Cold calling scripts for expired listings in 2025

Understanding the Expired Listing Opportunity

In the competitive real estate market, expired listings represent a goldmine of opportunity for proactive agents. These properties have already been on the market but failed to sell during their contract period, leaving homeowners often frustrated and uncertain about next steps. According to the National Association of Realtors (NAR), approximately 25% of listed homes don’t sell during their initial listing period, creating a substantial pool of potential clients. Approaching these homeowners requires strategic communication and well-crafted cold calling scripts that address their specific situation. The key to success lies in understanding the psychology behind expired listings – homeowners who have experienced disappointment and may be hesitant to relist. By leveraging conversational AI technology for preparing and delivering your scripts, you can significantly increase your success rate in converting these expired listings into new clients.

Crafting an Effective Opening Statement

The first 10 seconds of your cold call can determine whether the homeowner engages or hangs up, making your opening statement crucial. Start with a clear introduction of yourself and your brokerage, followed immediately by acknowledging their property’s expired status without sounding judgmental. For example: "Good morning, Mr. Johnson. This is Sarah from Elite Realty. I noticed your home at 123 Maple Street recently came off the market, and I’m reaching out because I specialize in getting previously listed homes sold." This direct yet respectful approach shows you’ve done your homework and acknowledges their situation. Research from Real Estate Business Institute shows that personalized openings increase engagement by 27%. Integrating AI voice assistant technology into your practice sessions can help perfect your tone and timing, ensuring your opening statement sounds natural and confident rather than rehearsed or robotic.

Addressing the Homeowner’s Pain Points

After establishing initial rapport, skillfully transition to addressing the homeowner’s likely frustrations with their previous listing experience. Empathy is your most powerful tool at this stage. Use phrases like, "Many homeowners I work with felt similarly disappointed when their home didn’t sell the first time around. What aspects of the previous listing process were most frustrating for you?" This open-ended question invites the homeowner to share their specific concerns, whether related to pricing, marketing, showings, or communication issues with their previous agent. Industry data from CoreLogic indicates that 68% of expired listings failed due to pricing strategies, marketing deficiencies, or agent communication problems. By utilizing AI call assistant technology to analyze common objections and prepare responses, you can develop scripts that authentically address each specific pain point, demonstrating your understanding of their unique situation and positioning yourself as the solution to their previous negative experience.

The Value Proposition Script Section

The homeowner needs compelling reasons to choose you over their previous agent or other competitors calling about their expired listing. Your value proposition script section should clearly articulate specific, measurable advantages you bring. For example: "Last year, my team sold 43 homes that had previously expired with other agents, and we achieved an average of 97% of asking price – 5% higher than the market average. We accomplished this through our three-tiered approach: strategic pricing analysis, premium photography services, and our exclusive buyer network." Back your claims with concrete statistics and examples relevant to their neighborhood or property type. According to Real Trends, agents who provide specific, data-driven value propositions convert 31% more expired listings than those using generic sales pitches. Consider implementing AI sales call tools to help craft and refine value propositions that resonate with different homeowner profiles, allowing you to quickly adapt your script based on the specific concerns they express during the conversation.

Sample Cold Call Script Template

Let me provide you with a comprehensive cold call script template you can adapt for your expired listing calls:

"Hello, is this [Homeowner Name]? Hi, this is [Your Name] with [Your Brokerage]. I’m calling because I noticed your home at [Address] recently came off the market, and I wanted to reach out. [Pause] I understand how frustrating it can be when your home doesn’t sell as expected, and I specialize in helping homeowners who’ve had this experience. Would you mind sharing what you believe was the biggest challenge in selling your home the first time around? [Listen to response] That’s actually very common. What many of my clients have found is that [address specific pain point they mentioned]. What I do differently is [your unique selling proposition]. In fact, I recently helped a seller on [Nearby Street] who had a very similar situation, and we managed to sell within [Timeline] at [Price Point/Percentage of Asking]. Would it be worth 15 minutes of your time to discuss a fresh strategy for getting your home sold? I have some availability this [Day/Time] or [Alternative Day/Time] – which might work better for you?"

This template incorporates key psychological triggers, including validation, specificity, and a low-pressure call to action. You can optimize your script delivery using AI phone agent technology to practice different scenarios and responses, helping you sound more natural and confident during actual calls.

Handling Common Objections

Even the best scripts will encounter objections, so your cold calling strategy must include prepared responses for common pushback. The most frequent objections include: "We’re taking our home off the market," "We’re listing with another agent," "Your commission is too high," or "We want to wait for a better market." For each objection, develop a validation-clarification-solution approach. For example, when a homeowner says they’re taking their home off the market, respond with: "That’s completely understandable. Many sellers need a break after the listing experience. May I ask what your longer-term plans are for the property, since you still need to move at some point?" This technique acknowledges their position (validation), seeks more information (clarification), and gently redirects toward potential solutions. The National Association of Realtors research shows that agents who effectively handle initial objections convert up to 35% of those conversations into appointments. Using AI appointments setter tools can help you practice objection handling techniques and develop script variations that address different resistance scenarios without sounding pushy or dismissive.

Creating Urgency Without Pressure

A critical component of successful expired listing scripts is creating authentic urgency without resorting to high-pressure tactics that often backfire. Incorporate market-driven urgency through statements like: "Based on current interest rates and inventory levels in your neighborhood, there’s actually a 3-4 week window where your property could command premium attention from qualified buyers who missed out on similar listings." This approach uses factual market conditions rather than manipulative pressure. Another effective technique is to reference specific buyers: "I currently have three pre-approved buyers who expressed interest in your neighborhood but haven’t found the right property yet. Your home might be exactly what they’re looking for." According to Zillow Research, buyers spend an average of 10 weeks searching for homes, so leveraging this "ready buyer" approach can create legitimate urgency. Incorporating AI sales pitch generator tools can help craft urgency statements that feel authentic and compelling rather than pushy, significantly improving your conversion rates.

The Art of Active Listening in Your Script

The most effective cold calling scripts for expired listings aren’t just about what you say – they’re about creating space for active listening and adjusting your approach based on what you hear. Many agents make the mistake of rushing through their scripts without pausing for homeowner input. Instead, incorporate strategic questions followed by deliberate pauses: "On a scale of 1-10, how would you rate your previous agent’s communication? [Pause for response] That’s interesting – could you tell me more about that?" According to Communication Research Associates, sales professionals who spend at least 40% of call time listening rather than speaking achieve 28% higher conversion rates. This approach transforms your script from a monologue into a conversation. By implementing AI voice conversation tools in your training, you can practice identifying emotional cues in homeowner responses and develop script branches that adapt to different conversation directions, ensuring your approach remains flexible and responsive to each homeowner’s specific concerns.

Differentiating Yourself from Other Agents

When calling expired listings, remember that the homeowner likely receives 5-15 calls from other agents within days of their listing expiring. Your script must quickly establish meaningful differentiation from this competition. Rather than making generic claims like "I’m a hardworking agent who puts clients first," focus on specific, verifiable distinctions: "Unlike most agents who rely solely on MLS listings, I leverage a private database of 127 pre-qualified buyers specifically looking in your neighborhood, which is how I sold 8 expired listings last quarter while they received multiple offers." Other effective differentiation points include specialized marketing approaches, unique staging resources, or specific experience with their property type or neighborhood. Harvard Business Review research indicates that specific, evidence-based differentiation statements are 3.4 times more effective than generic value claims. Implementing AI phone service technology can help analyze competitor approaches and identify unique value propositions that truly set you apart in your market, ensuring your scripts highlight genuine competitive advantages rather than overused industry clichés.

Timing Your Calls Strategically

The effectiveness of your expired listing script is significantly impacted by when you make your calls. Market research from Real Estate Webmasters shows that calls made between 8:00-10:00 AM on weekdays have 42% higher contact rates than those made later in the day, while Saturday morning calls between 9:00-11:00 AM outperform weekday evenings by 27%. This timing capitalizes on when homeowners are typically available but haven’t yet become overwhelmed with agent calls. Your script should acknowledge the timing with phrases like, "I appreciate you taking a few minutes this morning" or "I know Saturday mornings can be busy for families." Beyond time of day, consider the timing relative to the listing expiration – calls made within 24-48 hours of expiration show 56% higher engagement rates than those made a week later. Leveraging AI call center technology can help optimize your calling schedule based on historical response data, ensuring your well-crafted scripts reach homeowners at the moment they’re most receptive to your message.

Personalizing Your Script with Property Research

Generic scripts produce generic results. The most successful expired listing calls incorporate specific property knowledge that immediately demonstrates your preparation and attention to detail. Before calling, research the property’s listing history, including original list price, price reductions, days on market, and key features. Then incorporate this information naturally: "I noticed your home’s open floor plan and updated kitchen are standout features in your neighborhood, but the previous marketing may not have highlighted these effectively to reach the right buyers." According to Inman News research, calls that reference at least two specific property details in the first minute have a 47% higher engagement rate than generic scripts. Utilizing conversational AI for property analysis can help streamline your research process and identify the most compelling property details to incorporate into your script, ensuring each call feels tailored to the specific homeowner rather than part of a mass outreach campaign.

Building Credibility Through Success Stories

Homeowners with expired listings are understandably skeptical of agent promises after their disappointing experience. Your script should include brief but compelling success stories that establish credibility without sounding boastful. Structure these stories as before-and-after scenarios relevant to their situation: "Just last month, I worked with sellers on Oak Avenue whose home had been listed for 97 days with another agent. By implementing our specialized marketing approach and strategic price positioning, we secured a full-price offer within 14 days of relisting." Keep success stories under 30 seconds, focusing on similarities to the homeowner’s property or situation. According to Psychology of Persuasion research, narrative-based evidence is 22% more persuasive than statistical evidence alone when establishing credibility. Combining both approaches is even more effective. By implementing AI sales generator tools to help identify and refine the most relevant success stories for different property types and circumstances, you can ensure your script includes persuasive real-world examples that resonate with each homeowner’s specific situation.

Incorporating Market Statistics Effectively

While emotional connection is crucial, successful expired listing scripts also leverage relevant market statistics to build credibility and urgency. However, statistics must be specific and meaningful rather than generic. Instead of saying "It’s a great time to sell," use targeted data: "In your zip code, homes priced similarly to yours are selling at an average of 98.2% of asking price with a median of 18 days on market – 12 days faster than last quarter." Focus on statistics that counter the homeowner’s previous negative experience, particularly around days on market, list-to-sale price ratios, and buyer demand in their specific neighborhood. Research from Real Estate Brokerage Management indicates that agents who incorporate neighborhood-specific market data convert 36% more expired listings than those using city-wide statistics. Leveraging AI for sales data analysis can help identify the most compelling statistics for each property type and location, ensuring your script includes precisely the data points that will resonate most with each homeowner’s situation and concerns.

The Critical Importance of Follow-Up Scripts

Securing an appointment on the first call happens less than 30% of the time, even with excellent scripts. This makes your follow-up strategy as important as your initial call. Develop distinct scripts for various follow-up scenarios, including voicemails, secondary calls, and text/email communications. For voicemails, keep messages under 30 seconds, reference your previous attempt, and include a specific value statement: "Hi Mr. Davis, Sarah again from Elite Realty following up on my call Tuesday. I’ve completed a comparative analysis of your property and identified three specific marketing approaches that could make the difference in getting your home sold. I’ll try you again tomorrow, or you can reach me at [phone number]." According to Inside Sales research, it takes an average of 8 touch points to secure a meeting with a prospect, yet 44% of agents give up after just one attempt. Implementing AI call center solutions can help manage this crucial follow-up process, ensuring consistent execution of your follow-up script sequence without letting potential clients fall through the cracks.

Leveraging Social Proof in Your Scripts

Homeowners with expired listings are naturally skeptical after their previous disappointment, making social proof an essential element of effective scripts. Beyond generic claims about being a "top agent," incorporate specific, verifiable third-party validations: "According to the independent review platform Zillow, our team maintained a 4.9/5 star rating from 87 seller clients last year, with ‘effective marketing strategy’ mentioned in 93% of reviews." Other powerful social proof elements include specific testimonials from similar expired listing situations, verifiable sales statistics compared to market averages, and third-party recognitions. Research from Nielsen Consumer Trust shows that 92% of consumers trust recommendations from individuals (even strangers) over brand claims. By implementing AI voice agent solutions to analyze successful call recordings, you can identify which social proof elements generate the strongest positive responses and refine your scripts accordingly, ensuring each call leverages the most compelling evidence of your effectiveness with similar properties.

Adapting Scripts for Different Personality Types

One-size-fits-all scripts produce mediocre results because homeowners respond differently based on their personality types. Develop variant scripts for different behavioral styles based on the DISC personality framework (Dominant, Influential, Steady, Conscientious). For example, with Dominant personality types who value directness and results, use crisp, achievement-oriented language: "My average days-on-market for previously expired listings is 22 days – 37% faster than market average. Let me walk you through exactly how we achieve this." For Steady personalities who prioritize relationships and security, modify your approach: "Many of my clients have shared how stressful their previous listing experience was. My commitment is to provide not just results, but a supportive, transparent process where you’re informed every step of the way." According to Sales & Marketing Management research, adapting communication style to match personality type increases conversion rates by up to 54%. By utilizing call center voice AI technology during calls, you can receive real-time guidance on detecting personality cues and adjusting your script approach accordingly, dramatically improving your connection rate across different homeowner types.

Incorporating Technology References in Your Scripts

Modern homeowners expect technologically-savvy agents, making strategic technology references a powerful differentiator in your expired listing scripts. Rather than vague claims about "using technology," specify exactly how your technological approach addresses their previous listing challenges: "Our proprietary digital marketing platform targets precisely matched buyers through 17 different channels, generating an average of 3.7 times more qualified showings than standard MLS listings alone. This is particularly effective for homes like yours that have unique features that appeal to specific buyer segments." Focus on technology that solves specific problems they likely encountered, such as virtual tour technologies that increase out-of-area buyer interest, AI-powered pricing models that improve accuracy, or digital marketing platforms that expand reach. According to Real Estate Technology Institute, agents who specifically articulate technology benefits rather than just listing tools convert 41% more expired listings. By leveraging AI phone consultants for your business, you can develop scripts that effectively explain complex technological advantages in simple, benefit-focused language that resonates with homeowners.

Pricing Discussion Strategies in Your Scripts

Since incorrect pricing is the primary reason listings expire, your script must include effective pricing conversation strategies without alienating the homeowner. Rather than directly suggesting their price was wrong, use a consultative approach: "One pattern I’ve observed with previously expired listings is that market perception is often more important than absolute value. I’d like to show you our strategic pricing analysis that focuses on the psychology of buyer decision-making rather than just comparable sales data." This approach acknowledges pricing sensitivity while positioning you as bringing fresh insights. According to Redfin data, homes priced correctly initially sell for an average of 5.9% more than homes that undergo price reductions. When homeowners express attachment to higher prices, validate their perspective: "I completely understand wanting to maximize your investment. What I’d like to explore is whether a different pricing strategy – not necessarily just a lower price – might actually net you a better final result." By implementing AI sales representative tools in your preparation, you can practice various pricing objection scenarios and develop script sections that address this delicate topic effectively while maintaining rapport.

Creating Compelling Call-to-Action Statements

Every effective expired listing script culminates in a clear, compelling call-to-action that moves the relationship forward. Rather than vague suggestions like "Let me know if you’re interested," offer specific, value-driven next steps: "Based on what you’ve shared about your goals, I’d like to prepare a Strategic Remarketing Analysis for your property. This includes three key elements missing from your previous listing approach: a buyer demographic analysis, digital footprint assessment, and price psychology evaluation. I can have this ready by Thursday – would you prefer to review it together at your home, or would a video conference be more convenient?" This approach offers specific value, a clear timeframe, and a choice between options (rather than a yes/no decision). According to Behavioral Psychology Research, offering choice between two positive options increases commitment rates by 37% compared to open-ended or yes/no questions. Utilizing AI appointment scheduler technology can help streamline this critical final step, ensuring your well-crafted scripts consistently convert conversations into scheduled appointments with homeowners.

Measuring and Improving Script Effectiveness

The most successful real estate agents treat their scripts as living documents that continuously evolve based on performance data. Establish clear metrics for measuring script effectiveness, including contact-to-appointment ratio, common objection points, and conversion patterns across different property types and price points. Track which script sections generate positive responses versus resistance, and regularly analyze recorded calls to identify improvement opportunities. According to Real Estate Coach Tom Ferry, agents who systematically analyze and optimize their scripts based on performance data improve their conversion rates by an average of 23% over six months. Implementation is crucial – practice new script variations extensively before using them in actual calls, focusing on natural delivery rather than robotic recitation. By leveraging artificial intelligence in sales efforts to analyze call recordings and identify patterns in successful conversations, you can continuously refine your expired listing scripts based on what actually works rather than theory, creating a perpetual improvement cycle that keeps you ahead of competing agents.

Training Your Team on Expired Listing Scripts

For team leaders and brokers, developing effective scripts is only half the equation – successful implementation across your team is equally crucial. Establish a structured training program that goes beyond simply distributing scripts. Begin with comprehension sessions where agents understand the psychology behind each script section, followed by role-playing exercises that progress from basic delivery to handling complex objections. According to Real Estate Business Institute, teams that implement weekly role-playing sessions focused on scripts show 34% higher conversion rates than those who provide scripts without ongoing practice. Record practice sessions for review and constructive feedback, focusing on natural delivery, listening skills, and adaptability rather than verbatim recitation. Consider implementing white label AI receptionist solutions to provide consistent practice opportunities for your team, allowing them to regularly rehearse scripts against various homeowner personas and objection scenarios. This technology-enhanced training approach ensures your carefully crafted expired listing scripts become effective tools in every team member’s hands rather than theoretical documents.

Revolutionize Your Expired Listings Strategy with AI-Powered Calling

Ready to transform your approach to expired listings with cutting-edge technology? Callin.io offers an innovative solution that can elevate your cold calling strategy to unprecedented levels of effectiveness. Our AI phone agents can help you perfect your expired listing scripts, practice different scenarios, and even assist with outreach campaigns, allowing you to connect with more homeowners while maintaining that crucial personal touch. The platform’s natural language processing capabilities enhance your ability to identify homeowner concerns and tailor your responses appropriately, significantly increasing your conversion rates from expired listings.

With Callin.io’s AI calling business technology, you can automate follow-up sequences, analyze call performance metrics, and continually refine your approach based on what’s working best. Our system integrates seamlessly with your existing CRM, ensuring all prospect information is organized and accessible. The free account includes everything you need to start implementing advanced calling strategies for expired listings, with premium features available to scale your efforts as your business grows. Discover how Callin.io can revolutionize your expired listing conversion rates and help you stand out in this competitive niche. Start your journey toward more effective expired listing conversations today at Callin.io.