In the competitive U.S. real estate market of 2026, expired listings remain one of the most lucrative sources of seller leads. These are homeowners who have already raised their hands indicating they want to sell, but failed to do so—often due to pricing, marketing, or agent performance.
To convert these frustrated sellers into clients, agents need more than just a phone number; they need the right words. EstatePass Expired Listing Scripts is a specialized tool designed to help agents navigate these difficult conversations with confidence and empathy.
What Is the Expired Listing Scripts Tool?
The EstatePass Expired Listing Scripts tool is a free, generative resource designed for U.S. real estate agents, brokers, and inside sales agents (ISAs). It generates tailored conversation frameworks and objection handlers specifically for homeowners whose property listings have expired on the Multiple Listing Service (MLS).
Instead of using a "one-size-fits-all" approach, this tool helps agents create specific scripts based on the age of the lead (newly expired vs. old expired), the likely reason for failure (price, condition, marketing), and the communication channel (phone, voicemail, text, or door-knocking).
Key Features and Required Inputs
To generate the most effective script, the tool utilizes specific inputs to tailor the output. This ensures the script sounds natural and addresses the seller's specific pain points.
Key Features
Scenario-Based Generation: Creates scripts for different situations (e.g., "The Angry Seller," "The 'I'm Taking a Break' Seller").
Objection Handling: Provides immediate responses to common blocks like "I'm going to list with the same agent" or "We decided to stay."
Multi-Channel Formats: Generates content suitable for cold calling, voicemail drops, SMS text messages, and in-person door knocking.
Homeowner's Name: For personalization.
Property Address: To confirm the specific listing.
Time Since Expiry: Was it yesterday (hot lead) or 6 months ago (old lead)?
Previous Agent Info (Optional): To contextually (and professionally) differentiate your services without bashing the competition.
Market Stats: Current Days on Market (DOM) averages for the area (used to demonstrate expertise).
Identify the Lead: Locate an expired listing on your MLS or lead generation platform. Check the notes to ensure it hasn't been re-listed with another brokerage.
Access the Tool: Navigate to the EstatePass Expired Listing Scripts page.
Select the Scenario: Choose the category that best fits the situation (e.g., "Phone Call - First Contact" or "Voicemail - Follow Up").
Input Details: Enter the relevant property details and homeowner name if required by the dynamic fields.
Generate and Review: Click to generate the script. Read it aloud to ensure it matches your natural speaking cadence.
Practice: Roleplay the script at least once before dialing.
Execute: Make the call or send the text using the generated framework.
Lead Name: Sarah Jenkins
Address: 123 Oak Street, Austin, TX
Situation: Listing expired 24 hours ago; previous price was 10% above market average.
Goal: Secure a listing appointment.
Speed to Lead: Call as early as legally permitted (usually 8:00 AM) on the day the listing expires.
The "Diagnostic" Approach: Don't sell immediately. Act like a doctor diagnosing why the house didn't sell. Ask questions like, "What do you think went wrong?"
Tone Matching: If they are angry, stay calm and lower your voice. If they are sad/defeated, show high empathy.
Follow DNC Rules: Always scrub your list against the National and State Do Not Call registries before dialing.
Bashing the Previous Agent: Never insult the former agent. It reflects poorly on you. Instead, focus on your different strategy.
Sounding Robotic: Reading the script verbatim without emotion kills conversion. Memorize the flow, not just the words.
Giving Up Too Soon: Most expired listings are converted after the 5th or 6th contact attempt, not the first call.
Required Inputs
To use the tool effectively, you typically need the following information:
Step-by-Step Instructions
Follow these steps to maximize your success with the EstatePass Expired Listing Scripts tool:
Realistic Example: The "Price Objection" Scenario
Here is how the tool works in a real-world scenario where a home likely expired due to being overpriced in a shifting market.
Sample Inputs:
Generated Script Output:
Agent: "Hi Sarah, this is [Agent Name] with [Brokerage]. I’m sure your phone is ringing off the hook this morning, so I’ll be brief. I noticed your home at 123 Oak Street came off the market today, and I was surprised because homes in that neighborhood usually sell in about 22 days."
Homeowner: "We’re just going to take a break. We’re tired of showings."
Agent: "I completely understand. It’s exhausting to keep the house clean for people who don’t make offers. If I could show you a marketing plan that pre-qualifies buyers so you only deal with serious offers—and potentially gets you sold in the next 30 days—would you be open to a 15-minute chat? Or do you really prefer to wait until next year?"
Explanation:
The script immediately acknowledges the homeowner's frustration ("phone ringing off the hook") to build empathy. It uses data ("22 days") to establish authority. Finally, it pivots from the objection ("taking a break") to a solution (qualified buyers only), ending with a soft close.
Best Practices and Common Mistakes
Best Practices
Common Mistakes
Frequently Asked Questions (FAQ)
1. Is calling expired listings legal?
Yes, provided you comply with the Do Not Call (DNC) registry and local real estate solicitation laws. Always check if the seller has already re-listed with another agent; soliciting a current listing is an ethics violation (Article 16 of the NAR Code of Ethics).
2. Why do expired listings work as leads?
Unlike cold calls, these homeowners have a confirmed desire to sell. They are "warm" leads with a problem (an unsold home) that needs a solution.
3. What is the best time to call expired listings?
Data suggests the morning hours (8:00 AM – 10:00 AM) are best for catching sellers before their workday begins, or early evening (4:00 PM – 6:00 PM).
4. How do I handle the "I'm going to re-list with the same agent" objection?
Ask a clarifying question: "I respect loyalty. But if that agent couldn't sell your home in the last 6 months in this market, what specific changes have they proposed to get it sold this time?"
5. Should I leave a voicemail?
Yes. A short, professional voicemail lets them know you are a professional. Follow it up immediately with a text message (if mobile) referencing the voicemail.
6. Can I use these scripts for text messages?
Yes, EstatePass offers shortened versions suitable for SMS. However, ensure you have consent or are compliant with TCPA regulations regarding automated texting.
7. What if the seller is angry?
Don't take it personally. Acknowledge their anger: "I can hear that you're frustrated, and honestly, you have every right to be. Your home should have sold." Validating their feelings often diffuses the tension.
8. How many times should I follow up?
A common cadence is: Day 1 (Call x2, Text), Day 2 (Call), Day 3 (Call + Email), Day 7 (Call). Continue weekly until they list or tell you to stop.
9. Is the EstatePass tool free?
Yes, the script generation tool is free for agents to use to practice and prepare for their prospecting sessions.
10. Do I need to door-knock expired listings?
Door-knocking can be highly effective because most agents are too afraid to do it. It separates you from the 20 other agents who just called on the phone.
Compliance and Disclaimer
Compliance Note: Real estate agents must strictly adhere to the Telephone Consumer Protection Act (TCPA) and the National Do Not Call (DNC) Registry. Before using any script to call or text a number, verify that the number is not on the DNC list and that you have the necessary consent if required. Additionally, ensure all communications comply with Fair Housing laws and state advertising regulations (e.g., disclosing your brokerage name).
Disclaimer: This guide is for informational and educational purposes only. It does not constitute legal, financial, or real estate advice. EstatePass is not responsible for compliance violations incurred by users. Always consult with your managing broker or legal counsel regarding prospecting laws in your specific jurisdiction.
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EstatePass Expired Listing Scripts