An expired or cancelled listing isn't a dead lead. Someone already decided to sell. Something got in the way, and your whole call is about finding out what. This is the call we've been repping in The Loop, pulled together from our role play sessions and live call blocks.

1. The opener

Keep it short and honest. You're a local agent and you noticed the home came off the market.

"Hi, I'm a local agent. I had a listing nearby and saw yours came off the market. If the right offer came, are you still looking to sell?"

If it feels abrupt, soften the front: "I know this probably feels out of the blue. I just wanted to introduce myself about the property that came off the market."

2. Ask why, then listen

One open question and one honest answer will tell you the motive. That's what gets you the meeting.

  1. What set you back during the process?
  2. What's the reason you were selling in the first place?
  3. Have you owned it a while, or is there a good amount left on the mortgage?

Then stop talking. In one of our role plays the answer was simply "It's costing me so much to just keep it." That one sentence is the whole conversation.

3. Qualify the meeting

  • Ask: "Are you relisting with that agent, or open to interviewing others?" Open to interviewing is all you need.
  • Confirm: "Are you the only decision maker?" Nobody important should be missing from the table.
  • Lock it in: send a calendar invite to their email, text them your contact, and check in the morning of.

If they're relisting with their agent, close politely: "I don't want to overstep. Thanks for taking the call."

4. Make the yes small

A guarded seller will tell you "agents just want in my door." Fair. So shrink the ask.

  • 15 minutes, no obligation. Worst case, they keep their agent with a better strategy.
  • Offer Zoom. Won't meet in person? Show them the numbers on screen tonight.
  • Ask the number. "What do you need to net, so we don't waste each other's time?"
  • Protect your time. "Reply to confirm. If anything changes, text me so I can open my time back up."

5. The two objections

"What's your commission?"

Don't throw out a number. They're listening for a discount, and a cheap listing that sits 90 days costs you both. Say it's negotiable, then show what the fee actually covers: marketing, exposure, pricing and real consulting.

"Selling your house is not going to come down to a commission." (Xavier S. Cole)

"Every agent is calling me. Why you?"

Put the guard down first: "I know you've been getting a million calls. That's exactly why I'm calling: to put an end to it." Then one sentence on what makes you different. Write that sentence before you dial, not during the call.

6. When it isn't a listing

  • They decided not to sell. Validate it: "That was smart, and I'm glad you got a real read on what it's worth." Then ask to stay in touch: "Would it be okay if I kept you posted as you hold it? I'm not looking to sell you a house."
  • "It's not for sale. I'm renting it." Switch to the investor conversation: "Got it. Do you have someone helping you on the investment side?"
  • They're short with you. Be kind, thank them, and dial the next number.

Every call is a connection. One expired listing call this month didn't become a listing. It became a future investment buyer and a contractor for our network.

Keep the list clean

Expect disconnected and wrong numbers. Pull every phone number on a record, not just the first, keep the property address on the list, and track the bad numbers so your next block is cleaner. Work in focused half hour blocks instead of one long grind.

Try it this week

Write your one line answer to "why you?" and rep the commission objection out loud once a day. Then bring both to the Tuesday role play and dial live with us on Thursday. See Sessions for times.