Real estate cold calling scripts for expireds, FSBOs and just-sold calls
Homeowners don't owe you their time, and the ones worth calling have usually heard from several agents already. Expired sellers are frustrated, FSBO sellers are wary of commission, and neighbors of a just-sold home are mostly curious. The calls that work are short, specific to the property, and aim for a second conversation rather than a signed listing on the first dial.
Who you're calling
Homeowners in your farm area: sellers whose listing just expired or was cancelled, owners selling on their own (FSBO), and neighbors near a recent sale. They care about their net proceeds, their timeline, and not being made to feel foolish about their price or past decisions. They're tired of agents who open with 'Are you still interested in selling?', hint at a buyer they don't have, or call the morning after an expiration with the same script as everyone else.
Work it out from your own connect and meeting rates with the free cold call calculator.
Script 1
Expired listing
Use when: The listing expired or was cancelled in the last few days and the owner may still want to move.
- You
Hi, is this [Name]? This is [Your Name] with [Your Brokerage]. I'm calling about your home on [Street]. I saw the listing came off the market, and I wanted to ask a couple of quick questions, if now's an okay time.
- Prospect
You're the fifth agent today. I'm not relisting right now.
- You
That's fair, and I'm sorry the phone's been ringing nonstop. I won't pitch you. Can I ask, when you first listed, where were you hoping to move?
- Prospect
We were going to be closer to my daughter in [Area]. Nothing happened, so we're staying put for now.
- You
Got it. Is being closer to her still something you want, or has that changed?
- Prospect
We still want to. We just weren't getting offers, and I'm not giving it away.
- You
That makes sense. From the outside, it's hard to tell whether it was price, presentation, or how it was marketed. Did your agent ever walk you through the showing feedback?
- Prospect
Not really. We got a couple of comments about the kitchen and that was it.
- You
That's useful. Here's what I'd suggest, with no commitment: I'll put together a short review of what sold nearby while you were listed, what didn't, and why. I'd walk you through it in 15 minutes, and you decide if any of it changes your plans.
- Prospect
I'm not signing anything.
- You
You won't need to. It's just the review. Would Thursday afternoon or Saturday morning be better to go over it, at the house or by phone?
- Prospect
Saturday morning, by phone. After ten.
- You
Saturday by phone. I'll call this number at 10:30 and send you the review beforehand. Thanks, [Name].
Script 2
FSBO seller
Use when: The owner is selling the home themselves through a for-sale-by-owner site, yard sign, or classified ad.
- You
Hi, is this [Name]? This is [Your Name], a local agent with [Your Brokerage]. I'm calling about the home you have for sale on [Street]. I'll be upfront: I'm an agent, and I know you're selling it yourself. Do you have two minutes?
- Prospect
Two minutes. But we're not paying a commission. That's the whole point.
- You
Understood, and that's a reasonable goal. Can I ask what made you decide to sell it yourself?
- Prospect
We sold our last place with an agent and felt like we did most of the work anyway.
- You
That's a frustration I hear a lot. How have showings been going so far?
- Prospect
We've had some people through. A lot of them are just neighbors being nosy.
- You
That happens. Have any of the serious ones asked about things like disclosures or how the appraisal would work?
- Prospect
One asked about the appraisal. I wasn't totally sure what to tell them.
- You
That's one of the spots where private sales can get stuck. I'm not going to ask you to list. What I can do is send you a one-page checklist of the paperwork and steps between an accepted offer and closing in [State], so nothing catches you off guard. Would that help?
- Prospect
Sure, if it's actually just a checklist.
- You
It is. What's the best email for it? And if it's okay, I'll check in in two weeks to see how things are going. If you're under contract by then, I'll just say congratulations.
- Prospect
Fine. It's [Email].
Script 3
Just-sold neighbor
Use when: A home nearby just closed and you want to start conversations with neighbors on the same street or in the same subdivision.
- You
Hi, this is [Your Name] with [Your Brokerage]. I'm calling a few neighbors on [Street] because the home at [Address] just sold, and people usually like to know what that means for their own place. Did you see it was on the market?
- Prospect
Yeah, I saw the sign. What did it go for?
- You
It closed at [Sale Price]. It was a [Beds]-bedroom with about [Square Feet] square feet, if that helps you compare.
- Prospect
Huh. Ours is a little bigger, but it needs some work.
- You
That's the part a sale price doesn't tell you. Out of curiosity, have you ever thought about what you'd do if you moved, or are you pretty settled here?
- Prospect
We're settled. We're not planning on moving anytime soon.
- You
Fair enough, most people I call aren't. Some still like to know where they stand, for a refinance, property taxes, or just peace of mind. Would it be useful if I emailed you the recent sales on your street, with notes on condition, so you can see the range?
- Prospect
I guess. As long as you're not going to call me every week.
- You
I won't. I'll send it today and check in once in a few months, unless you tell me otherwise. One more question: has anyone on the street mentioned thinking about moving? I'd rather call people who actually want to hear from me.
- Prospect
Maybe the couple at the corner. I'm not sure, though.
- You
Thanks, I'll keep that in mind. What's the best email for the street report?
- Prospect
It's [Email].
Voicemail script
Hi [Name], this is [Your Name] with [Your Brokerage]. I'm calling about your home on [Street]. I noticed it came off the market, and I put together a short breakdown of what sold nearby while it was listed and what didn't. There's no obligation, and I won't push you to relist. If you'd like a copy, call or text me at [Phone]. Again, [Your Name], [Phone]. Thanks.
When someone else answers
If a spouse, partner, or other household member answers, don't pitch them or pretend you're calling about something else. Say: 'Hi, this is [Your Name] with [Your Brokerage]. I'm a local real estate agent calling about the home on [Street]. Is [Name] around, or are you also an owner?' If they're a co-owner, talk with them as a decision maker. If not, ask when is a better time and whether [Name] would prefer a call or a text.
Real Estate objections and responses
- "I'm going to relist with the same agent."
- That makes sense if you trust them. Before you do, would a second set of eyes on why it didn't sell be useful? If my review lines up with theirs, you'll relist with more confidence. If it doesn't, you'll have better questions to ask them.
- "We'll wait until the market gets better."
- That's a legitimate option. What would 'better' look like for you, a certain price or a certain timeline? I can keep an eye on sales in [Area] and let you know if things move that way, so you're deciding based on what's actually selling.
- "Why would I pay a commission when I can sell it myself?"
- You might not need to, and plenty of owners sell on their own. The fair question is whether an agent would net you more after fees, or save you enough time and risk to be worth it. I'm happy to walk through that math honestly with your numbers, and if it doesn't add up, I'll say so.
- "Just mail me something."
- Happy to. So I send something useful rather than a generic flyer, would it help more to see what sold near you, or a rough idea of what your home might list for? Then let me confirm the best address.
- "How did you get my number?"
- Fair question. I'm calling owners on [Street] because of [reason, e.g. the nearby sale], and your number came from [Source, e.g. a public records data provider]. If you'd prefer I don't call again, I'll take you off my list right now.
More responses in the objection library.
Tips for this industry
- Open with the property, not yourself. Mentioning the street and what happened (it expired, it's for sale by owner, a neighbor sold) shows the call isn't random.
- On expireds, ask about the move before the house. The reason they wanted to sell is usually still there, and it gets them talking.
- Offer something concrete, like a sold-versus-unsold review or a paperwork checklist. 'Can I stop by and chat?' is easy to refuse; a specific, useful thing is harder to turn down.
- Don't criticize the previous agent. Sellers often liked them, and attacking that choice puts the seller on the defensive.
- Know what sold data you can share. In some states sale prices are not public, so check your MLS rules before quoting a number on a just-sold call.
- Rehearse the first 15 seconds until they sound natural. AI roleplay with an annoyed expired seller or a commission-wary FSBO owner lets you practice the pushback before you dial a live list.
Questions
What's the best time to cold call homeowners?
Early evening on weekdays and late morning on weekends tend to work because that's when working homeowners are home and not commuting. Every market is different, so track your own connect rates by time block for a few weeks, adjust, and stay within allowed calling hours.
Should I call expired listings the day they expire?
Calling early reaches the owner while the decision is fresh, but you'll be one of many agents calling that morning. Some agents prefer to wait a few days and call with a more thoughtful angle, like a review of why the home didn't sell. Either way, check do-not-call status first and lead with something specific.
How do I call FSBO sellers without sounding pushy?
Acknowledge that they are selling on their own, ask why, and offer something useful that does not require them to list. FSBO sellers usually expect a hard pitch, so a respectful call that ends with a checklist and an agreed follow-up date stands out.
How many times should I follow up with a homeowner?
As long as they've agreed to it and the conversation is still useful to them. Set the next touch on the call ('I'll check in in two weeks') so the follow-up feels expected. If someone asks you to stop, stop and note it in your CRM.
Make the script sound like you
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