When is the best time to call expired listings?

As early as your local rules allow on the day it expires, since homeowners hear from many agents quickly. Check your broker’s calling policy and Do Not Call requirements.

A script helps you start. What wins the listing is listening and showing you understand why it did not sell. Practice until it sounds like a conversation.

For agents prospecting

What to say when you call expired listings.

The homeowner just watched their house fail to sell, and now ten agents are calling. Most open with a pitch. The agents who win these listings open with a question, and listen.

Step 1

Do your homework first

Before you dial, know the list price, the price history, days on market, and what sold nearby. You want to be the one caller who already understands what happened.

Step 2

Open with their situation

Something like: "I saw your home came off the market. Are you still hoping to sell?" Then stop talking. If they are, ask what they think went wrong. Let them vent; it is the most useful part of the call.

Step 3

Handle the objections calmly

"I’m going to relist with my agent." Respect it, and ask what they will do differently this time.
"I’m taking it off the market." Ask what would have to happen for them to try again.
"Everyone is calling me." Agree, and say you will be brief. Being the polite one stands out.

Step 4

Ask for a short meeting

Not the listing, the meeting. "Could I come by for twenty minutes and show you what I think happened? No obligation." Offer two times.

Your brokerage

Where your brokerage fits

Cold calling has rules, including the national Do Not Call registry and limits on calling times. Ask your broker about the office’s calling policy and which data and dialer tools are approved.
Many brokerages pay for an expired listing data service. Check before you buy one.
Advisors on RealAly agree, before they are listed, never to use a session to recruit you to their brokerage or team. You keep your broker; you just get a second opinion from outside the office.

Questions

What agents ask

When is the best time to call expired listings?: As early as your local rules allow on the day it expires, since homeowners hear from many agents quickly. Check your broker’s calling policy and Do Not Call requirements.
Do I need a script?: A script helps you start. What wins the listing is listening and showing you understand why it did not sell. Practice until it sounds like a conversation.