What should I say when calling expired listings?

Here's the thing about expired listing scripts: most agents overthink them. They memorize 500 words, sound robotic, and wonder why homeowners hang up. The best conversations feel like... conversations.

A Simple Opening That Works

"Hi, this is [Your Name] with [Brokerage]. I saw your home on Oak Street came off the market. I'm not calling to pitch you anything. I'm just curious: are you still looking to sell, or have plans changed?"

That's it. No tricks. No pressure. You're asking a genuine question.

What Happens Next

They'll usually say one of three things:

1. "We're done trying" - Thank them for their time. Maybe mention you'll send some market info if they change their mind.
2. "We're relisting with our agent" - Wish them luck. Don't badmouth the other agent.
3. "We're not sure yet" - This is your opportunity. Ask what went wrong the first time.

The Question That Opens Doors

"What do you think happened? Why didn't it sell?"

Then shut up and listen. Really listen. They'll tell you exactly what they need. Maybe it was pricing. Maybe the agent never communicated. Maybe the photos were terrible. Whatever they say, that's your roadmap for the rest of the conversation.

If You Hate Cold Calling

You're not alone. Plenty of successful agents build their expired listing business through direct mail instead. A well-written letter shows up when they're ready, not when you're ready. And when they call you back, they're already interested.