REAL ESTATE
March 24

Best Expired Listing Scripts 2021

Chief Editor

Calling expired leads and expired listings is a popular prospecting method for sourcing real estate leads. Agents have prospected expired listings for decades, it is a highly competitive field. The secret high-performing agents know that sets them above the crowd is using the right expired scripts when calling your prospects.  

Do you know how to write effective expired scripts? Below are expert tips and examples of what the best in the industry use to turn expired leads into new appointments.  

 

The Psychology Behind Expired Listings 


Before jumping into the best scripts for you, it is very helpful to think about the mindset of your prospects when you’re reaching out to them. This will provide a foundation for what to communicate in your expired scripts.  

What are they thinking when you call their cell phone? They’ve already tried to sell their home with an agent, maybe even more than one, and their home still hasn’t sold. They feel discouraged, frustrated and are not very trusting that a real estate agent they don’t know can get the job done this time around. 

Based on this, the most important feelings to communicate to your prospect are empathy and trust. Here are the top 5 expired listing scripts to use as you prospect expired listings: 

 

The Empathetic Script 


This no-pressure expired script from Borino Real Estate Coaching quickly shows empathy for the prospect and positions you as on their side. It immediately helps you stand out from the other agents calling and as the most trusted authority for the job. Notice in the opening how Borino instantly conveys empathy: 

“Hi is this PROSPECT?... Hi PROSPECT, this is YOUR NAME with YOUR COMPANY. I’m not the first one calling about your house am I?…It must be crazy with all of these agents calling, they think they can make a quick buck off of you, where were they when your house was up for sale?"

As you can see, through empathy and building trust, Borino is able to turn a frustrated homeowner into a hopeful new appointment.  

 

The Concise Script for Expired Listings 


This short and sweet expired lead script from Jeff Glover is remarkable for its simplicity. It is designed to quickly uncover objections so you can resolve them early on. This way, you eliminate any obstacles between you and success when you ask for the appointment.  

“Hi PROSPECT, this is YOUR NAME with COMPANY…The reason for my call is two-fold, one to be sure you know that your home is no longer listed for sale?...and two to see what your plans are for the property?” 

If you are strong at handling objections, this could be the perfect script for you.  

 

The Classic Expired Script 


This expired script from Mike Ferry is a time-tested success. Its success relies upon its simple focus on getting you a qualified appointment.  

“Hi, I’m looking for PROSPECT...Hi PROSPECT...my name is YOUR NAME with COMPANY...I’m sure you’ve figured out that your home came up on our computer as an expired listing... and I was calling to see when do you plan on interviewing the right agent for the job of selling your home?...” 

This prospecting script is simple and to the point. Like the others on this list, it conveys empathy while also qualifying the prospect and uncovering potential objections before asking for the appointment.  

 

The Speed to Success Script 


This expired listings script from Josh Gossard helped him achieve early success as a real estate agent. His success is proof that the right expired script can help you achieve reliably successful results and set listings appointments. 

“Hey PROSPECT, my name is YOUR NAME. I’m a Realtor here in the area, and I’m reaching out because I came across a property you recently had for sale. Since I specialize in homes that didn’t sell the first time around, I wanted to see what your plans are moving forward. Do you still have plans on getting your home sold?” 

The strategy of this script is twofold, first, it prompts the prospect to indicate if they have any remaining interest and second it establishes you as an expert at selling expired listings.  

 

Overcoming the Most Common Objection 


As you gain more experience cold calling expired listings, you will see there are several common objections that you will face from prospects. This is good news. As you master handling these common rejections, there will be fewer in your way between converting a lead into a new appointment. Here is the most common and how to handle it: 

“We’re Not Putting it Back on the Market” 

There are several avenues you can take after this objection, all of which require asking the prospect questions instead of challenging them directly. Here are 3 ways to handle this objection: 

  1. “Really? Well if it sold, where were you moving to?” This question redirects their attention to what they originally wanted to accomplish by selling their home.  
  2. “If I were to present you with a strong offer to purchase your home, would you still be willing to at least take a look at it?” This question offers the prospect hope that they can still sell their home without a hassle and tests to see if they’re still in the market.  
  3. “What do you think stopped your home from selling?” This question draws out potential objections and gives you early insights into what challenges there are selling this house.  


Takeaways for Expired Scripts 


Prospecting expired listings (for at least 30 days) is still a valuable way to source real estate leads as a lead generation method. As these leads have already decided to sell their home. The secret to success is using effective expired scripts in your marketing plan. 

These scripts should quickly convey empathy and trust. The right expired scripts should also prepare you to overcome the most common objections or bad experiences. Also, if you are able to gather other pieces of contact information, feel free to utilize their email addresses and use these scripts in an email. 

Seller Leads in Real Estate

Maximizing Online Lead Generation in Real Estate: Key Trends for 2023

As the real estate industry continues to evolve, it's important for real estate professionals to stay up-to-date on the latest online lead generation trends. In the current digital age, having a strong online presence is crucial for attracting potential buyers and sellers and generating leads. In 2023, the following trends are expected to shape the way real estate agents and brokers generate leads online.

Read Story
Seller Leads in Real Estate

Maximizing ROI: How Predictive Analytics Beats Online Ads for Real Estate Lead Generation

Real estate lead generation is a vital aspect of growing any real estate business. Generating quality leads is essential for identifying potential buyers and sellers and building a thriving business. There are several methods of lead generation in real estate, including direct mail, cold calling, and online advertising.

Read Story
Seller Leads in Real Estate

10 Tips for New Real Estate Agents to Get Listings Fast: Gaining a Competitive Edge with Predictive Analytics

As a new real estate agent, getting listings can be a challenge. With so many established agents already in the market, it can be difficult to stand out and attract potential clients. However, there are several tips and tricks that you can use to get listings fast and build your business.

Read Story
Seller Leads in Real Estate

6 Effective Methods for Generating Seller Real Estate Leads

Generating leads is essential for any real estate agent looking to make a sale. In today's real estate market, competition is high, and standing out from the crowd can be challenging. Finding potential sellers and gaining their attention requires creativity and consistency in your approach.

Read Story
Seller Leads in Real Estate

The Ultimate Guide to Converting Real Estate Leads

Converting real estate leads can be a challenging task, but it is one of the most important aspects of growing your real estate business. Whether you are an established agent or just starting in the industry, learning how to convert leads can help you close more deals and increase your revenue.

Read Story
Seller Leads in Real Estate

The Power of Testimonials: 5 Ways for Realtors to Collect Reviews and Boost Their Reputation

As a realtor, your reputation is everything. Your clients are relying on your expertise to find the right property for them or sell their home for the right price. One way to build your reputation and attract new clients is by collecting testimonials and reviews from your past clients.

Read Story
Seller Leads in Real Estate

Why Knowing the Homebuyer Journey is Key to Real Estate Sales Success

As a real estate agent, your success depends on your ability to connect with potential clients and nurture them into satisfied homeowners. In order to do this effectively, it's essential that you understand the homebuyer journey and the steps involved in the home buying process.

Read Story
Seller Leads in Real Estate

What Is a CMA in Real Estate and Why Is It Important for Real Estate Agents?

When it comes to buying or selling a property, one of the most important factors to consider is the property's market value. The market value of a property is the amount that a willing buyer and a willing seller would agree upon in an open market.

Read Story
Seller Leads in Real Estate

Mastering Real Estate Cold Calling: 5 Proven Strategies for Generating Leads

When it comes to real estate sales, cold calling can be an effective tool to generate leads and find potential clients. However, it's important to approach cold calling in the right way to make it successful.

Read Story
Seller Leads in Real Estate

10 Proven Strategies for Nurturing and Converting your Leads

As a real estate professional, one of the biggest challenges you face is converting leads into paying customers. While generating leads is an essential part of your job, it's equally important to nurture those leads and build a relationship with them to ensure a successful transaction.

Read Story
Seller Leads in Real Estate

Secrets to Winning Real Estate Listings: Strategies for Standing Out, Marketing, and Selling Effectively

Winning real estate listings is essential for real estate agents and brokers who want to grow their business and increase their income. In this blog, we will cover the top tips for winning real estate listings, including how to prepare for a listing presentation, how to differentiate yourself from the competition, and how to effectively market and sell the property.

Read Story
Seller Leads in Real Estate

Winning Ways to Get Sellers to List with You Now: Strategies for Real Estate Agents

In a competitive real estate market, getting potential sellers to choose you as their agent can be a daunting task. However, there are certain steps that you can take to persuade potential clients to list their properties with you. Below are some tips to help you get sellers to list with you now.

Read Story
Seller Leads in Real Estate

Digital Connection, Human Connection: Navigating Real Estate Relationship Building in the Digital Era

In the world of real estate, relationships are everything. From connecting with buyers and sellers to establishing partnerships with other agents, a successful career in real estate depends on building and maintaining strong relationships.

Read Story
Seller Leads in Real Estate

Navigating the Competitive World of Real Estate: Dos and Don'ts for Agents

Being a successful real estate agent takes more than just a license and a smile. It takes hard work, dedication, and a strategic approach to build and maintain a successful real estate business. Whether you're a new agent just starting out or a seasoned professional, these dos and don'ts will help you stay on track and achieve your goals.

Read Story
Seller Leads in Real Estate

Tips for Building a Winning Attitude in Real Estate

Being a successful real estate agent requires more than just knowledge of the industry and a willingness to work hard. It requires a positive attitude and a strong sense of professionalism that sets top performers apart from the rest of the field.

Read Story
Seller Leads in Real Estate

Maximizing Sales Opportunities: How to Encourage Sellers to Take Action in Real Estate Deals

As a real estate professional, you know that time is money. The longer a property sits on the market, the more it costs in terms of advertising, staging, and other expenses. Therefore, it's essential to get a seller to take action now if you want to close a deal quickly and efficiently.

Read Story
Seller Leads in Real Estate

The Power of Persistence: How Consistent Follow-Up Can Drive Success for Real Estate Agents

As a real estate agent, your success depends on your ability to consistently generate new business and close deals. While there are many factors that contribute to this success, one of the most important is persistence and follow-up.

Read Story
Seller Leads in Real Estate

10 Real Estate Email Templates for Lead Follow-Up: Connect with Your Leads and Build Strong Relationships

Here are 10 real estate email templates for lead follow-up. Each template is designed to be customizable so that you can tailor it to your specific audience and needs. Remember to include a clear call-to-action in each email to encourage your leads to take the next step.

Read Story
Seller Leads in Real Estate

The Ultimate Guide to Lead Generation: 10 Habits for Real Estate Agents

As a real estate agent, generating leads is crucial for building a successful career. However, with so many different strategies and tactics out there, it can be challenging to know where to start. In this blog, we'll cover 10 essential lead generation habits that all real estate agents should adopt.

Read Story
Seller Leads in Real Estate

Navigating the Post-Pandemic Real Estate Market: Strategies for Successful Lead Generation

The COVID-19 pandemic has had a profound impact on the real estate market, causing a significant shift in how people buy and sell homes. As a real estate agent, it's essential to understand the new landscape and develop a marketing strategy that takes advantage of the latest trends.

Read Story
Seller Leads in Real Estate

Top Reasons Homeowners Are Selling Their Houses Right Now

The current real estate market seems to stay pretty unpredictable, but one thing stays consistent, sellers will sell, but who are most likely to be the sellers in the current market?

Read Story
Icon