Expired Listing Scripts: 10 Objections With Word-for-Word Responses and a Complete Prospecting System

Expired listings are one of the most motivated seller lead sources in real estate. These homeowners already made the decision to sell. They listed their home, went through showings, dealt with feedback, and watched it sit on the market until the listing expired. They are frustrated, skeptical of agents, and getting bombarded with calls from every agent in the area.

That frustration is your opportunity. NAR data shows 30 to 50 percent of expired listings eventually relist with a new agent. Research suggests these leads convert at roughly 43 percent within 90 days, significantly higher than most other prospecting channels. But you will only win them if you say the right things and handle their objections with skill instead of pressure.

This guide covers everything: the psychology of expired sellers, a proven phone script framework, all 10 common objections with word-for-word responses, the mistakes most agents make, and a systematic prospecting plan. Master this content and expired listings become a predictable source of listing appointments.

Why Expired Listings Are a Goldmine

Expired sellers have three things that make them exceptional prospects:

• Proven intent to sell. They already committed to selling. You do not need to convince them to list, you need to convince them to list with you.
• Time sensitivity. Every day their home sits unlisted is a day they are not moving toward their goal. Whether they need to relocate for work, downsize, or access equity, the urgency is real.
• Identifiable pain point. Something went wrong with their previous listing. If you can diagnose what failed and present a credible plan to fix it, you become the obvious choice.

The competition for expired listings is fierce, these sellers may receive 20 or more calls on the first day. The agents who win are not the ones who call first. They are the ones who sound different from every other agent on the phone.

The Psychology of an Expired Seller

Before you pick up the phone, understand the emotional state of the person on the other end:

• They feel let down. Their previous agent made promises that did not materialize. Trust in the profession is low.
• They are defensive. They expect every agent calling to pitch them. Their guard is up from the first second.
• They blame the wrong thing. Most sellers believe the problem was marketing when it was actually pricing. Some believe pricing was fine when they needed better marketing. Your diagnostic questions will reveal the truth.
• They are still motivated. Despite the frustration, the underlying reason they wanted to sell has not changed. That motivation is your leverage.

The key insight: do not sell to an expired listing. Diagnose their situation like a consultant. Ask questions. Listen more than you talk. Let them tell you what went wrong, then show them how you would fix it.

The Expired Listing Phone Script Framework

Every expired listing call should follow this three-part structure:

Part 1: The Opening (0-15 seconds)

“Hi [Name], this is [Your Name]. I saw your home on [Street] recently came off the market. I am not calling to pitch you, I am calling because I am curious. Would you mind telling me what happened?”

“I am not calling to pitch you” disarms the seller immediately. Every other agent is opening with a pitch. You are opening with genuine curiosity. This one line separates you from the 20 other agents who called today.

Part 2: The Diagnostic Questions (15-90 seconds)

Once they start talking, listen carefully and then ask:

• “How many showings did you get during the listing period?”
• “Were you getting feedback from the showings? What were buyers saying?”
• “Did your agent make any pricing adjustments during the listing?”
• “What did your agent’s marketing plan look like, beyond just the MLS listing?”

These questions accomplish two things: they show the seller you actually understand real estate at a strategic level, and they give you the information you need to diagnose what went wrong. Low showings usually means a pricing or visibility problem. High showings with no offers means pricing or condition. No marketing beyond MLS means the previous agent underperformed.

Part 3: The Transition to the Appointment (90-120 seconds)

“Based on what you are telling me, I think I can see where things broke down. I have a specific plan that addresses [the issue they described]. Would you be open to a 15-minute meeting this week where I can show you exactly what I would do differently? No commitment, just a conversation to see if it makes sense.”

The entire call should be under two minutes. You are not there to give a listing presentation over the phone. You are there to earn 15 minutes of face time.

10 Expired Listing Objections With Word-for-Word Responses

Objection 1: “We are taking a break from the market.”

“I completely understand, the process can be exhausting, especially when it does not go the way you expected. Can I ask: what would need to be different for you to feel confident trying again? I am not suggesting you relist tomorrow. I just want to understand what went wrong so that when you are ready, you have a clear plan.”

This plants the seed for a follow-up in 30 to 90 days. Add them to your CRM with a future callback date.

Objection 2: “We are going to try another agent.”

“That makes sense, finding the right agent matters. Can I suggest something? Before you sign, ask them these three questions: What is your specific marketing plan beyond the MLS? How will you handle pricing strategy if we do not get an offer in the first 30 days? And what is your track record with homes that previously expired? If they give you strong answers, go with them. If not, I would love the chance to show you my plan.”

You are not competing against the other agent. You are teaching the seller how to evaluate agents, which positions you as the most knowledgeable option.

Objection 3: “The price was fine. My agent just did not market it.”

“That is possible, marketing makes a huge difference. Can I ask: how many showings did you get during the listing? If you got consistent showings but no offers, that usually points to pricing. If showings were low, that is a visibility and marketing problem. Either way, I can pull the data and show you exactly where things fell off. Would that be helpful?”

This diagnostic approach turns a potential argument into a collaborative analysis. You are not telling them the price was wrong. You are letting the data speak.

Objection 4: “We are going to try selling it ourselves.”

“I respect that, a lot of sellers consider it. Here is something worth knowing: NAR data shows FSBO homes sell for about 23 percent less than agent-assisted homes on average. I am not trying to talk you out of it. But if you get a few weeks in and want a second opinion on pricing or marketing, I am happy to help. No pressure. Can I check in with you in a couple of weeks?”

Most FSBO attempts from expired sellers fail within 30 to 60 days. Staying in touch without being pushy positions you as the backup plan they will eventually call. See our complete FSBO scripts guide for more on this approach.

Objection 5: “I do not want to be locked into a long contract.”

“I hear you, nobody wants to feel trapped, especially after a frustrating experience. Here is what I offer: if at any point during our agreement I am not delivering on the marketing plan we agree to, you can cancel. I put that in writing. My job is to earn your business every single day, not lock you in and disappear. Does that help address your concern?”

A performance guarantee removes the risk that made their previous experience so frustrating. It shows confidence in your own ability.

Objection 6: “How are you any different from my last agent?”

“Fair question, and I would be skeptical too after what you went through. Here is the difference: before I even ask for your business, I am going to show you a custom marketing plan built specifically for your home. It will include the exact number of targeted buyer impressions I will generate, the specific platforms I will advertise on, and a week-by-week timeline of every action I will take. You will know exactly what you are getting before you sign anything. Most agents cannot show you that because they do not have a plan.”

Specificity is the antidote to skepticism. Generic promises sound like the last agent. A detailed, data-driven plan sounds like something new.

Objection 7: “We are going to wait for the market to improve.”

“I understand the instinct to wait. Can I share some data? [Reference specific local trends: median prices, inventory levels, interest rates, seasonal patterns.] Based on what I am seeing, waiting could actually work against you because [specific reason, rising inventory, rate changes, seasonal slowdown]. Would it be worth 15 minutes to look at the numbers together so you can make an informed decision?”

Never argue with opinions. Present data. Let the numbers make the case for urgency.

Objection 8: “We are not paying 6 percent commission.”

“I appreciate you being upfront about that. Here is how I think about commission: my job is not to cost you money. It is to net you more money than you would get without me. Let me show you the math. If your home was listed at [price] and I can negotiate a sale price that is even 3 to 5 percent higher than what you would get on your own or with a discount agent, you come out ahead even after my full fee. Can I put those numbers together for your specific situation?”

Reframing from gross commission to net proceeds changes the entire conversation. Most sellers have never seen the actual math.

Objection 9: “Just email me your information.”

“Absolutely, I will send that over right away. What is the best email? And instead of a generic brochure, let me put together a custom market analysis for your home specifically. That way you have real data to work with. I will follow up [specific day] to walk you through it and answer any questions. Does that work?”

“Just email me” is not a rejection, it is a deferral. Turn it into a commitment by offering something custom and scheduling the follow-up before you hang up.

Objection 10: “We already have an agent we are going to use.”

“That is great, I am glad you have someone you trust. If anything changes or if you want a second opinion at any point, I am here. I will send you my contact information just in case. I wish you the best with the relisting.”

Keep it brief, gracious, and professional. Many sellers who say this end up switching agents later. You want to be remembered as the agent who respected their decision. Add them to your CRM for a 60-day follow-up.

Building an Expired Listing Prospecting System

Handling objections is a skill. But turning expired listings into a consistent source of appointments requires a system:

• Pull expired listings daily. Check your MLS every morning for newly expired listings. The first 24 to 48 hours is the highest-conversion window.
• Call within 48 hours. Speed matters. The agents who call on day one get a different reception than those who call on day five.
• Use a power dialer with scripts on screen. Load the phone framework and all 10 objection responses so you can reference them mid-call without sounding like you are reading.
• Follow up at least 5 times. HubSpot research shows 80 percent of sales require 5 or more follow-up touches, yet 44 percent of salespeople quit after the first attempt. Most expired listing appointments come from the third, fourth, or fifth contact.
• Build a multi-channel sequence. After the first call, follow up with a text on day 3, an email with a CMA on day 7, a second call on day 14, and a direct mail piece on day 21. Use your workflow builder to automate the sequence.
• Track everything in your CRM. Log every call, note every objection, and set follow-up reminders. After 30 days of consistent tracking, you will know your exact conversion rate and where to improve.

Mistakes That Kill Expired Listing Conversions

• Leading with a pitch instead of a question. The sellers who just had their listing expire are exhausted from being sold to. Open with curiosity, not credentials.
• Criticizing the previous agent. Even if the last agent was terrible, do not say it. The seller may have a personal relationship with them. Let your diagnostic questions reveal the gaps without making it personal.
• Giving up after one call. The first call is planting the seed. The appointment often comes from follow-up calls weeks later.
• Being unprepared. Before you call any expired listing, pull the MLS history. Know the original list price, days on market, price reductions, and number of showings. Walking into the call with data signals professionalism.
• Trying to list them over the phone. The goal of the call is a 15-minute meeting. Period. Do not attempt to give a full listing presentation during a cold call.

Expired listing prospecting rewards the agents who combine preparation, empathy, and persistence. The scripts give you the words. The system gives you consistency. Together they turn one of the most competitive lead sources in real estate into a reliable pipeline of listing appointments.