Expired Listing Scripts That Actually Book Appointments in 2026
Feb 24, 2026
Most agents botch expired calls in the first 10 seconds. These field-tested scripts flip the conversation from defensive to booked — with the exact words I use on calls this week.
Expired listing scripts are your fastest path to a listing appointment in 2026 — if you use the right words. According to recent industry data, expired leads convert at a 44% list rate with an average 30-day cycle from first call to signed listing agreement. That makes them the single highest-converting lead source available to agents right now.
I’ve closed over $500M in volume and 800+ homes in Northern Virginia. Expired listings have been a cornerstone of my prospecting system for over a decade. Below, I’m sharing the exact scripts, openers, and objection handlers I use — along with the frameworks that turn hostile callbacks into signed agreements.
What You’ll Learn in This Post
Why Expired Listings Are the #1 Lead Source in 2026
What to Do Before You Ever Pick Up the Phone
The 15-Second Opening Script That Stops the Hang-Up
Full Expired Listing Script: From Hello to Appointment
5 Common Objections and Exactly How to Handle Them
The Follow-Up Cadence That Doubles Your Conversion Rate
Why Are Expired Listings the #1 Lead Source in 2026?
Expired listings are the highest-converting lead type in 2026 because these homeowners have already committed to selling. They’re motivated, they understand agent representation, and they need a better strategy. With a 44% list rate and a roughly 30-day conversion cycle, no other lead source puts you in front of a motivated seller faster.
Here’s the reality most agents ignore: there are over 64,000 active expired leads available across the country every single week. That’s a massive pool of homeowners who raised their hand, said “I want to sell,” and didn’t get the result they wanted.
Compare that to the alternatives. Portal leads from sites like Zillow now average around $181 per lead with a conversion rate that hovers near 0.4%. You’d need to buy roughly 250 portal leads to close a single deal. Meanwhile, expired listings convert at rates that are 20 to 40 times higher than portal leads.
The 2026 market makes this even more compelling. With mortgage rates still above 6%, home prices stalling nationally, and inventory slowly increasing, more listings are expiring than we’ve seen in years. Sellers who overpriced in the spring are watching their listing agreements lapse. That’s your opportunity.
*Cost depends on lead provider subscription. Data sourced from REDX 2026 lead analysis and NAR research.
What Should You Do Before Calling an Expired Listing?
Before you dial a single expired listing, spend 3–5 minutes researching the property. Pull the MLS history, check days on market, look at price reductions, review the photos, and identify what likely went wrong. Walking into the call with a diagnosis gives you instant credibility and separates you from every other agent calling blind.
The biggest mistake agents make with expired listings isn’t their script. It’s calling unprepared. When you call an expired seller and you clearly don’t know anything about their property, you sound like every other agent who dialed their number that morning.
In my experience across 800+ transactions, preparation is what separates a 1-in-20 booking rate from a 3-in-10 booking rate. Here’s my pre-call checklist:
5-Minute Pre-Call Research Checklist
1. Pull the full MLS listing history — original price, reductions, days on market.
2. Review listing photos and marketing materials. Were they professional? Were there enough?
3. Run a quick CMA or check recent comps in the area.
4. Note the listing agent — did they have other expireds? What’s their track record?
5. Check Zillow or public records for owner name, any FSBO history, or withdrawn status.
6. Identify 2–3 specific things you would change about the listing strategy.
That last point is critical. When you can say on the call, “I noticed your home was listed at $625,000 with only 14 photos and no virtual tour — the three comparable homes that sold in your neighborhood all had 30+ photos and 3D tours,” you immediately shift from being a cold caller to being a consultant. That’s the difference.
What Is the Best Opening Script for Expired Listings?
The best expired listing opener is 15 seconds or less, acknowledges the seller’s frustration immediately, and asks a permission-based question to keep the conversation going. You must differentiate yourself from other agents within the first two sentences — or you’ll hear a click.
Expired sellers get bombarded. Depending on the market, they might receive 10 to 50 calls from agents the morning their listing expires. Every one of those agents says some version of: “Hi, I saw your home expired and I’d love to help you sell it.”
That approach gets hung up on. Here’s what works instead:
Opening Script #1: The Diagnosis Opener
Best for: Properties that had clear marketing or pricing issues
“Hi [Name], this is [Your Name] with [Brokerage]. I know you’re probably getting a lot of calls today, so I’ll be quick. I actually spent some time looking at your property on [Street Name] before I called — and I noticed a few things about how it was marketed that I think may have cost you a sale. Would it be okay if I shared what I found?”
Why this works: You acknowledged the flood of calls, which earns respect. You proved you did your homework by referencing the street name and a specific observation. And you asked a low-pressure question that invites curiosity. Most sellers will say yes — because they want to know what went wrong.
Opening Script #2: The Empathy Opener
Best for: Sellers who sound frustrated or hostile from the jump
“Hi [Name], this is [Your Name]. Before you hang up — I’m not calling to pitch you. I actually pulled the data on your area this morning and I think there’s a real gap between what your home should have sold for and how it was positioned. Do you have 90 seconds so I can walk you through what I mean?”
Why this works: “Before you hang up” is a pattern interrupt. It breaks the expectation and buys you two more seconds of attention. Saying “I’m not calling to pitch you” lowers the wall. Referencing “the data” positions you as analytical, not salesy. And “90 seconds” is a micro-commitment that feels safe.
Opening Script #3: The Results Opener
Best for: Higher-price-point homes where credibility matters fast
“Hi [Name], this is [Your Name]. I’ve sold [X] homes in [Area] over the past 12 months, and I noticed your listing on [Street] just came off the market. I have a specific marketing plan that I think would get your home sold — and I’d like 10 minutes to show you what’s different. What does your schedule look like this week?”
When I use this one, I’ll say something like: “I’ve sold 104 homes in Northern Virginia in the last 12 months.” That number does the heavy lifting. It immediately communicates track record without sounding braggy — it’s just a fact. Use your real numbers, whatever they are. Even “I’ve sold 12 homes in your zip code this year” is more powerful than most agents can claim.
Want These Scripts in a Copy-Paste Template?
The LeadFlow Activation System includes my complete seller outreach letter templates, conversation scripts, lead tracker, and zip code targeting playbook — everything you need to start booking appointments this week.
Get Instant Access — Just $7 →Full Expired Listing Script: From Hello to Appointment
A complete expired listing call should last 4–7 minutes, move through five distinct phases — opener, diagnosis, value proposition, close, and confirmation — and end with a locked-in appointment time. Below is the full script framework I train my team on.
Here’s how the full call flows once you’ve landed the opener. I’ll break this into the five phases with the exact transition language I use.
Phase 1: The Opener (0–30 seconds)
Use one of the three opening scripts above. Your only goal here is to get permission to keep talking.
Phase 2: The Diagnosis (30 seconds – 2 minutes)
This is where your pre-call research pays off. Walk through what you found.
“So when I looked at your listing, a few things stood out. The home was originally listed at [price] and had [X] price reductions over [X] months. The photos showed [specific observation — dark rooms, no staging, limited angles]. And when I compared your home to the three properties that DID sell on your street, the biggest difference I saw was [specific gap — pricing, marketing, exposure].”
Then transition: “Does that match what you experienced? I’d love to hear your take on what happened.”
Phase 3: The Value Proposition (2–4 minutes)
After they share their side, pivot to what you’d do differently.
“Here’s what I’d do differently. I’d [specific action #1 — e.g., bring in professional staging and photography]. I’d [specific action #2 — e.g., price it based on the absorption rate in your micro-market, not a zip-code-wide average]. And I’d [specific action #3 — e.g., run a targeted digital campaign to the 2,400 active buyers in our database who are looking in your price range]. I put together a marketing plan I’d love to walk you through in person.”
Key: Always name three specific actions. Vague promises like “better marketing” don’t cut it. Specificity builds trust.
Phase 4: The Close (4–5 minutes)
Don’t ask “would you like to meet?” — give them two options.
“I’d like to come by and walk through the home with you — I want to see it in person so my marketing plan is specific to your property. I have availability [Day 1] at [Time] or [Day 2] in the afternoon. Which one works better for you?”
Phase 5: The Confirmation (30 seconds)
Lock it down and reduce cancellations.
“Perfect, I’ve got you down for [Day] at [Time]. I’ll send you a quick text right now to confirm — what’s the best number? And just so you know, I’m going to bring a full CMA and my marketing plan specific to your home. If anything changes on your end, just shoot me a text. Sound good?”
Sending that confirmation text immediately is non-negotiable. It creates a real commitment and gives the seller your contact info so they feel less pressure. In my experience, agents who confirm by text within 60 seconds of the call see 40–50% fewer no-shows.
How Do You Handle Expired Listing Objections?
The five most common expired listing objections are: “I’m relisting with my agent,” “I’m not selling anymore,” “I’m going FSBO,” “You agents are all the same,” and “Send me something in the mail.” Each requires a specific, empathetic response that redirects to the appointment — not a hard-sell rebuttal.
Objections aren’t rejections. They’re the seller’s way of testing whether you’re worth their time. Here’s how to handle the top five:
Objection
“I’m going to relist with my current agent.”
Your Response
“I completely respect that. Loyalty matters. Can I ask you this — if your agent had done something differently, do you think the home would have sold? Before you relist, wouldn’t it be worth seeing a second opinion on why it didn’t sell the first time? That’s all I’m offering — a fresh set of eyes, no strings attached.”
Objection
“We’ve decided not to sell anymore.”
Your Response
“I hear you. If you don’t mind me asking — was that always the plan, or did something about the experience change your mind? Because from what I can see, there’s a buyer for your home. The issue wasn’t demand — it was how the home was positioned. Would it change anything if I showed you what the market would actually support right now?”
Objection
“We’re going to sell it ourselves.”
Your Response
“A lot of homeowners try that, and I respect the effort. Here’s something worth knowing, though: industry data shows that homeowners who relist with an agent after an expiration have over a 54% higher chance of actually selling compared to sticking with the same approach. I’d love to at least leave you with a pricing analysis so you have accurate data to work with, whether you use an agent or not. Fair enough?”
Objection
“You agents are all the same.”
Your Response
“You know what, based on your experience, I’d probably feel the same way. And you’re right that a lot of agents say the same things. Here’s where I’m different — I’ve sold [X] homes in the past 12 months. I don’t need your listing to build my business. I want your listing because I looked at your home and I know I can sell it. Give me 10 minutes to prove it.”
Objection
“Just send me something in the mail.”
Your Response
“I’d be happy to. But honestly, a generic packet doesn’t do your home justice. What I’d rather do is put together a custom analysis specific to your property — the comps in your exact neighborhood, what sold and what didn’t, and a marketing plan built around your home. That takes about 10 minutes to walk through in person. Would [Day] or [Day] work better?”
Notice the pattern: validate, redirect, offer value, close for the appointment. You never argue. You never push back. You simply make the appointment the logical next step by offering something specific they can’t get any other way.
What Is the Best Follow-Up Cadence for Expired Listings?
The most effective expired listing follow-up cadence is a 7-touch sequence over 14 days that mixes phone calls, texts, and a handwritten note or direct mail piece. Most agents quit after one call. The data shows expired leads that convert within one year have a 60% success rate — but only if you stay in the pipeline long enough.
I tell every agent I coach the same thing: the fortune is in the follow-up, and the follow-up is where 90% of your competition disappears. Most agents call an expired listing once. If they don’t book an appointment, they move on. That’s exactly why consistent follow-up gives you such an unfair advantage.
Here’s the exact 14-day cadence I recommend:
The Day 14 “breakup” call works because it removes pressure while creating urgency. Sellers who’ve been sitting on the fence often respond to the idea that you’re about to stop reaching out. It’s counterintuitive, but pulling away often triggers engagement.
After the 14-day cadence, move them to a monthly drip — a market update email or a quarterly check-in call. I’ve picked up listings 4–6 months after an initial expired call simply because I stayed in the picture when other agents vanished. For more on building a complete follow-up system, check out our Complete Guide to Converting Internet Leads.
What Are the Biggest Mistakes Agents Make on Expired Listing Calls?
The three mistakes that kill expired listing calls are: leading with a pitch instead of a question, badmouthing the previous agent, and not having a specific value proposition. Each one signals to the seller that you’re just another agent calling from a list — and that ends the conversation.
Mistake #1: Leading with a Pitch
“Hi, I’m calling because I noticed your listing expired and I’d love to help you sell your home” is what every other agent says. It triggers an immediate defensive response because the seller has already heard this 15 times today.
Fix: Lead with a question or observation. Ask permission. Start a conversation, not a monologue. Review the opening scripts in this post for the exact language.
Mistake #2: Trashing the Previous Agent
It’s tempting to point out everything the previous agent did wrong. Don’t do it. Even if the seller is frustrated with their former agent, criticizing another professional makes you look petty and unprofessional. The seller wonders: “Will this agent talk about me like this if things don’t work out?”
Fix: Focus on what you would do, not what they did wrong. Instead of “Your agent clearly didn’t market the home well,” say “I have a marketing approach I think would create more exposure for your home.” Same message, completely different positioning.
Mistake #3: Being Vague About Your Value
“I have a great marketing plan” means nothing. Every agent says it. If you can’t name three specific things you’ll do differently for their home, you’re just adding noise.
Fix: Always come with specifics. “I’ll invest in professional staging and twilight photography, run a geo-targeted Facebook campaign to 5,000 active buyers in a 10-mile radius, and host a broker-only open house before going live on the MLS.” That level of detail gets appointments booked.
If you want a complete system for building your listing pipeline beyond expireds — including FSBO outreach, sphere nurturing, and seller marketing — the Lead Conversion Blueprint lays out the full framework.
Why 2026 Is the Best Year to Prospect Expired Listings
Every market cycle creates a prospecting advantage if you know where to look. In 2026, three converging factors make expired listings more valuable than they’ve been in years:
Rising Inventory + Sticky Prices = More Expireds
Inventory is increasing for the first time in years, but many sellers are still anchored to peak-era pricing from 2021–2022. That mismatch means more homes are sitting longer and more listing agreements are lapsing. Industry forecasts project national home prices to flatten near 0% in 2026, which means overpriced listings simply won’t move.
NAR Settlement Changes Demand Better Agents
The 2024 NAR settlement restructured how buyer agent commissions work. Sellers are now more aware of what they’re paying and expecting more from their listing agent. Expired sellers — who already had a bad experience — are especially motivated to find an agent who can clearly articulate their value. If you can walk into a listing presentation and explain exactly how you’ll justify your commission, you’re already ahead of 80% of the competition. For new agents navigating these changes, our guide to starting in real estate covers the fundamentals.
Portal Costs Are Unsustainable
Lead costs from portals have surged dramatically over the past several years. At current rates, the cost per closed deal from portal leads is multiple times higher than prospecting expireds. Agents who shift even 30% of their prospecting time from paid leads to expired calls will see a measurable improvement in their cost-per-acquisition within 60 days. Track your numbers using our free Realtor Income Calculator.
Frequently Asked Questions: Expired Listing Scripts
What time of day is best to call expired listings?
Call between 8:00–10:00 AM or 4:00–6:00 PM for the highest contact rates. Early morning catches homeowners before their day gets busy. Late afternoon catches them after work. Avoid the 10 AM–12 PM window when every other agent is calling. Consistency matters more than timing — block 90 minutes daily and protect that time.
How many expired listings should I call per day?
Aim for 25–40 dials per session. With typical connection rates around 15–20%, that means you’ll have 4–8 actual conversations. From those conversations, a strong script and delivery should book 1–3 appointments per session. Track your ratios weekly to find your personal benchmarks and improve over time.
Do I need a dialer to call expired listings?
You don’t need one to get started. Many agents successfully call expireds from their cell phone. However, a power dialer significantly increases your efficiency by automating the dial-connect process. If you’re committing to daily expired prospecting, a dialer pays for itself within the first month. Popular options include REDX Power Dialer, Mojo, and PhoneBurner.
Are expired listing calls legal in 2026?
Yes. Expired listings are public record information available through MLS data. There is no Do Not Call violation when contacting homeowners who have had an active listing on the MLS, as this constitutes a prior business relationship. However, always check your state’s specific regulations and consult a licensed attorney if you have questions about compliance in your area.
How do I get expired listing data?
Expired listing data is available through your local MLS, lead providers like REDX, Vulcan7, or Landvoice, and through manual MLS searches filtered by “expired” or “withdrawn” status. The advantage of a dedicated provider is that they include phone numbers, skip-traced contact info, and often integrate with dialer tools for efficiency.
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Over 800 homes sold. $500M+ in volume. These are the tools I use.
Get the LeadFlow System — $7 →Written by Saad Jamil — Founder of Jamil Academy, Top 1% Realtor nationwide with $500M+ in career sales and 800+ homes closed in Northern Virginia. Saad shares the exact systems he uses daily to help agents become top producers.
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