Expired listing scripts have a tough audience. The seller's home just failed to sell, their phone may be ringing with agent calls, and they're tired of promises. The scripts below lead with questions, not pitches. They help the seller work out what went wrong and show you as the agent who listened. You'll get four call scripts, objection answers, and an expired listing letter template. Start with the rules, because expireds are cold contacts with extra traps.
Can Agents Call Expired Listings?
Yes, under the same rules as any cold call. In 2005 the FCC said agent calls to owners are telephone solicitations "whether the property listing has lapsed or not." Any business relationship the owner had belongs to their old brokerage, not you. If their number is on a Do Not Call list, don't call it unless they gave you signed written permission with the number, or asked about your services in the last 3 months and haven't told you to stop.
- Confirm in the MLS that the listing expired and was not extended or relisted. Check again right before every call, letter, or visit
- Scrub the number against the National Do Not Call Registry (a version no more than 31 days old), your state's list, and your internal list, using your own or your brokerage's Registry account. Texts get scrubbed too
- Call 9 a.m. to 8 p.m. in the owner's time zone, Monday to Saturday, no legal holidays, and no more than 3 attempts in any 24 hours (our house policy)
- Say your name, your brokerage, and why you're calling in your first two sentences
- Show real caller ID that rings back to you or your office
- Log any opt-out on the spot and stop calling. Keep the record at least 5 years
- No autodialers, ringless voicemail, prerecorded voicemail drops, or AI voices without signed written consent
Compliance: The federal calling window is 8 a.m. to 9 p.m. local time. Florida, Maryland, Washington, and Louisiana end at 8 p.m., Texas starts at 9 a.m. (noon on Sunday), Louisiana bans Sundays and legal holidays, and Florida and Maryland allow 3 calls in 24 hours on the same subject. By law you have up to 10 business days to honor an opt-out. Do it immediately. Our recommendation: no cold texts and no voicemail drops; text only people who gave written consent. Rules vary by state, MLS, and brokerage. Use your brokerage's approved forms and check with your broker. This is not legal advice.
Door knocking and mail aren't covered by Do Not Call, so they're how you reach owners on the Registry. Local solicitation rules and "No Soliciting" signs still apply. A verbal "call me" at the door isn't enough for a registered number. Get it in writing, with the number.
What Does an Expired Listing Mean on the MLS?
An expired listing is one whose listing agreement ran out before the home sold, without an extension. The owner is free to hire any agent. Status names vary by MLS, so read the listing history, not just the label.
| MLS status | What it usually means | Can you solicit? |
|---|---|---|
| Expired | Agreement ended, no sale | Yes, after you confirm no extension or relist |
| Withdrawn or off market | Agreement may still be in force | No. Treat it as listed |
| Canceled | Agreement ended early | Only after you confirm it wasn't relisted |
| Relisted or extended | Under agreement with a broker | No |
NAR's Code of Ethics bars soliciting a home currently listed with another broker. A listing that truly expired without an extension is fair game.
Why Listings Expire (and How Sellers Feel)
The usual reasons: price compared with the competition, condition, how it looked online, how easy it was to show, and timing. Often it's a mix.
Expect frustration and skepticism. Your job on the first call isn't to win the listing. It's to earn a second conversation. Never criticize their last agent.
How to Call an Expired Listing
- Confirm the status and scrub the number.
- Pull the history: price changes, days on market, photos, and what sold nearby while it was listed.
- Call inside your hours. You may be one of several agents calling, so keep it short.
- Open with your name, brokerage, and reason. Then ask one question.
- Diagnose before you suggest anything, then ask for a short meeting or permission to follow up.
- Log the result, and any opt-out, before your next dial.
Expired Listing Scripts
Script 1: The first call
Hi, is this [First Name]? This is [Your Name] with [Brokerage]. I'm a real estate agent in [City], calling because I saw the listing for your home at [Property Address] expired.
Let me guess. You're the fifth agent today.
I believe it, so I'll keep it short. Are you still hoping to move?
Yes, eventually.
What do you think kept it from selling?
Honestly, I'm not sure. We had showings but no offers.
That's useful. Showings without offers often point to how buyers compared it with other homes in person. Would a 20-minute look at the homes buyers chose instead be helpful?
Maybe. Not this week.
That's fine. Would [Day] at [Time] work, or is [Day] at [Time] better? I'll bring the comparison, and you decide if anything is worth changing.
If they decline, ask permission to mail the comparison. If they ask you to stop calling, say "Understood, I'll take you off my list," end the call, and log it.
Script 2: The diagnosis call
Use this when the seller will talk but isn't ready to meet. Just ask and listen.
Before I suggest anything, can I ask a few questions about how the listing went?
Go ahead.
How many showings did you have, roughly?
Maybe ten in the first month, then it slowed down.
What feedback did you hear?
That it needed updating. And that it was priced high.
If you listed again, what would have to be different for you to feel good about it?
I'd want an agent who actually communicates.
Write their answer down word for word. It's the center of your listing presentation.
That's fair. Can I show you how I'd handle updates and what I'd change about the launch? Thirty minutes, at your kitchen table.
Script 3: The live voicemail
Leave this yourself, live, on a scrubbed number. Never use a prerecorded drop or ringless voicemail.
Hi, [First Name], this is [Your Name] with [Brokerage], a real estate agent in [City]. I'm calling about your home at [Property Address], since the listing came off the market. I have a short comparison of what sold nearby while it was listed, and I'm happy to share it. You can reach me at [Phone]. Again, [Your Name], [Phone].
One voicemail every few days is plenty. Your call attempts still count toward your daily limit.
Script 4: The follow-up call after your letter
Hi, [First Name], it's [Your Name] with [Brokerage]. I sent you a letter last week about [Property Address].
I think I saw it.
Have you decided what you're doing with the house?
We're taking a break until spring.
That makes sense. A lot of what makes a relaunch go well happens in the months before. Would it help if I put together a plan now, so you're ready when you are?
What would that involve?
A price review, a short list of fixes worth doing, and a launch plan. No commitment.
If they say yes, book it. If not, ask if you can check in on a date they choose.
What to Say to an Expired Listing: Objections
We're going to relist with our agent.
I understand. Good luck with the relaunch.
Stop there. Once they're under a new agreement, don't solicit them.
Our last agent did nothing.
That sounds frustrating. What would you need to see from the next agent to feel confident?
Don't pile on. Write down what they want.
We'll just sell it ourselves.
That's a fair option. I can send a list of the paperwork and steps involved so nothing catches you off guard.
What's your commission?
My fee is [Your Fee], and I'll show you what it covers. Commissions aren't set by law and are fully negotiable. Whether to offer anything to a buyer's agent is a separate decision you'd make, and I'll show you how each choice affects your net.
Take me off your list.
Done. You won't hear from me again.
Log the opt-out before your next dial.
Expired Listing Letter Template
Mail this after you confirm the listing expired and wasn't relisted. Check the MLS again the day you mail. Hand-address the envelope.
[Date]
[First Name] [Last Name]
[Property Address]
[City], [State] [Zip]
Dear [First Name],
I saw that the listing for your home at [Property Address] recently expired. I'm sorry it didn't sell. After the work of getting a home ready and keeping it show-ready for weeks, that's frustrating.
Homes usually don't sell for one of a few reasons: price compared with the other homes buyers toured, condition or presentation, how the home looked online, how easy it was to show, or timing. Often it's a combination, and it's rarely obvious from the inside.
If you still plan to move, I'd like to offer a 15-minute review with no obligation. I'll bring the homes that sold while yours was on the market and walk through what buyers chose instead. You'll leave with a clear idea of what, if anything, to change, whether or not you work with me.
You can reach me at [Phone] or [Email]. If you've already made other plans, I wish you the best with them.
Sincerely,
[Your Name]
[Brokerage]
[Phone] | [Email]
If your home is currently listed with a real estate broker, please disregard this letter. It is not intended as a solicitation of your listing.
Compliance: The "please disregard" line is a courtesy, not a cure. NAR's Code of Ethics doesn't require it, and it doesn't make it okay to mail an owner whose home is currently listed with another broker. Under the Code, mail aimed at owners you picked out from current listings or signs is off limits with or without the line. Your protection is the MLS check right before you mail. Put your brokerage name on the letter and envelope the way your state requires.
A 10-Day Follow-Up Plan
| Day | Action | Note |
|---|---|---|
| 1 | Call and mail the letter | Confirm status, scrub first |
| 3 | Door knock if allowed | Respect signs and local rules |
| 7 | Follow-up call | Script 4 |
| 10 | Second letter with comps | Use your own MLS data |
Re-check the MLS before every step. If the home relists with any broker, stop. Want a PDF? The free 5 Expired Listing Scripts cheat sheet covers the first call, live voicemail, door knock, letter follow-up, and booking the appointment.
Sources
- FCC 05-28: Do Not Call and real estate agent calls
- 47 CFR 64.1200: FCC telemarketing and Do Not Call rules
- FTC: Q&A for Telemarketers and Sellers About the Do Not Call Provisions
- FCC 22-85: Ringless voicemail requires consent
- NAR 2026 Code of Ethics and Standards of Practice (Article 16)
- North Carolina association: written solicitations and the Code of Ethics
Questions agents ask
How do you call an expired listing?
Confirm in the MLS that it expired and wasn't extended or relisted. Scrub the number against the National Do Not Call Registry, your state list, and your internal list. Call between 9 a.m. and 8 p.m. in the owner's time zone. Open with your name, brokerage, and reason, ask what they think kept it from selling, and listen. End by asking for a short meeting or permission to follow up.
What do you say to an expired listing?
Say who you are, your brokerage, and that you're calling because the listing expired. Then ask questions instead of pitching: are they still planning to move, what do they think kept it from selling, and what feedback did they hear. Don't criticize their last agent or promise a price. Offer one specific next step, like a 20-minute look at what buyers chose instead.
What does an expired listing mean on the MLS?
It means the listing agreement ended before the home sold and wasn't extended, so the owner is free to hire any agent. Status labels vary by MLS, so read the history. A withdrawn or temporarily off market status can mean the agreement is still in force, and NAR's Code of Ethics bars soliciting a listing that's currently listed with another broker. Check again right before you call.
Can agents call expired listings?
Yes, but they're cold calls under federal law. The FCC said in 2005 that agent calls to owners are telephone solicitations whether the listing lapsed or not, and the owner's old business relationship belongs to the former brokerage, not you. Scrub against the National Do Not Call Registry and your state list, call within allowed hours, and use mail or door knocking for registered numbers.
How much does an agent make off a $300,000 home?
There's no set amount. Commissions aren't set by law and are fully negotiable, so it depends on the fee in the agreement, the agent's split with their brokerage, and their costs. The math: the sale price times the agreed rate (or a flat fee) is what the brokerage earns. Multiply that by the agent's split for their share, then subtract fees, expenses, and taxes.
Can a seller accept an offer after the listing expires?
Yes, the owner can still sell. But read the old listing agreement first. If it has a protection period clause, the seller may owe the old brokerage a fee for selling to a buyer who saw the home during the listing. If you mean an offer whose deadline passed, accepting it late generally works like a new offer the buyer can take or leave. Sellers should check with an attorney.
