Expired Listing Scripts: Calls, Voicemails, Objections, and the Mail That Backs Them Up
Expired listing scripts for the first call, voicemail, door knock, and the most common objections, plus the Do Not Call and NAR Article 16 rules to follow and a mail sequence that keeps you in front of the seller.
By the Mailbox Engine team · · 5 min read
Key takeaways
- Contact a seller only after the listing has actually expired; NAR Standard of Practice 16-4 bars soliciting a listing that is currently exclusive with another broker.
- Calls to numbers on the National Do Not Call Registry can bring FTC civil penalties of up to $53,088 per violation; scrub every number before dialing.
- Good expired scripts ask questions and listen: why it didn't sell, whether they still want to move, and what would have to change.
- Pair calls with a short mail sequence so sellers who don't answer still hear from you, and those who do have something to keep.
An expired listing is one of the clearest signals in real estate: a homeowner who wanted to sell, often still does, and is open to a different approach. It's also a crowded opportunity, so the scripts that work don't sound like scripts. They ask good questions, take no for an answer gracefully, and leave the seller with a reason to call back. Below are scripts for the first call, voicemail, door knock, and common objections, plus the rules to follow and the mail that supports them.
Before you dial: the rules
- Confirm it's actually expired. NAR Standard of Practice 16-4 says REALTORS shall not solicit a listing currently listed exclusively with another broker. Check that it wasn't extended, relisted, or withdrawn with a pending relist.
- Scrub every number. The FTC's Telemarketing Sales Rule requires checking the National Do Not Call Registry before sales calls, honoring your own internal do-not-call list, and calling only between 8 a.m. and 9 p.m. local time.
- Know the stakes. FTC penalties can reach $53,088 per violation, and private plaintiffs can sue under the TCPA for $500 per call, or up to $1,500 if willful.
- Don't text or use an autodialer without consent. Marketing texts and automated calls generally require prior express written consent.
- Check your state and brokerage. Some states add their own do-not-call lists and calling-time rules.
If a number is on the Registry, mail is the safer first touch. There is no Do Not Call list for letters and postcards, which is one reason many listing agents lead with mail. See our expired listing letter templates.
Script 1: The first call
The goal of the first call is a conversation, not a listing appointment at any cost.
Hi, is this Maria? This is Jordan with Summit Realty. I saw that your home on Juniper Lane came off the market, and I wanted to reach out personally. Are you still hoping to sell?
(If yes) What do you think kept it from selling?
(Listen. Then:) That's helpful. If you did list again, what would you want done differently this time?
(Listen.) I'd be glad to show you what buyers in your neighborhood are responding to right now. It takes about 20 minutes, and there's no obligation. Would later this week work, or is next week better?
Three questions do most of the work: Are you still hoping to sell? What do you think kept it from selling? What would you want done differently? The seller's answers tell you whether the issue was price, presentation, exposure, or communication, and they give you the agenda for the appointment.
Script 2: Voicemail
Hi Maria, this is Jordan with Summit Realty. I noticed your home on Juniper Lane is off the market and wanted to offer a fresh set of eyes, no pressure. I'm mailing you a short note with a few ideas this week. If you'd like to talk, my number is 555-0123. Thanks, and have a good day.
Then actually mail the note, so the voicemail sets up a touch they'll receive.
Script 3: Door knock
Hi, I'm Jordan with Summit Realty. I won't keep you. I saw your home came off the market and I put together a one-page summary of what's sold nearby in the last 90 days. I thought you might find it useful whatever you decide. If you'd ever like to talk through it, my number's on the back.
Leave something useful in hand: a recent-sales summary or a pricing checklist. Check local solicitation ordinances and HOA rules before door knocking.
Objection handlers
| Seller says | Respond with |
|---|---|
| "We're going to take a break." | "That makes sense after months of showings. When do you think you'd revisit it? Would it be okay if I mailed you a market update now and then?" |
| "We're relisting with our agent." | "That's great that you have someone you trust. I wish you the best with it." Then stop. Don't criticize the other agent. |
| "Your commission is too high." | "Commissions are negotiable, and I'm happy to walk through exactly what's included so you can compare. Can I ask what matters most to you in the next listing?" |
| "Why didn't it sell?" | "I'd need to see it to give you a real answer. In my experience it usually comes down to price relative to the competition, how it showed online and in person, or how many buyers saw it. Can we look at all three together?" |
| "Everyone's calling us." | "I'm sure. I'll be brief, and I won't call again unless you'd like me to. I'm mailing you a short plan you can look at on your own time." |
| "Just send me something." | "Happy to. What would be most useful: recent sales nearby, a pricing review, or our marketing plan?" |
Pair every call with mail
Many sellers won't answer the first call. A short mail sequence keeps you in front of them while other agents give up after a day or two.
Day 1
Call or letter
Your first call, voicemail, and a personal letter. See the letter templates.Day 4
Value piece
A one-page checklist on price, presentation, and exposure.Day 10
Proof
A just sold postcard from the same neighborhood, if you have one.Day 21
The plan
A letter that outlines how you'd market the home.Day 45
The open door
A short card: if you've decided to wait, we understand, and we're here when you're ready.
Track what converts
Log every expired owner, every touch, and the outcome. After a few months you'll see which neighborhoods, price ranges, and scripts lead to appointments. Give each mailing its own QR destination so scans are tied to a specific piece; our QR tracking guide shows how.
Next steps
Set up your Do Not Call scrub, practice the three questions until they sound natural, and pair every call with the mail sequence above. Then add FSBO letters and circle prospecting to the same weekly routine.
Sources & further reading
- 01NAR Code of Ethics: Article 16 and Standard of Practice 16-4
- 02FTC: complying with the Telemarketing Sales Rule
- 03FTC: Q&A for telemarketers and sellers about Do Not Call provisions
- 0447 U.S.C. §227, the TCPA (Cornell LII)
- 05NAR 2025 Profile of Home Buyers and Sellers (via CMR)
- 06NAR: FSBOs reach all-time low
Frequently asked questions
What should I say when calling an expired listing?
Introduce yourself, acknowledge that the listing expired, and ask whether they still plan to sell. Then ask what they think kept it from selling and what they'd want done differently. Keep the first call short and aim for a meeting, not a pitch.
Is it legal to call expired listings?
Generally yes, if you follow the rules. Under the FTC's Telemarketing Sales Rule, check every number against the National Do Not Call Registry and your internal do-not-call list, and call only between 8 a.m. and 9 p.m. local time. Some states add stricter rules. NAR members must also wait until the listing has truly expired.
When should I contact an expired listing?
As soon as the status changes to expired and you've confirmed it hasn't been relisted or extended. Expired sellers are often contacted by many agents in the first days, so a thoughtful follow-up sequence over several weeks matters as much as speed.
How do I handle 'we're going to take a break'?
Respect it, ask when they'd consider revisiting, and ask permission to stay in touch by mail. A seller who pauses often relists later, and the agent who stayed helpful without pressure is well placed when they do.
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