If you’re looking to grow your listing inventory, expired listings are one of the fastest and most effective avenues to do so. But how do you reach out to homeowners whose listings didn’t sell? What do you say to start and continue a conversation with them in a meaningful way?

Why Expired Listings Are Great Opportunities for Realtors

Expired listings offer a unique advantage—they’ve already demonstrated two crucial points: first, they want to sell, and second, they value the expertise of a real estate agent. These sellers simply need the right agent with the right marketing and pricing strategies to step in and help get their home sold. With the right approach, expired listings can quickly become new business opportunities.

Starting the Conversation: The Introduction

The first step when contacting an expired listing (by phone if they are not on the DNC list and by door-knocking if they are) is to introduce yourself clearly and confidently. Here’s a simple script to get you started:

“Hi, Mr. and Mrs. [Last Name], my name is [Your Name] with [Your Agency]. I noticed your home came off the market, and I’m curious—when will you be interviewing the right agent for the job of selling your home?”

It’s straightforward, to the point, and assumes that they are going to work with a different agent. Be prepared for the inevitable pushback. Many homeowners might respond with a quick “I’m not interested,” “I’m staying with my same agent,” or even “Please don’t call me again.” It’s important to remember that these reactions are typical. Don’t let them throw you off course.

Building Rapport: The Key to Earning Trust

One of the most important aspects of working with expired listings is building rapport. Consumers often choose their agent based on personal trust, not just professional credentials. So, instead of diving straight into selling yourself, take time to ask questions and truly listen to their responses. Here are some great conversation starters:

• “If your home had sold, where were you planning to move to?”
• “What’s most important to you about making this move?”
• “When do you want to be there?”
• “What feedback did you get from previous buyers or agents about your home?”

By asking these types of questions, you show that you’re genuinely interested in their situation, not just looking for a quick sale. This helps you shift from being “just another agent looking for a commissoin” to someone who understands their needs and can help them make informed decisions.

The Moment to Offer Your Help

Once you’ve built some rapport and have a better sense of their goals, it’s time to offer your expertise. You can say something like:

“I really think I can help you with this, but I’d need to see your home first to give you a solid plan. I have time on Tuesday at 4 or Wednesday at 6—would either of those times work for you?”

This approach is known as an alternate close, one of my personal favorites. It gives them the power to choose what’s best for them, but either choice moves them forward to working with me.

Handling Objections: Stay Prepared and Confident

You will most likely still encounter objections—this is normal! Whether it’s concerns about fees, past experiences, or simply not being ready to relist, the key is to stay calm, listen attentively, and provide thoughtful responses. You can find common objections and their handlers online, so take the time to study them and be ready with answers.

Final Thoughts: Be Mindful of Legalities

When calling expired listings, be mindful of compliance, especially regarding the National Do Not Call Registry. Always double-check that the number you’re calling is not on the Do Not Call list to avoid potential legal issues.