Expired listing scripts that get the appointment, not the hang-up

The mindset before the script: an expired homeowner got 20 agent calls the morning their listing died. You don't win by being loudest — you win by being the one who sounds like help instead of a vulture, and the one still politely following up on day 12 when everyone else quit.

The first call (day 1)

Opener:

"Hi, is this [first name]? This is [you] with [brokerage]. I know you've probably had a bunch of agents calling today, so I'll be quick — I saw the listing on [street] came off the market, and I had one honest question: are you still hoping to sell, or are you done with the whole thing for a while?"

Why it works: it names the elephant (the other calls), asks permission-shaped questions, and gives them an easy out — which paradoxically keeps them talking.

If they're still hoping to sell:

"Okay — then can I ask what you think went wrong? …And what would need to be different this time for it to be worth trying again?"

Let them talk. Their answer is your listing presentation outline.

The voicemail (because most won't answer)

"Hi [first name], this is [you] with [brokerage]. Not calling to pitch you today — I noticed [street] came off the market and I put together a couple of notes on why homes like yours stall and what's been getting them sold in [town] lately. I'll text them over. If it's ever useful to talk, my number's here. Either way — good luck with it."

The text sequence

Day 1 (after the voicemail): "Hi [first name], [you] w/ [brokerage] — just left you a voicemail about [street]. No pressure at all: are you still hoping to sell, or taking a break? Either answer is totally fine."

Day 3: "Quick thought on [street] — most expireds I see come down to pricing strategy or presentation, not the house. Happy to send you a free updated value estimate so you know where you stand. Want it?"

Day 7: "One more from me, [first name] — I ran the recent sales near [street] and a couple surprised me. Want the 2-minute version by text, or should I check back in a few months?"

The email (day 2)

Subject: "3 reasons good homes don't sell (and which one hit [street])"

"Hi [first name] — when a good home doesn't sell, it's almost always one of three things: the price told the wrong story, the photos undersold it, or the marketing never reached the right buyers. From what I can see of your listing, my honest guess is [pick one]. If you'd like, I'll put together a free relist analysis — what I'd change, what I'd keep, and what your home would likely bring today. No obligation; worst case you relist smarter with someone else. — [you]"

Objection handlers

"We're relisting with the same agent."

"That's fair — loyalty matters. Can I ask one question? What are they doing differently this time? …If the answer is 'lower the price,' that's not a new strategy, that's a discount. If you'd like a second set of eyes before you sign again, my analysis is free and yours to keep either way."

"We're done. Taking it off the market."

"Completely understand — it's exhausting. Would it be alright if I check back in a few months with an updated number? Markets move, and it costs you nothing to know what it's worth."

"What makes you different?"

"Honestly? Follow-up and pricing discipline. I can show you exactly what I'd do in the first 14 days — day by day — and you can hold me to it in writing."

The 14-day cadence that actually gets used

Here's the uncomfortable truth: nobody runs a 7-touch cadence by hand across 30 expireds at once. This exact sequence ships as the Expired Listing Outreach plan in the Closed by Friday CRM — the texts and emails are AI-personalized from each homeowner's details, tasks land on your calendar for the call days, and everything stops the moment they reply. Start free and it's one click to install.

Related: Open house follow-up scripts · Real Estate CRM · Follow Up Boss alternative