You have seconds to give an expired listing owner a compelling reason not to hang up. Where do you begin?
Delistings are on the rise, which is typical of this time of year, leading up to January. Meanwhile, the owners of delisted and expired properties have already been through an exhausting process with lackluster results.
What they don’t need is for you to call them, promising a better outcome if they pick you.
What they do need…
- Clarity
- Understanding
- Proof
Having a crystal clear and time-saving framework for that first call is a great starting point. And the more you practice scripts, the better able you are to seamlessly match the right script to the seller’s situation and mindset.
As we saw in a recent BAMx live role play, listening to your seller is even more important than knowing how to start the conversation with value.
During the role play, Byron Lazine, Tom Toole, and Lisa Chinatti demonstrated how to turn skeptical expired leads into warm same-day appointments.
A time-saving, intuitive call structure was part of their approach. Other ways Byron, Tom and Lisa put the seller first:
- Respecting the seller’s headspace
- Diagnosing the problem quickly
- Using real proof (no guesses and no empty promises)
- Asking for the meeting by offering two specific times
- Re-closing with value every time
The following playbook distills that approach into a practical framework you can use today.
Plan Before You Call
Expireds are not a list of phone numbers. They are a list of real people with stories.
Expired homeowners have already lived through poor positioning, choppy follow-up, and buyer fatigue. They do not need more noise.
Instead, focus on having a short, confident conversation that:
- Diagnoses what went wrong
- Demonstrates momentum in today’s market, and
- Offers a low-friction next step
And that starts before you ever dial. Verify the home is off-market in your MLS and pull a quick snapshot of data in a platform like PropStream. From there, choose one local proof point that matters for their price band (e.g., current median DOM or list-to-sale ratio), jot down what could make the home stand out in a relaunch plan, and have two appointment times ready.
When you prepare like this and lead with a value-forward plan, sellers feel the difference from their last experience—which is exactly what opens the door to a real conversation.
Quick note: Do not solicit if the property is still listed or under a protected status in your market. Verify status and comply with local and MLS rules before you call.
Basic Call Structure for Expired Listings
Once you’ve got the numbers to call and some script role play under your belt, it helps to have a basic framework in front of you to guide your conversations with owners of expired listings.
Below is a suggested outline based on the approach used during the role play, so you can adapt the language for your market and voice. This is not a script to memorize. It’s a sequence to follow so you stay in control and move toward a short, in-person walkthrough.
- Rapport and permission. Confirm they are no longer listed and get quick permission to ask a couple of questions.
- Invite the story. Let them share what happened and what they would redo. Listen more than you talk.
- Diagnose with the three levers. Use price, presentation, and promotion to isolate the primary constraint.
- Add authority and proof. Share one relevant market data point and point to a review or short intro video.
- Ask for the appointment. Offer two specific times, confirm the one that works, and send the invite on the call.
- Handle objections by looping back to value. Acknowledge, answer briefly, and ask again with a clear reason to meet.
Key questions that unlock the meeting
Use these questions to bring constraints to the surface, not to interrogate the homeowner. Use one question at a time, then stop talking.
- “I’m surprised it didn’t sell. What happened?” You get the seller’s own framing.
- “If you could redo one thing, what would it be?” Reveals where they believe the constraint lives.
- “Which held you back most, price, presentation, or promotion?” Put the three levers on the table.
- “What value were you trying to defend with that list price?” Turns pricing into positioning.
- “Who was your target buyer and which channels actually reached them?” Tests the marketing plan without attacking the agent.
Each question points you to the binding constraint and sets up a clean re-close.
Objection loops that keep the door open
Below are some common objections, along with suggested scripts to uncover more information. Never argue facts. The goal here is to learn more about the seller and to trade value for their time.
Objection #1: “We’re relisting with our last agent.”
“Loyalty matters. If I could show you how to keep your price while improving presentation and promotion, would you want that comparison? Fifteen minutes today or tomorrow?”
Objection #2: “We’re taking a break.”
“Makes sense after that run. If I bring a no-pressure audit that reduces days on market when you are ready, is a quick doorstep visit later today out of the question?”
Objection #3: “Why don’t you bring a buyer first. Then we’ll talk.”
“Totally fair. If I show how a 7-day relaunch creates multiple buyers instead of one, would that be worth 15 minutes?”
Objection #4: “What’s your commission?”
“Happy to outline the investment. Is picking the right strategy the priority, or the lowest fee regardless of outcome? Let’s walk numbers in person so I can be precise.”
Objection #5: “We’re going to sell the home ourselves (i.e., FSBO).”
“I respect the DIY route. If I map the buyers you may miss without paid reach and agent networks, would that be useful?”
Follow-up that adds value
Your follow-up should add new value, not new pressure. Keep it short and value-focused, with content that showcases your expertise and helps them see the benefits of working with you:
- Send a short personal intro video and two recent reviews.
- Share one relevant market stat tied to their price band or area.
- Include a creative example that addresses their constraint in presentation or promotion.
- Re-offer two specific times and be ready to send the invite the moment they say yes.
Steps You Can Take Today
A tight framework beats a long script. Lead with curiosity, run the structure, and let the seller feel progress again. Let them also feel your investment in tailoring the process to their needs and their unique situation.
The best part is simple: you can start making these calls and booking meetings today.
Want to hear these moves in action? Watch the latest BAMx live role play replay and practice the two-time close when you join us for the next session.
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