How To Call Expired Listings Without Getting Hung Up On

Calling expired listings can feel like walking into a room where everyone’s already annoyed. The seller is disappointed; their phone has been blowing up since 8 a.m., and the last thing they want is another agent promising they can “get it sold.” That’s exactly why expireds are such a big opportunity. If you can sound human from the first hello and lead with the right questions instead of a pitch, you instantly separate yourself from the noise.

That is why the best expired listing strategy is not a stronger sales script. It is a better conversation. Ron Wexler with Keller Williams Preferred Realty has sold many expired listings over the years, and his biggest takeaway is simple. If you want expired sellers to choose you, you have to meet them where they are, lead with empathy, and ask better questions before you offer solutions.

Today, we’ll break down the approach that helps you sound different from the first hello, build rapport without forcing it, and stay in contact the right way until they are ready to move.

Watch the full video above or use the timestamps below to skip to the topics that interest you the most:

00:00 — Intro
00:23 — Why agents avoid expired listings
01:10 — Ron’s first expired listing story
02:10 — Stop sounding scripted
03:26 — The seller’s mindset
05:19 — Lead with empathy and rapport
06:05 — Match tone and pace
06:50 — Ask questions
07:45 — Sell the outcome, not the process
08:30 — Open-ended questions that work
09:30 — Do not assume their motivation
10:15 — Timing
12:01 — Cut their timeline in half
12:54 —- Reach out to us

If you want to talk through expired listings, role-play a few conversations, or ask questions call us at 708-906-6377, email tammy@our1thing.com, or visit growth.our1thing.com. Our goal is to raise agents’ skill levels and confidence in our marketplace, and we’re always happy to help.