How Do I Call an Expired Listing for an Appointment

By Jacqueline Smith

Jacqueline Smith started in real estate in 2015 and sold 52 homes her first year in the business as a solo agent. After considering growing her own team, and exploring different team models, she decided to partner with Place in 2017. The partnership allowed her to fast track her growth, and provide better systems and models to her agent partners. Her and her team in Vancouver Washington now close over $165M in annual sales volume, while keeping the quality of the agent and client experience at the forefront.

If you’re like most real estate agents, you probably dread the thought of calling up an expired listing for an appointment. First, you need to remember that an expired listing often means the seller has had a frustrating experience or a complicated sale that didn’t go as planned. They’re likely getting flooded with calls from agents, which can make them a bit annoyed when they first pick up the phone. I want to share three strategies to help you make these conversations helpful, respectful, and valuable for them.

1. Differentiate yourself in your conversations. Be genuine and steer clear of typical sales scripts. Scripts are great, but they become problematic when you start lying. For example, don’t say you have a buyer if you don’t. If you focus too much on making a sale and forget to treat the other person as a human, you lose that connection. Keep in mind that this isn’t about you; it’s about them.

Another way to differentiate yourself is to ** ** be more like a wise advisor offering guidance. ** ** Ask if they have explored renting out the property. If that’s an option, offer to get them estimates on potential rental income. Being open to different options or solutions and doing what’s best for the seller will definitely set you apart.

2. Listen actively. I’ve heard from sellers that many agents go on and on about themselves and their sales and marketing techniques. They didn’t even listen, and home sellers couldn’t even get a word in. So, make sure to ask meaningful questions and truly listen to understand your clients, not just listen to respond.

By actively listening and giving personalized advice, you establish yourself as a more thoughtful and dependable resource, making people more likely to trust you and want to talk to you.

3. Approach with empathy. While we might be used to making calls and talking about real estate every single day, this is not the case for most homeowners, so it’s a big deal for them. When I sold my home, I felt really vulnerable. I was looking at every detail, from the photos to the decor.

That experience reminded me how significant this process is for them, and it’s important to approach it with empathy. By understanding their situation and prioritizing their feelings, you build trust, deepen your relationship, and show that you’re there to support them, not just to make a sale.

Navigating expired listings is all about being seen as a professional and empathetic expert. The best way to achieve that perception is to be one genuinely—you can’t fake caring. So, adopt the right mindset. When you call expired listings, approach them with empathy, care, and professionalism, and you’ll attract the clients who truly need your help.

I hope you found this encouraging and that it helps you feel more comfortable and less salesy when making those calls. If you have any questions about reaching out to expired listings, feel free to contact me anytime at (360) 560-1156 or send a message to jacqueline@evergreenrealestatepartners.com.