Sales & business · Sales Roleplay
Expired listing script: get the 15-minute appointment
Keep the call short and specific: introduce yourself, acknowledge that they’ve heard from a lot of agents, ask what they think went wrong and whether they still want to sell, then give one concrete thing you would do differently (price, photos, timing) and ask for 15 minutes to show it. Don’t criticize the last agent or pitch your whole listing presentation on the phone. Practice with Frank Delgado, a seller whose listing just expired and who has had five calls since breakfast.
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Updated October 2026
Who it's for
Who this practice is for
- New agents making their first expired listing calls and freezing when the homeowner sounds annoyed.
- Experienced agents whose expired listing script works on paper but falls apart on the phone.
- Team leads running role-play groups who need a repeatable expired listing scenario.
- Agents who keep hearing "we're taking it off the market" and want to practice that exact moment.
What happens
How a session goes
- Frank Delgado answers and speaks first. He's tired and tells you he's had five agent calls since breakfast.
- He gives you thirty seconds. He has a real objection and a decided style, and he pushes back when you pitch too fast.
- You either get a 15-minute listing appointment, a conditional next step, or a no with the real reason.
Real lines from a test session
What Frank Delgado said in a test session
“Yeah, hello? If this is another realtor, I've had five calls since breakfast.”
“Yeah, I'm listening. But I've heard four different theories already today about why it didn't sell, so make it quick and make it something I haven't heard.”
“So you want fifteen minutes tomorrow to talk about something you haven't actually shown me yet.”
From a test session of this practice in the app, lightly trimmed. Your session goes its own way: the character reacts to what you say.
The scorecard
What the scorecard looked like for Expired Listing Calls
“I saw your home came off the market this week. I’ve got a few buyers who may still be looking in that area.”
You opened with buyer leads before learning anything about the property or the seller's experience; it feels like a generic script line.
Try instead: “I saw your home came off the market this week. Before I say anything else—what was the biggest reason you decided not to renew with the last agent?”
What went well: You kept it brief, didn't argue, and asked for a short commitment — a good low-friction pattern.
Real scorecard output from one of our test runs. In test runs the practice answers are written by a test script, not by a customer.
What good looks like
What a strong answer does here
- You show empathy for the expired experience before you say anything about yourself or your services.
- You name a specific reason the home didn't sell, instead of saying the other agent was bad.
- You ask for a low-friction 15-minute appointment rather than a full listing presentation.
- You handle "taking it off the market" without pitching your 2.5% commission first.
Scored on:
- Discovery
- Objection handling
- Value framing
- Next step
Common mistakes
Weak lines, and what to say instead
Weak: “I can sell your home fast and get you top dollar.”
Better: “I looked at your listing. It sat for 120 days. Can I show you one reason it didn't sell?”
Frank has heard generic promises from five callers already.
Weak: “My commission is only 2.5%, lower than your last agent.”
Better: “I'm not calling about commission. I'm calling because your listing expired and I think I know why.”
Leading with commission makes you sound like the other five callers.
Weak: “When can I come by and give you a full listing presentation?”
Better: “Could I stop by for 15 minutes tomorrow just to walk you through what I found?”
A full presentation is a big ask for a seller who is tired of agents.
Weak: “Are you sure you want to take it off the market?”
Better: “Taking it off the market makes sense if you're worn out. If you're open to one more look, I have 15 minutes.”
Arguing with his decision makes him defensive instead of curious.
Real Estate Expired Listing Call: start talking in a few seconds. Your own side stays yours to fill in.
Try it free, no signupMake this useful for your next conversation
Your sales roleplay practice plan
- Discover the buyer’s problem
- Handle the real objection
- Agree a specific next step
Start with a free worksheet, then test your own response with a voice or text roleplay. Your first complete coaching report is free once across all areas. Create a free account to save your goal, actual words, and downloadable notes.
Need repeated practice? $4.99 once buys 100 rounds across every mode and full coaching on every report. Rounds never expire; no subscription is required.
FAQ
Questions about Expired Listing Calls
Who is Frank Delgado and why is he hard to talk to?
Frank is a homeowner whose listing just expired after 120 days with another agent. He is about 60, decided, and tired of calls. You are the sixth agent to reach him today, so he starts annoyed and gives you thirty seconds. He will push back on anything that sounds like a pitch. Try it free →
How does the call end?
Frank ends it like a real seller: he agrees to a 15-minute appointment, gives a conditional next step such as “email me the comps first,” or says no with his real reason. Hearing that reason tells you what to fix in your opener. Try it free →
Can I practice this expired listing script if I'm new to real estate?
Yes. The scenario is built for agents who want to practice the exact moment an expired seller says "we're taking it off the market for now." You can type your answers if you prefer, and the scorecard will still show what to fix. Try it free →
What questions should you ask an expired listing seller?
“Do you still want to sell?”, “Where were you hoping to move?”, “What do you think kept it from selling?” and “What would you want done differently this time?” Their answers tell you whether to talk about price, marketing or timing, instead of guessing. Try it free →
Can real estate agents cold call expired listings?
Yes, but telemarketing rules apply. Check numbers against the National Do Not Call Registry and any state list before you dial, honor every request not to be called again, and follow your brokerage’s calling policy. Try it free →
Try Real Estate Expired Listing Call free
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