In the first four years of my personal real estate business, the backbone of everything I built was expired listings.
Those early years taught me something: most agents are already calling expired homeowners. The reason they’re not getting appointments has very little to do with the list itself and almost everything to do with how the conversation is handled.
Since then, our team has closed over $1.5 billion in residential sales, and expired listings remain one of the most reliable lead sources we work today.
Here’s the issue I see over and over: people are having conversations and never getting into the house. They hear objections, thank the homeowner for their time, and move on to the next call.
Almost every time, the fix lives inside the script.
Why expired listings keep working
Expired listings come straight from the MLS. These are homeowners who already tried to sell.
When someone tells me expireds “don’t work anymore,” what they usually mean is their current conversations aren’t converting.
Most of the time, the issue sits in how the call is structured.
That’s why we use two approaches today: a permission-based style and a more direct style depending on where the seller is emotionally.
For most people, the permission-based approach is where real momentum starts.
The permission-based script I use to open the conversation
The purpose of the opening is to lower resistance and make the call feel relevant.
Here’s how I start:
“Hey, it’s Byron here. I saw your home at 123 Main Street was listed and isn’t active now. Did I catch you at a terrible time?”
Once they say they have a minute, I follow with:
“I’ll be brief, and if this isn’t relevant, I’ll let you go. Sound fair?”
Then I anchor locally:
“I’m local right here. We’ve helped 16 neighbors in this town who were in the same spot. Mind if I ask you two quick questions to see if I can help? If I can’t, I’ll get you off the phone.”
From there, I go straight into diagnosing what blocked the sale:
“What do you think blocked the sale? Was it price, presentation, or promotion?”
I always follow that by asking about showing activity, because it usually tells the real story.
When someone says they had five showings in six months, that points straight to pricing or marketing.
Then I ask:
“If you could get your number in this environment, would you still want to sell in the next 90 days if you had a plan that worked?”
How I handle hesitation and uncertainty
Almost every expired call includes some version of hesitation. People talk about the market, interest rates, or wanting to wait things out.
Before solving anything, I acknowledge it:
“I totally get wanting to sit when things feel uncertain. Most people feel that way.”
Then I guide the conversation back to what they can control:
- What feels most uncertain right now?
- Is it price, presentation, or promotion that concerns you most?
The value-first approach that gets me in the house
Instead of pushing straight for a listing appointment, I offer something useful.
I explain that I put together a sell-for-more plan that includes:
- Updated comps from homes that sold in uncertain conditions
- Three pricing strategies that are working right now
- A net sheet showing what they’d walk away with after fees
I tell them it takes about 20 minutes and that they can toss it if it’s not helpful. Then I give two time options.
Another common response is that they’re going to use the same agent.
When that comes up, I don’t argue. I ask if they’d like to compare the updated plan their agent gave them with the one I’m putting together. Most homeowners haven’t received a new plan.
I also make it clear that they can use what I build with anyone.
Why everything starts with getting into the house
Every part of this call is about earning an in-home appointment. I can’t solve pricing, strategy, marketing, or compensation on the phone. Those conversations happen face-to-face.
The phone is for building comfort and creating value. Once you’re in the house, the real work begins.
Expired listings still work when the conversation earns the next step.
