Expired Listings: The Exact Script That Gets Listing Appointments

Has this ever happened to you? You call an expired listing, one, they just hang up, or they say, "We're relisting with the same agent," or they say, "Where were you when my house was on the market?" Most real estate agents completely blow their expired listing calls and they don't even realize why. So if you're calling expired listings and you're getting hung up on or you're not getting the appointment, it's not because sellers hate you, it's because you're saying the wrong things in the first 10 seconds of the call. And so today I'm gonna give you the exact expired listing script that gets sellers to agree to meet with you on the first call. I've coached thousands of real estate agents on exactly what to say when calling expired listings. And when they switched to this script, their appointment rate jumps immediately, and so will yours. So by the end of this video, you're gonna know exactly what to say in the first 10 seconds. You're gonna learn the 3 questions that uncover the seller's real motivation so they wanna talk to you. And you're gonna learn exactly how to ask for the appointment that actually gets them to say, Yes. And the problem is it's what you're saying in the very first part of that conversation, that first 10 seconds, that turns them off or that gets them to start throwing all these objections at you. So agents will call and they'll say something like this: Hey, this is Kevin with ABC Realty. I saw your home expired and I would love the opportunity to come out and talk to you about listing your home. Immediately they resist you. Why? Because they've heard that over and over 20 times, so they've already heard that. You have to break the the pattern. Anytime you start talking about, I'd love to list your home or interview you or set up an appointment to meet to talk about listing your home, they're not interested in listing. What they're interested in is actually selling. And so there are 3 steps to every successful expired listing call. I'm going to give you the 3 steps, and then we're going to actually go into the expired script, and I'm going to take you line by line through the script, exactly how to deliver it in a way that will get them to say Yes, because I'm telling you, if you watch this video to the very end, you are going to be able to call expireds with a level of confidence and certainty that you have never had before. And most importantly, be able to get yeses on those calls and get them to agree to meet with you on your very first call. So here are the 3 successful steps. Number 1 is the pattern interrupt that keeps them on the phone and keeps them in the conversation and keeps them interested. Number 2 is discovering their motivation so that you can focus on what they want which is selling and moving somewhere, not what you want, which is getting a listing. And number 3 is how to lead to the appointment in a way that makes them want to meet with you. And if you miss step 1 and step 2, that you never get to step number 3, right? You never even get to ask for the appointment. So I'm going to share my screen now and go with you line by line through the expired scripts. You can see exactly how it works, and then you can start taking this immediately and put it into action starting today. So here we go, here it is. And remember, I'm going to take this exact script, I'm going to post the script in the description so you can go down there and copy it and you can start using it today. So you call them up on the phone and they answer, hey, is this John? Hey John, this is Kevin, I'm a local real estate agent. Are you still accepting offers on your property? Now what am I finding out? I'm finding out their motivation. Are they still interested in selling the house? I'm not asking them if they're interested in listing their home. I'm not asking if they're interested in interviewing me or setting up an appointment, I'm asking them, are they still wanting to sell, right? Are you still accepting offers on the property? And this pattern interrupt immediately gets them to go like, yeah, do you have a buyer? Yeah. Do you have an offer? Yeah. So it gets them in the conversation. Awesome. So you are still interested in selling the property. Question number 1. So what would be the ideal time frame for you to get your home sold and be able to move? Well, we wanted to move 3 months ago, whatever they say. You wanted to move 3 months ago. Excellent. So when you sell the house, where are you going next? We're moving to Florida. Oh, you're moving to Florida? That's exciting. So what's taking you to Florida? And what I'm doing is I'm literally just asking them the question, I'm listening to the answer, and then I repeat and affirm their answer, and then I go right to the next question. Okay, so here's what's happened. Okay, these first 3 questions, after we've identified they still want to sell, is like, okay, time frame, How soon do you want to move? Where do you want to move? And why do you want to move? And so what's happening is we're now grabbing their motivation. Okay, now number 4. So, John, any idea what stopped the home from selling? And the market, blah, blah, blah, whatever, you know. So how did you choose the last agent that you had? And then they're going to tell you how they chose them. And then you repeat it and affirm it. Oh, it was a referral from a friend. Got it. That makes sense. So how did you feel about the job that the agent did? Well, I felt like that, and then just listen. So you felt good about this, but you didn't feel good about this, and obviously the home didn't sell, did it? Okay, that makes sense. So what do you think was missing that actually kept it from selling? And I'm just going to listen. So you just felt like it was the market? The market? Yeah. So now it sounds like you still do want to sell your property, right? Yes, excellent. And if you could get it sold for top dollar in the next 30 days and get to Florida by the end of summer, that is something you'd still be excited about? Yes. Now, if they want to move, what else can they say? If they're still wanting to sell, they're going to say, well, yes. Yes, excellent. And if I could help you make it happen, that would be okay with you, right? But again, what else can they say but yes? Right? We've already clarified, do they want to move? Are they motivated to sell? Yes. Yes. They still want to sell the house. And then we just ask kind of a no-brainer question. If I could help you make that happen, that would be okay with you, right? What are they going to say? No. Of course they're going to say yes. And they'll say yes virtually every time if they are motivated. Awesome. So when would be the best time for us to get together and take a look at how we can make that happen? How about today at 4:15, or would tomorrow at 4:15 be better? Now, a couple things that are happening here, they're really, really important. So first, notice we're leading not with us and what we can do. We're not leading with listing the house. We're not leading with our marketing strategy. We're not leading with how good we are. We're leading with what do you want. So it sounds— so we know where they're moving, why they're moving, when they want to move, right? And now we go like, so if you knew you could do that in the next 30 days and get it sold for top dollar, right, in the next 30 days, is that something you would still be excited about? Again, we're just confirming the motivation, but it's a question because of what we've already asked. We already know the answer to— they're going to say yes. Okay, and then we bring in, if I could help you make it happen, that would be okay with you, right? So now we bring in the conversation. This is kind of logical. You still want to sell, and if I could help you do that, it would be a benefit for you, right? Yes. Okay, perfect. So when would be a good time for us to meet? Now, a couple of things with expireds. I want to meet with them ASAP, as soon as possible. I don't want to set up the appointment for next week because here's what's happening. I know their phone's getting blown up, and if they get a good agent on the phone who knows what to say and how to say it, they're going to meet today or tomorrow. And here's the reality: most expired listings, or at least half expired listings, are going to relist with a different agent in the next 30 days. Well, who wins? The agent that gets them to say yes first. That's the one that wins, right? So I don't want to meet with them next week because they may have another agent come in and list before I even get a chance. So I want to set that appointment up for either later today— got to give yourself enough time to prepare for the listing appointment, do your CMA, your pre-listing pack, do your seller intel and all that kind of stuff. We've got to have time. But I can meet with him this evening, 6:15, 4:15, whatever, based on your schedule and when you're calling. Or tomorrow. I want to meet with them ASAP. And I always give them what we call an alternate of choice. I don't say, could you meet today at 4:15? Because then I'm either asking them a yes or no question. I don't want them to say no. So I give them an alternative choice: today at 4:15 or tomorrow at 4:15. Which would be better? Okay. And when you give people two choices, option A, option B, they typically will pick one, or they'll say, um, neither one of those work with me. Okay, cool. So would— is there any time you're available today, or would tomorrow work better? "Can't do today or tomorrow." Okay, cool. So what about on Friday? Would early afternoon or late afternoon be better? And I'm just narrowing it down till I get a logical time that we can both meet. And then last thing on this, you ask, "When would be the best time for us to get together and take a look at how we can make that happen?" Make what happen? Get your home sold and get to Florida by the end of summer, right? I'm going to their motivation. So we don't say, "Let's set an appointment." We say, "Let's get together." And the reason is, is because who do we set appointments with? We set appointments with attorneys, we set appointments with doctors, with the dentist, with our child's, you know, school principal. Setting appointments is not something people get excited about, but getting together is something that friends do. It's collaborative, it's friendly, it's less threatening, it feels less formal. So when it be a good time for us to get together? It's just an invitation. Let's get together. And "Take a look at how I can make that happen for you." Make what happen? Get them sold. We don't say, "And take a look at how good I am. Take a look at my marketing system. Take a look at me. Take a look at listing the house." We don't talk about doing what the process, we talk about the result. And when you're focused on the result, i.e., their motivation, this is when sellers go like, "That's the conversation I wanna be in. That's the agent I wanna talk to. I wanna talk to the agent that knows how to make this happen and actually get my home sold so I can get to Florida." Right now I'm using Florida as an example just because whatever their motivation is, get to a bigger, newer home, a nicer neighborhood, uh, job relocation, whatever the motivation is, I'm focused on their motivation and what they want. And we talk about that outcome rather than talking about the process of listing the home, marketing, and me doing open houses, whatever it is, because that's stuff that represents to them pain and it represents to them something they've already done and already tried. They already tried listing it with another agent. They already tried a marketing plan. They already tried all that. And it didn't work. So why would they try it again? So we don't talk about the process, you talk about the outcome that they want. Okay, this is so, so critical, and it's that simple. So I want you to put in the comments, what are you running into with expireds? Are you calling them? What are the biggest objections you're running into? Because that's going to help me. I'll shoot a video for you specifically on handling any objections you're running into. What is your mindset? Is there a mental block that's keeping you from calling them? What is it that's keeping you from calling expireds? Because I'm gonna tell you this right now, it is the lowest hanging fruit in the real estate game today. Because people are like, I don't want to talk to people, I don't want to call, I don't want to, you know, bug people and all this kind of stuff. But I'm telling you, when you have the opportunity to have a conversation with a motivated seller whose last agent failed, all they're needing is the right agent to come along and help them actually get the result they want. And you can be that agent. So here's the most important thing. The difference between agents who dominate listings and those who struggle is their willingness to make the calls. You got to make the calls and you got How to master the process. Okay, so it's like, put in the reps, put in the reps. You're going to get nos. That's okay. I'm looking for the yeses because I want you to think about it this way. If I have to talk to 50— let's say I had to talk to 100 expireds in a whole month and to get one, just one, to say yes to me, that's $15,000 to $20,000 commission check right there. Okay, $15,000 to $20,000, and I had to talk to 100 nos. If I talk to 100 nos and I make $20,000, do you realize I'm making $200 for every single no that I got. Just go out there and get some nos because when you get enough nos, you're gonna get some yeses. See, here's the thing, expireds are not dead leads. They are motivated sellers who just had an agent that did not know how to get them the results. Now, one more thing, and here's the best part of it. When you take an expired listing, you can easily turn that one listing into 2 to 3 or more deals just like that. In fact, if you wanna learn exactly how to do that, how do I turn one expired listing into 2 or 3 more listings, I'll put a video link in the description on how to turn one listing into 3 listings, and it's a case study of how one of my coaching members literally did this and in 10 days turned one expired listing into 3 listings. So again, if you have any questions or anything, post them in the chat. Join me for Listing Domination Live where you're going to activate and implement the entire system, the scripts, the strategies, the systems, and everything to start dominating listings in your market, whether it's expireds for sale by owners or people that you meet, lead, other lead generation sources. We're gonna train you on all of that at Listing Domination Live. Click on the link in the description, yesmasters.com/LDLive, grab your ticket, and I will see you at Listing Domination Live. My friend, no matter what you do, play to win, and always expect yes.