How to Use Expired Listing Scripts to Win Clients

Expired listings present a golden opportunity for real estate agents. Homeowners with expired listings are often motivated to sell but need a different approach after their initial attempt fell short. The right scripts can help agents connect with these homeowners, build trust, and secure new listings. In this post, we'll provide the best expired listing scripts and strategies to help you convert these leads into clients.

Why Use Scripts for Expired Listings?

Scripts are essential tools for reaching out to homeowners with expired listings for several reasons:

• Consistency: Scripts ensure that you deliver a consistent message, which is crucial when reaching out to multiple leads.
• Confidence: A well-prepared script boosts your confidence, helping you handle objections and move the conversation forward.
• Structure: Scripts provide a framework that guides the conversation, keeping you focused on the key points that matter to homeowners.

How to Use Expired Listing Scripts Effectively

1. Understand the Homeowner’s Situation

Before making the call, review the details of the expired listing:

• Check the Listing History: Note how long the property was on the market, any price changes, and the marketing approach used.
• Identify Weak Points: Look for potential issues, such as pricing, photos, or a lack of marketing exposure, that may have contributed to the listing’s expiration.

2. Adapt the Script to the Homeowner’s Needs

While scripts provide structure, they should be flexible enough to adapt to the homeowner’s specific situation:

• Personalize the Script: Mention the homeowner’s name, property address, and any unique characteristics of the property to make the call more relevant.
• Address Concerns: Be prepared to address common objections, such as “We’re not sure if we want to list again” or “We’re considering waiting.”

3. Focus on Solutions

The goal of using scripts is not just to pitch your services, but to offer solutions to the homeowner’s problem:

• Highlight Your Experience: Share success stories of similar expired listings you’ve turned into successful sales.
• Offer a Fresh Strategy: Explain how your approach differs from the previous listing, whether it’s through better pricing, more effective marketing, or staging.

Top Expired Listing Scripts for Real Estate Agents

1. Initial Call Script

"Hi [Homeowner’s Name], this is [Your Name] with [Your Agency]. I’m reaching out because I noticed that your home at [Property Address] recently came off the market. I understand that it can be frustrating when a property doesn’t sell as expected. I specialize in helping homeowners like you relist and successfully sell their homes. I’d love to offer a free consultation to discuss a new approach that could help sell your property quickly. Would you be available for a quick chat this week?"

2. Objection Handling Script

"I understand your hesitation. Many of my clients felt the same way after their listing expired. However, they found that a fresh approach and targeted marketing made all the difference. I’d love to show you how we can use proven strategies to attract serious buyers. Can we schedule a quick meeting to discuss this further?"

3. Pricing Strategy Script

"One of the main reasons listings expire is pricing. The market may have shifted, or the original price may not have reflected the true value. I’d like to offer a complimentary market analysis to help you understand the current market trends and how we can position your home for a successful sale. Would you be open to that?"

4. Marketing Plan Script

"I noticed that your previous listing lacked online presence and visual appeal, which are critical in today’s market. My marketing plan includes professional photos, virtual tours, social media ads, and targeted online campaigns to maximize exposure. I’d love to share more details with you. Could we set up a time to meet?"

5. Follow-Up Script

"I understand you may need some time to consider your options. I’d be happy to send over some information about how I’ve helped homeowners in similar situations. I’ll check in with you in a week to see if you have any questions or would like to schedule a meeting. How does that sound?"

Tips for Converting Expired Listings Using Scripts

1. Be Empathetic

Homeowners with expired listings are often frustrated. Start the conversation with empathy and show that you understand their situation:

• Acknowledge Their Frustration: “I know it’s disappointing when a home doesn’t sell as expected.”
• Offer Solutions, Not Just Sales Pitches: Focus on what you can do differently to sell the property.

2. Practice Your Scripts

Rehearsing your scripts ensures that you sound natural and confident during the call:

• Role-Play: Practice with a colleague or mentor to refine your delivery and handle objections smoothly.
• Record and Review: Record your calls and review them to identify areas for improvement.

3. Follow Up Consistently

Expired listings often require multiple touchpoints before the homeowner agrees to relist. Be prepared to follow up consistently:

• Create a Follow-Up Schedule: Use a CRM to track follow-ups and reminders to stay organized.
• Vary Your Approach: If phone calls don’t work, try sending personalized letters, emails, or even stopping by in person if appropriate.

Conclusion

Using expired listing scripts effectively can make a significant difference in converting these leads into successful sales. By personalizing your approach, addressing objections, and following up consistently, you can build trust with homeowners and secure new listings.

To streamline your prospecting and lead management efforts, consider using RobinFlow’s #1 Lead Generation Platform, which helps real estate agents automate tasks, organize leads, and close more deals. Learn more at RobinFlow.