Opening Lines
What’s a professional way to open a call with an expired lead?
“Hi, is this [Name]? I noticed your home came off the market—are you still accepting offers?”
What’s a great question to ask to understand why the home didn’t sell?
“What do you think stopped the home from selling the first time?”
Best response to: “We’re going to relist with our old agent.”
“That makes sense. If I could show you a different approach that gets results, would you be open to hearing it?”
What’s the goal of the first call with an expired lead?
To understand their situation and see if there's an opportunity to relist.
What’s one reason sellers often give up on agents?
They didn’t feel the agent communicated, marketed well, or gave enough effort.
Why is it important not to say you’re just "checking in"?
It makes you sound unsure or like a salesperson fishing for a yes—there’s no urgency or value.
What does the question, “What kind of feedback did your agent give you from showings?” reveal?
It reveals how much communication and feedback they received from their previous agent.
How do you respond to “We’re not ready right now”?
Answer: “No problem. What’s your timeline for making a decision so I can follow up appropriately?”
What phrase do you use to ask for the appointment?
“Would it be okay if I stopped by for just 15 minutes to share a few ideas?”
How do you describe your agent without bashing the last one?
“It sounds like your last agent worked hard. My agent takes a different approach you might appreciate.”
Give a script-friendly opener that creates curiosity.
“I saw your listing came off the market and was surprised—it looked like a great property.”
What question uncovers their motivation to move?
“If the home had sold, where were you planning to move next?”
Smart rebuttal to “We’re going to sell it ourselves”?
“Got it. Just out of curiosity, what’s your strategy to get maximum exposure without the MLS?”
What’s a good “either/or” close to set a time?
“Would tomorrow at 4 work, or is 6 better for you?”
“My agent specializes in relisting properties that didn’t sell the first time.” What does this statement do?
It shows confidence and specialization, positioning your agent as the solution to their past frustration.
What should you avoid mentioning in the first 10 seconds?
Don’t mention other agents or their past listing price, or criticize their prior listing.
How do you bring up price without sounding pushy?
“Did you get any feedback on price while your home was listed?”
“You’re the fifth agent who’s called me today.”
“I hear that a lot—I'm not here to pressure you, just to offer a fresh option.”
They say “Don’t try to sell me anything.” How do you respond?
“Absolutely—this meeting is just to give you options, no obligation at all.”
What credibility builder can make your agent stand out?
“My agent has helped X number of homes sell after they expired—often in less than 30 days.”
True or False: “Hi, is this [Name]? I noticed your home came off the market — are you still accepting offers?” is a good opener.
True — it’s direct, shows purpose, and gets to the point without sounding salesy.
What should you ask if they say, “We’re taking a break from selling”?
“Totally understand. If the perfect offer came in, would you still consider selling?”
They say, “We’re not selling anymore.” What do you say to keep the conversation going?
“Understood—can I ask what changed your plans? Just want to make sure I don’t miss a beat if your plans shift again.”
What’s the next step after confirming the appointment?
Send confirmation by text/email and prepare a brief CMA or value presentation.
What’s a benefit-based way to describe the marketing plan?
“Our marketing gets your home in front of more qualified buyers through online, social, and agent networks.”