5 expired listing scripts to share with your agents

Of all the real estate leads in your database, expired listings are often the ones agents are most hesitant to connect with. But these leads are the cornerstone of an effective listing strategy and like it or not, every real estate agent on your team should know how to win them over.

In this article, we’re revealing 5 of the top expired listing scripts to share with your team.

Best expired listing scripts

• Reaching out to for sale by owners (FSBOs)
• Scripts for inside sales agents (ISAs)
• Older expireds
• Newer expireds
• Objection handlers

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The top 5 expired listing scripts to share with your team

Who doesn’t want more listings for their real estate team? Real estate markets change all the time, but expired listings are often an untapped opportunity for teams.

The following 5 scripts are here to help you change that, but they’re not a magic bullet. As with every effective real estate script, update your templates with your core objection handlers and consider using a dialer with a recording feature to use later in your agent coaching sessions.

Note: The content in this article contains best practices and you are not required to use them in order to use Follow Up Boss. Nothing in this presentation is intended to be legal advice and you are responsible for ensuring your own compliance with applicable laws. For specific questions about any duties or obligations arising out of a real estate transaction, check your local and state licensing laws and regulations.

Copyright 2025 by Follow Up Boss, LLC and/or its affiliates. All rights reserved.

1. For real estate agents reaching out to for sale by owners (FSBOs)

When reaching out to FSBOs, the last thing you want to be is salesy. Instead, try to approach the conversation from the position of how you can help. For example, sharing insights into what you look at in your market analysis or the ingredients of a successful marketing plan can help spark interest while giving agents the opportunity to prove their value.

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Phone script

Agent: Hello, is this [Homeowner’s Name]?

‍Homeowner: Yes, who’s this?

Agent: Hi [Homeowner’s Name], this is [Your Name] with [Your Real Estate Company]. I came across your home at [Property Address] and saw that you were trying to sell it on your own. I also noticed that it's no longer on the market—did you get it sold, or are you still looking for a buyer?

(Pause and let them respond.)

Possible responses & replies

Homeowner: "We decided to hold off for now."

Agent: That makes sense! The market can be unpredictable, and timing is everything. Out of curiosity, would you still consider selling if the right buyer came along with a great offer?

Homeowner: "We’re still trying, just taking a break."

Agent: I hear you! Selling on your own can be a challenge, and I respect that you took it on yourself. Many FSBO sellers I speak with find that they were just missing the right exposure or strategy. If I could share some insights that have helped others in your situation, would you be open to a quick chat?

Homeowner: "I don’t want to work with an agent."

Agent: I completely understand! A lot of FSBO sellers feel that way because they want to maximize their profit. My job isn’t to pressure you but to offer strategies that may put more money in your pocket—even after commission. Would you be open to a quick conversation to see how that could work for you?

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Text message script 

Hi [Homeowner’s Name], this is [Your Name] with [Your Real Estate Company]. I saw that you were selling your home at [Property Address] on your own, but it looks like it’s no longer on the market. Are you still open to selling? I’d love to share some strategies that could help you get it sold.

Follow-up Text (if no response in 24-48 hours):

Hi [Homeowner’s Name], just wanted to follow up. I specialize in helping FSBO sellers get their homes sold, even when they’ve had trouble in the past. If you're open to discussing your options, I'd love to help—no pressure at all. Let me know if you'd like to chat!

2. Expired listing scripts for inside sales agents (ISAs)

Need a little prospecting help from your ISAs? Don’t settle for blindly cold calling expired listings. Send your ISAs in with the information they need to start a meaningful conversation, including an offer to put them in touch with an experienced listing agent.

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Phone script

ISA: Hello, is this [Homeowner’s Name]?

Homeowner: Yes, who’s this?

ISA: Hi [Homeowner’s Name], this is [Your Name] with [Real Estate Company]. I noticed that your home at [Property Address] was recently on the market but didn’t sell. I just wanted to check—are you still interested in selling?

(Pause and listen to their response.)

Possible responses & replies

Homeowner: "Yes, but we’re taking a break."

ISA: That makes sense. Selling a home can be frustrating, especially when it doesn’t go as planned. If I could connect you with a top agent who specializes in getting homes sold the second time around, would you be open to a quick conversation?

Homeowner: "We already relisted with another agent."

ISA: That’s great to hear! I hope it works out for you. Just in case things don’t go as planned, would you mind if I checked in with you in a few weeks to see how things are going?

Homeowner: "We’re not interested anymore."

ISA: I totally respect that. Out of curiosity, did something change in your plans, or was it just frustration with the process? (Listen to their answer and adjust accordingly.)

3. Connecting with older expireds

Got a list of expireds collecting dust in your CRM? Circle back with a script that focuses the conversation around their needs. When a listing expires, it can feel like a failure. Whether the person was frustrated by an experience with a previous agent or simply isn’t all that motivated to sell, putting their needs is a great way to boost your chances of getting the listing appointment, while gathering important intel to help make the listing presentation more effective.

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Phone script

Hello, is this [Homeowner’s Name]?

[Yes, who’s this?] 

Hi [Homeowner’s Name], this is [Your Name] with [Your Real Estate Company]. I was reviewing some local properties and noticed that your home at [Property Address] was previously on the market. Are you still interested in selling?

Possible responses

[Yes, but we took it off because it didn’t sell.]

I completely understand. The market can be challenging, and it’s frustrating when a home doesn’t sell as expected. I’d love to share a few insights on why homes in your area are selling now and what we could do differently to get yours sold. Would you be open to a quick chat about your options?

[We’re no longer interested]

I completely respect that. Out of curiosity, did something change in your plans, or was it just the frustration of the last experience? (Listen to their response and tailor your approach accordingly.)

4. Connecting with new expireds

When reaching out to new expireds, tread carefully. You never know what someone went through with a past agent or how it shaped their view of the real estate industry. Aim to relate to them quickly, gently planting the seed that you’d like to learn more.

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Phone script

Hello! My name is ____ and I’m working with ____. I’m sure you’ve figured out that your home came up on our computer as an expired listing. I believe your home should’ve sold for you and I have some questions about why it didn’t. If you have time next week and are still hoping to sell, I’d like to meet with you to learn what you expect from your next agent and share my ideas on what we can do to make this sale happen for you!

5. Scripts for handling common objections

Knowing your objections in advance is crucial to creating a successful script. Real estate coaching leader Tom Ferry recommends the below script for responding to objections like, “We didn’t get the price we wanted,” “We couldn’t find another place to live,” or “Interest rates are so high that we figured we’d wait it out.”

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Script

Well look, I’m an expert in this market and I have a track record of selling homes like yours for a more than fair price. If it’d be possible, I’m going to be in the area tomorrow and I’d like to set up a time for us to get together so I could show you some options. I care about people in my market, and I want to make sure that you’re getting the best service possible. Is there a time that would work for you?

More ways to win with expireds

Still facing objections from expired listing leads? Real estate sales coach Dale Archdekin recommends the following 5-step process for handling objections: 

1. Acknowledge – Listen to what they say and let them know that you understand it.
2. Paraphrase – Restate what they said without leading and without interpretation.
3. Inquire into their perspective, process, and outcome.
4. Determine the unique benefit or result they hope to achieve – this is their sought-after outcome.
5. Close if appropriate. 

Keep in mind that as the real estate market changes, so too will your listings strategy.

“Listings have always been at the core of any good real estate business,” says Jordana Tobel, founder of Premier Listings in an episode of the Real Estate Team OS podcast. She created a 90-day program where agents are held accountable for weekly action steps toward generating more listings. 

Instead of role-playing a script with an agent, Jordana uses a training framework, including an AI chatbot that takes on various avatars for agents to go back and forth with in order to test their scripts. “It just made it easier to show an agent rather than just handing them a script,” explains Jordana.

She’s not the only one who believes that experimentation is key.

“My belief system is if you can perfect the playbook for one source that it should be somewhat universal. There might be some tweaks about other sources about how you do it, but if you can get the core value of saying ‘my sole goal is to help somebody and get face to face with them’—whether it's an open house an agent generated source, FSBOs and expireds, it doesn't matter,” explains Justin McLellan, Head of Agent Productivity for The Laughton Team in Phoenix, Arizona.

In other words, do what works. If you’ve got a real estate automation that’s performing well, adjust it to meet the needs of your expired listing leads then start optimizing from there.

Always know what to say when calling an expired listing

The right scripts are a must, but at the end of the day, it’s the actions agents take that determine the strength of your listing strategy.

“I think focusing really on the agent's behavior is the absolute key thing because once you unlock that within an agent then they can apply it to different things,” says Justin. We couldn’t agree more.

For both new agents and experienced real estate professionals, it's important to connect with expired listings and FSBO leads. Whether it’s an agent’s first time prospecting expireds or an experienced agent looking for new ways to connect with potential sellers, don’t be afraid to roll up your sleeves and improve your scripts.

Follow Up Boss can help. Learn why 32 of the top 50 teams in the US use Follow Up Boss to win more deals. Try it completely free for 14 days.

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