Expired Listings Script: Reframe Seller Expectations on Pricing Strategy

Author: Edi Shek (NMLS# 216981)

Introduction

Hello, this is [Your Name] with [Your Company]. I'm calling because I noticed your property at [Property Address] recently came off the market, and I specialize in helping homeowners like you navigate exactly this situation. My goal today is to offer a fresh perspective and perhaps a strategic approach you haven't considered, to ensure your next listing experience is a successful one.

Opening Lines

Is this a good time for a quick two-minute conversation, or would later today be better? [PAUSE] Great. The reason I'm reaching out is that an expired listing often isn't about the property itself, but about how the market perceived its value. I've found that sometimes, the most effective approach isn't just about adjusting the price, but about understanding the story the market is telling us. [LISTEN] I'm curious, what were your initial thoughts after your listing expired?

Main Script Body

Thank you for sharing that. It sounds like you put a lot of effort into preparing your home, and it's frustrating when that doesn't translate into a sale. [PAUSE] From my experience, when a listing expires without an offer, it almost always points to one thing: the market is sending clear feedback. It's not necessarily saying your home isn't valuable, but rather, that the initial pricing strategy didn't align with buyer expectations in this specific market at that specific time.

Think of it this way: every buyer has an ideal price range in mind for what they get. When a home stays on the market too long, or expires, it suggests there's a disconnect. Perhaps it was priced just a little above what the most active buyers were willing to pay for what your home offered, compared to its competition. My role isn't just to list your home again; it's to help us decode that market feedback and craft a smarter, more targeted strategy.

Instead of just feeling forced to 'drop the price,' we need to ask: 'What precise message did the market send, and how do we pivot to meet it strategically and attract the right buyers?' This could involve a minor, strategic price adjustment, yes, but often it’s also about optimizing presentation, refining our marketing emphasis to highlight key features buyers overlooked, or even choosing a more opportune time to re-enter the market. My unique approach is to deeply analyze what happened during your previous listing, understand the current active buyer pool, and then strategically present your home in a way that truly resonates and compels action.

My expertise lies in transforming that 'expired' status into a 'sold' sign by carefully adjusting our lens and creating a narrative that speaks directly to today's buyers. Would you be open to a brief, no-obligation consultation where I can show you exactly what I mean using specific, real-time market data for your direct neighborhood? [PAUSE] We can dive into what the market is truly saying about homes like yours, rather than what we hope it says, and build a plan from there.

Handling Objections

1. "I need to think about it." "I completely understand; deciding on the right strategy for your home is a significant decision. To help you think it through most effectively, what specific aspects would be most helpful to clarify or explore further right now? Is it the nuances of the current market data, the specifics of my strategic approach, or perhaps a timeline concern? [PAUSE] My aim is to provide absolute clarity and valuable insights, not pressure. Let's just address any immediate questions you have, then you'll have all the robust information you need to confidently consider your next steps."

2. "The price is too high." "I appreciate you bringing that up, and frankly, that's precisely the central challenge we need to address strategically. The market, through the expiration of your listing, has already given us its feedback on the previous pricing. My goal isn't simply to tell you what the new price should be, but to meticulously show you why based on fresh, hyper-local transactional data, and crucially, how we can position your home to attract serious, qualified buyers effectively. [PAUSE] Remember, a reactive, drastic price drop isn't always the only or best answer; it's about collaboratively finding the strategic sweet spot where true market value meets enthusiastic buyer demand. Let me show you my process for pinpointing that exact position."

3. "I'm working with someone else." "That's perfectly understandable, and I genuinely respect your existing professional relationships. My only request is for a brief opportunity to demonstrate a genuinely unique and data-driven approach specifically tailored for expired listings. [PAUSE] Many sellers I've successfully worked with in the past were also initially engaged with another agent, but they still benefited immensely from a fresh, expert perspective on a challenging situation like an expired listing. There's absolutely no obligation to change anything; it's purely an informational exchange to see if my strategy resonates differently with your goals. Would you be open to hearing a quick 10-minute overview of my plan, just to compare perspectives and ensure you have all the best options on the table?"

4. "I'm not ready yet." "I completely hear you. Selling your home is undeniably a big step, and ensuring the timing is right for you is absolutely crucial. However, even if you're not ready to relist tomorrow, understanding precisely why your home expired is an absolutely invaluable insight for when you are ready. [PAUSE] Let's utilize this time to get you fully prepared and armed with the most effective, data-backed strategy, so when you ultimately decide to move forward, you do so from an unshakeable position of strength and confidence. There's zero pressure to act immediately, just a chance to gather crucial insights that will pave the way for future success. How about we connect for a brief, no-commitment chat to simply explore your options and arm you with powerful market knowledge?"

Closing Sequence

So, based on our conversation, the next logical step would be for us to meet briefly – say, 20-30 minutes – to review a custom market analysis for your property. This will clearly illustrate the market's feedback and my proposed strategic adjustments. [PAUSE] How does [Day] at [Time] look for you, or would [Alternative Day] at [Alternative Time] be better? We can do this either virtually or in person, whichever is most convenient for you.

Follow-up Strategy

If they don't book immediately, follow up within 24-48 hours with a brief, value-added email or call. Reference something specific from your conversation and offer a piece of relevant, hyper-local market data (e.g., a recent comparable sale that just closed in their micro-market). This keeps you top-of-mind and reinforces your expertise, without being pushy.

Remember, your role is to be the expert problem-solver, not just another agent. Approach expired listings not as failures, but as opportunities to apply superior strategy and deliver exceptional results.