for top-performing agents:

"Good morning, [Seller’s Name]. This is [Your Name] with [Your Brokerage]. I specialize in selling homes that didn’t sell the first time around, and I noticed your property on [Address] recently came off the market. I’m sure that was disappointing after having your home listed for [X months].

I’ve analyzed what happened with your property, and I’ve identified some specific strategies that might make a difference if you’re still interested in selling. Many sellers I work with were frustrated with their previous experience until we implemented our specialized remarketing approach, which has helped us sell 87% of previously expired listings within 45 days.

What do you think was the main reason your home didn’t sell during the previous listing period? [Listen carefully]

That’s insightful. Based on what you’re sharing and my market analysis, I’d like to show you three specific strategies I believe could make the difference for your property: [briefly mention your unique approach to their situation].

I have some time available this week to stop by, evaluate your property in person, and share my complete selling strategy. Would Tuesday at 6:00 PM or Thursday at 5:30 PM work better for you to discuss how we might get your home sold this time around?"

This script incorporates all the essential elements discussed earlier: establishing expertise, showing empathy, differentiating your approach, addressing objections, and including a specific call to action. Implementing this approach through AI phone agents can help you reach more expired listing prospects efficiently while maintaining a conversational, natural tone that builds trust and earns appointments.

The Price Discussion: Handling the Most Sensitive Topic

Price sensitivity represents one of the most delicate aspects of expired listing conversations, as improper pricing is frequently the primary reason properties fail to sell. Your script must address this crucial topic with confidence while avoiding accusations that the seller overpriced their home. Instead of directly suggesting the price was wrong, a more effective approach frames the discussion around market alignment: "Based on my analysis of your property and recent comparable sales, there appears to have been a disconnect between the previous asking price and what qualified buyers were prepared to pay in this market." This language shifts the focus from "overpricing" to a more neutral concept of market alignment. According to a study by Keeping Current Matters, homes priced correctly from the beginning sell for an average of 5% more than homes that require price reductions after sitting on the market. Your script should include strategic questions like: "How did you and your previous agent determine the listing price?" This question provides insight into their pricing philosophy while creating an opportunity to explain your more data-driven approach. For agents utilizing AI calling technology, incorporating dynamic pricing discussions that reference up-to-date comparable sales data can significantly strengthen your credibility during these sensitive conversations, positioning you as an analytical expert rather than simply another opinion on price.

The Timing Question: Creating Urgency Without Pressure

Successful expired listing scripts balance creating a sense of urgency while avoiding high-pressure tactics that can alienate sellers who have already had a negative experience. Rather than using artificial scarcity ("I only have two appointment slots left this week"), focus on market-based urgency that emphasizes genuine opportunities: "Based on current market data, there’s a 14% increase in qualified buyers looking in your neighborhood this month compared to last month, making this an opportune time to reintroduce your property with the right strategy." This approach provides factual reasons for timely action without resorting to sales pressure. Your script should also address their timeline questions directly: "May I ask, assuming we could sell your home this time around, what would be your ideal timeframe for moving?" This question not only gathers important information but shifts their thinking toward a successful outcome. According to The National Association of Realtors’ research, expired listing sellers who relist within 30 days of expiration typically achieve higher sale prices than those who wait longer, providing a data-backed rationale for timely action. Integrating these timing elements into your AI appointment setter scripts creates a subtle urgency framework that motivates sellers to meet with you quickly without feeling manipulated or pressured, striking the perfect balance between opportunity and respect for their decision-making process.

The Pre-Appointment Strategy: Maximizing Confirmation Rates

Securing an appointment represents only the first victory; ensuring the seller keeps that appointment requires additional strategic communication. Research from Inside Sales indicates that appointment confirmation calls increase show-up rates by 74%, while sending pre-appointment value materials boosts engagement by 62%. Develop a comprehensive pre-appointment nurturing sequence that begins immediately after scheduling. Send a personalized confirmation email outlining what the seller should expect during your visit, including a brief overview of your successful track record with similar properties and perhaps a case study of a previously expired listing you successfully sold. Follow up 24 hours before the appointment with a brief, friendly call: "Hi [Seller’s Name], I’m looking forward to our meeting tomorrow at [time]. I’ve completed my preliminary market analysis and have some specific strategies I’m excited to share with you. Is there anything particular you’d like me to address during our conversation?" This approach reinforces the value of the upcoming meeting while demonstrating your thorough preparation. By implementing these confirmation techniques through AI scheduling tools, you can automate much of this process while maintaining personalized communication that significantly increases your appointment show rate, transforming more scheduled meetings into actual face-to-face opportunities to secure the listing.

Data-Driven Approaches: Using Statistics to Build Credibility

Incorporating relevant, impressive statistics into your expired listing scripts dramatically enhances your credibility and persuasiveness. Instead of making vague claims about your abilities, specific data points provide concrete evidence of your expertise. For example: "While the average expired listing in our market sits unsold for 87 days, my team has reduced that to just 32 days for our clients, and we achieve an average of 98.2% of asking price compared to the market average of 95.7%." According to communication research from Stanford University, messages that include specific statistics are perceived as 71% more credible than those using general claims. Your script should include data points addressing the most common seller concerns: days on market, percentage of asking price achieved, and specific marketing reach metrics. For even greater impact, contextualize your statistics with market comparisons: "While only 62% of expired listings successfully sell with their second agent, my success rate with previously expired homes is 91%." These compelling numbers provide rational justification for emotional decisions, helping sellers feel confident in choosing you as their agent. Implementing this data-driven approach in your AI sales calls creates a powerful persuasion framework that positions you as the obvious choice based on verifiable results rather than mere promises, significantly increasing your conversion rate with skeptical expired listing sellers.

Digital Integration: Supplementing Phone Calls with Multi-Channel Follow-Up

While the initial cold call remains crucial for expired listings, today’s most successful agents implement multi-channel communication strategies that reinforce their message across multiple touchpoints. Research from the Real Estate Trainer shows that agents who follow up their initial call with coordinated email, text, and social media engagement see 3.2 times higher appointment conversion rates than those relying solely on phone calls. Your expired listing strategy should include a series of pre-written follow-up messages tailored to different scenarios: interested but not ready, appointment scheduled, or need more information. For example, if a seller seems interested but doesn’t commit to an appointment, your system should automatically trigger a value-packed email titled "5 Reasons Your Home Didn’t Sell (And How We Can Fix Them)" within 30 minutes of the call. This multi-channel approach ensures your message remains top-of-mind even after the initial conversation ends. Digital integration also allows for strategic retargeting; implementing pixel-based advertising can display your specialized expired listing services to the seller as they browse online, reinforcing your expertise. By leveraging AI phone services that integrate with your CRM and marketing automation tools, you can create a seamless, coordinated communication strategy that significantly increases your chances of converting expired listing prospects into clients through consistent, value-driven engagement across multiple platforms.

Role-Playing: The Secret to Script Mastery

The most effective cold callers understand that script memorization alone isn’t sufficient; mastery comes through consistent, deliberate practice through role-playing exercises. According to Mike Ferry, one of real estate’s premier coaches, agents who spend at least 30 minutes daily role-playing scripts experience 247% higher conversion rates than those who simply read scripts before calling. Effective role-playing requires simulating realistic scenarios, including difficult objections and interruptions, to develop adaptive expertise rather than rigid recitation. Partner with another agent or coach who can provide constructive feedback on your tone, pacing, emphasis, and ability to navigate unexpected responses naturally. Record these practice sessions to identify subtle improvement opportunities in your delivery and response patterns. Role-playing should deliberately practice the most challenging scenarios you’ll encounter: angry sellers, those who claim they’re no longer interested in selling, or prospects who immediately try to end the call. By mastering these difficult situations in practice, you’ll develop the confidence to handle them effectively in real conversations. Implementing role-playing as part of your AI call center training helps your team internalize scripts so thoroughly that they sound completely natural and conversational rather than rehearsed, dramatically improving your success rate when calling expired listings in competitive markets.

The CRM Strategy: Organizing Your Expired Listing Pipeline

Successful expired listing prospecting requires systematic organization and follow-up management through an effective Customer Relationship Management (CRM) system. According to BoomTown ROI, agents using structured CRM systems for expired listings see a 311% ROI compared to those using manual tracking methods. Your CRM should categorize expired prospects into specific segments like "Appointment Scheduled," "Follow-Up Required," "Not Selling Now," and "Future Prospect" to ensure appropriate communication strategies for each category. Implement automatic reminders for critical follow-up points: 2 hours after sending materials, 1 day before appointments, and scheduled follow-ups for prospects who weren’t ready to commit initially. Your system should track key data points for each prospect, including their previous listing price, days on market, stated objections, and specific concerns, allowing you to personalize future communications with relevant information. Set up automated drip campaigns tailored to each segment, providing value-added content that addresses their specific situation while maintaining top-of-mind awareness without requiring manual intervention for every touch point. By integrating your expired listing scripts with AI call center technology, you can create a seamless prospecting system that not only makes the initial calls but manages the entire follow-up sequence, ensuring no opportunity falls through the cracks and maximizing your conversion rate through persistent, systematic follow-up tailored to each prospect’s specific situation and timeline.

Timing Your Calls: When to Reach Expired Listing Owners

The timing of your expired listing calls significantly impacts your success rate, with data from Real Estate Coach Lab indicating that optimal timing can increase contact rates by up to 87%. The most effective calling window for expired listings is between 8:00-10:00 AM on the day after expiration, when sellers are most receptive and before they’ve been inundated with calls from competing agents. However, this presents a practical challenge, as most agents recognize this prime time, creating intense competition for the seller’s attention. To strategically differentiate yourself, consider implementing a dual-timing approach: make initial contact during the prime morning window, then follow up with a second call between 5:00-7:00 PM when competition is significantly lower. According to Vulcan 7, a leading expired listing data provider, evening follow-up calls have a 41% higher contact rate than mid-day attempts. Additionally, while most agents focus exclusively on new expireds, incorporating 30, 60, and 90-day old expired listings into your calling strategy can uncover opportunities with significantly less competition, as most agents abandon these prospects after the initial week. By organizing your calling schedule strategically and leveraging AI appointment schedulers to maintain consistent follow-up across various time intervals, you can maximize your contact rate and achieve more appointments through intelligent timing that balances immediacy with strategic persistence across the entire expired listing lifecycle.

Script Customization: Tailoring Your Approach to Property Types

Generic expired listing scripts significantly underperform compared to property-specific approaches tailored to address the unique challenges of different home types. Luxury properties, condominiums, rural properties, and starter homes each present distinct marketing challenges and failure patterns that should be acknowledged in your scripts. For luxury properties, emphasize your specialized high-end marketing network and professional photography services: "I’ve noticed your executive property on Lakeview Drive recently expired. My team specializes in luxury properties like yours, implementing targeted marketing to qualified buyers with net worths exceeding $5 million through our exclusive partnership with Luxury Portfolio International." For condominiums, address the common HOA objections: "Having sold 27 units in your complex, I understand exactly how to position your condominium’s HOA fees as an advantage rather than an objection by highlighting the value of included amenities." According to Luxury Home Marketing Institute, property-specific scripts increase appointment conversion rates by 34% compared to generic approaches. This customization demonstrates your specialized knowledge of the particular challenges associated with their property type, immediately differentiating you from competitors using one-size-fits-all scripts. By implementing property-specific variations in your AI sales representatives, you can dynamically adapt your approach based on property characteristics, creating highly relevant conversations that address the precise reasons why that specific type of property may have failed to sell previously.

The Virtual Tour Strategy: Modernizing Your Expired Listing Approach

In today’s digital-first real estate market, incorporating virtual tour capabilities into your expired listing scripts creates a powerful differentiator that addresses a common reason properties fail to sell: inadequate online presentation. According to NAR’s Home Buyer and Seller Generational Trends Report, properties with immersive 3D tours receive 87% more views and generate 65% more qualified leads than those with static photos alone. Your expired listing script should highlight this technological advantage: "One reason many properties don’t sell is inadequate digital presentation. While your previous listing included standard photos, my marketing package includes professional Matterport 3D tours that allow buyers to virtually walk through your home from anywhere in the world, significantly expanding your buyer pool." This technology-focused approach positions you as an innovative agent with modern marketing solutions rather than simply another agent promising to "work harder." Offer to demonstrate this difference by sending links to current listings featuring your virtual tour technology, providing immediate proof of your marketing advantage. For out-of-area buyers, emphasize how virtual tours qualify prospects before physical showings, reducing disruption to the seller’s daily life while attracting more serious buyers. By integrating this virtual tour strategy into your conversational AI for real estate, you create a compelling technological case for why your marketing approach will succeed where previous efforts failed, particularly appealing to sellers frustrated by low showing-to-offer conversion rates.

Ethical Considerations: Maintaining Professionalism with Expired Listings

While expired listings represent significant business opportunities, maintaining ethical standards in your approach is essential for both professional reputation and legal compliance. The National Association of Realtors’ Code of Ethics specifically addresses communication with properties represented by other brokers, making it crucial that your scripts verify the current listing status before making specific claims or promises. Your script should include a verification question: "Just to confirm, your property is completely off the market now, correct?" rather than assuming the expired status in MLS is accurate. Additionally, avoid disparaging previous agents directly; instead, focus on process improvements: "Sometimes a fresh marketing approach can make all the difference" rather than "Your last agent clearly didn’t know what they were doing." According to Real Estate Business Institute, agents who maintain professional ethics in expired listing prospecting report 78% higher referral rates than those using aggressive, competitor-disparaging approaches. Be mindful of Do-Not-Call regulations by checking numbers against the national registry and honoring opt-out requests immediately. Leveraging ethical AI calling solutions can help ensure compliance by automatically screening against DNC lists and maintaining appropriate calling hours. This ethical foundation creates sustainable business practices that build your reputation as a professional who wins business through superior service and expertise rather than questionable tactics, ultimately generating more long-term business success through integrity-based expired listing prospecting.

Measuring Success: Key Performance Indicators for Expired Listings

Implementing systematic performance tracking transforms expired listing prospecting from a hopeful activity into a data-driven business process with predictable outcomes. Establish specific Key Performance Indicators (KPIs) to measure effectiveness at each stage of your expired listing funnel: contact rate (percentage of dials resulting in conversations), appointment rate (percentage of conversations converted to appointments), listing rate (percentage of appointments resulting in signed listings), and ultimately, success rate (percentage of acquired listings that sell). According to Real Estate Bees, top-performing expired listing specialists maintain minimum benchmark ratios of 20% contact rate, 30% appointment conversion, and 50% listing acquisition from appointments. Track script variations to identify which approaches generate the highest success rates for different property types and price points. Additionally, measure time-to-appointment and time-to-listing metrics to optimize your follow-up cadence. Implementing call recording and analysis using AI call centers allows you to identify specific phrases, objection responses, and questions that consistently lead to positive outcomes, enabling continuous refinement of your scripts based on actual performance data rather than assumptions. This analytical approach to expired listing prospecting creates a feedback loop of constant improvement, allowing you to systematically increase your success rates over time by reinforcing effective elements while eliminating underperforming components of your scripts and follow-up sequences.

The Future of Expired Listing Prospecting: AI and Automation

The landscape of expired listing prospecting is rapidly evolving through artificial intelligence and automation technologies that enhance traditional cold calling approaches. Advanced AI systems can now analyze speech patterns during calls to identify seller sentiment, helping agents adjust their approach in real-time based on emotional cues. According to T3 Sixty’s Real Estate Technology Report, agencies implementing AI-assisted calling technologies report 42% higher appointment conversion rates compared to traditional methods. Modern systems leverage predictive analytics to identify which expired listings are most likely to convert based on hundreds of data points, allowing for more targeted prospecting efforts. Voice synthesis technology enables consistent delivery of proven scripts while natural language processing capabilities adapt to objections and questions organically. AI voice agents can now handle initial qualification calls at scale, identifying the most promising prospects for human agents to follow up with, dramatically increasing prospecting efficiency. These technologies don’t replace the need for skilled agents but rather amplify their effectiveness by handling routine aspects of prospecting while providing advanced insights. Forward-thinking real estate professionals are integrating these AI capabilities with traditional relationship-building skills to create hybrid approaches that combine technological efficiency with human empathy and expertise, positioning themselves at the cutting edge of expired listing prospecting as the industry continues its technological evolution.

Transform Your Expired Listing Strategy with Intelligent Automation

Implementing effective cold calling scripts for expired listings can dramatically transform your real estate prospecting results, but maintaining consistency across hundreds of calls presents a significant challenge. This is where intelligent automation becomes your competitive advantage. Callin.io’s AI phone agents offer a revolutionary solution for real estate professionals looking to scale their expired listing outreach without sacrificing personalization or quality. Our platform allows you to implement all the strategic script elements discussed in this guide—from empathetic openings to objection handling—through sophisticated AI voice agents that sound completely natural while consistently delivering your proven scripts.

If you’re ready to multiply your expired listing prospecting efforts while maintaining the personal touch that converts prospects into clients, explore Callin.io today. Our free account offers an intuitive interface to configure your AI agent, test calls, and monitor interactions through our comprehensive dashboard. For agents serious about dominating the expired listing market, our premium plans starting at just 30USD monthly provide advanced features including Google Calendar integration and CRM connectivity to streamline your entire prospecting workflow. Discover how Callin.io is helping leading real estate professionals automate their cold calling while increasing appointment rates through consistent, data-driven conversations that convert expired listings into sold properties.