How To Approach Expired Listing Calls Without Being Pushy

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.

Calling expired listings can feel awkward, uncomfortable, or even downright scary. Many agents freeze up, worry about what to say, or give up after one rejection. But what if you had a simple approach that actually worked? One that builds real trust and makes sellers want to keep talking instead of hanging up?

Here’s how to make those calls easier and more effective.

Start by leading with empathy. Homeowners with expired listings are often frustrated and confused. Their home didn’t sell, and they don’t know why. They’ve already dealt with one agent and are likely to receive several calls from others. That’s why your first goal isn’t to “sell” yourself but to connect. Instead of rushing into a pitch, ask how their last experience went. Showing that you care about their situation makes you stand out instantly.

Ask better questions instead of giving a speech. The best way to build trust quickly is to ask smart questions. When you ask about their past experience, their goals, and what they wish had gone differently, you make them feel heard. You also uncover helpful info that guides the rest of your conversation. A thoughtful question is always more powerful than a slick pitch. So focus on understanding, not just impressing.

Position yourself as the problem solver. Most agents come across as just another salesperson. Instead, show them you’re different. Don’t just promise to relist their home, but rather, talk about new strategies, better marketing, and changes that actually make sense in today’s market. Whether it’s rethinking price, timing, or presentation, demonstrate that you’re here to solve problems, not collect listings. That’s what builds trust and gets the appointment.

Ask more than once, but with care. Don’t give up after the first “no.” It’s normal for sellers to hesitate at first. The key is to stay calm, keep asking thoughtful questions, and try again. Many agents stop too early, but studies show that real results often come after the third or even the sixth ask. Have a plan and stay confident, knowing you’re offering real value, not just trying to book a meeting.

Be the agent they remember. When you approach expired listings with care, curiosity, and a genuine desire to help, you’ll sound completely different from everyone else. That’s how you earn trust and turn a tough call into a new client.

Want to learn how to book more appointments and connect better with expired sellers? Let’s talk about how to upgrade your approach and make your next call a win. Call or text me at 360-800-1334 or email jacqueline@evergreenrealestatepartners.com, and I’ll help you build a better plan to win more listings with less stress.