How to Get Expired Listings: The Complete Guide for Real Estate Agents

Expired listings represent one of the highest-ROI opportunities in real estate. These are homeowners who wanted to sell, tried to sell, but failed. They're frustrated, motivated, and actively looking for a better solution. The question is: will they find you?

Why Expired Listings Are Gold

When a listing expires, something went wrong. Maybe it was overpriced. Maybe the marketing was weak. Maybe the agent didn't communicate well. Whatever the reason, the seller is now experiencing a cocktail of emotions: disappointment, frustration, and urgency.

This emotional state creates a unique opportunity. These sellers are pre-qualified (they already committed to selling), motivated (they still need to move), and skeptical of their previous agent (they're actively looking for alternatives).

The 24-Hour Rule

Speed wins with expireds. Our data shows that agents who make contact within 24 hours of expiration are 3x more likely to secure the listing than those who wait a week. Why? Because you're not the only agent watching.

The moment a listing expires, hundreds of agents in your market receive the same notification. The agents who move fast—who have systems in place—get the meetings. The rest get ignored.

The 5-Step Expired Listing System

Step 1: Instant Notification Setup

You can't respond quickly if you don't know a listing expired. Set up automatic alerts through your MLS, third-party services like Landvoice or Vulcan7, or dedicated expired listing software like ExpiredOS.

Pro tip: Don't just watch your own MLS. Many expired sellers are relocating and will list with an agent in their destination city. If you serve relocating buyers, watch expireds in their origin markets too.

Step 2: Pre-Research the Property

Before you make contact, know what you're talking about. Review:

• The original listing photos (were they professional?)
• The description (compelling or generic?)
• Days on market (too long = pricing problem)
• Price history (any reductions?)
• Showing feedback (what did buyers say?)

Step 3: The First Contact Script

Your first call isn't about listing their home. It's about understanding what went wrong. Here's a script that works:

"Hi [Name], this is [Your Name] with [Brokerage]. I noticed your home on [Street] recently came off the market, and I wanted to reach out because I specialize in helping homeowners who've had trouble selling. I'm not calling to pressure you into anything—I just know how frustrating this process can be, and I have some ideas that might help. Do you have a quick minute to talk about what happened?"

Step 4: Multi-Channel Follow-Up

One call isn't enough. Your expired listing campaign should include:

• Day 1: Phone call + handwritten note
• Day 3: Direct mail piece (market analysis)
• Day 7: Second phone call
• Day 14: Postcard with recent sales
• Day 30: "Still thinking about selling?" check-in

Step 5: The Listing Appointment

When you get the meeting, come prepared. Bring:

• A detailed market analysis (not just comps—strategy)
• Your marketing plan (specific to their property)
• Testimonials from similar situations
• A clear pricing recommendation (with data)

Direct Mail That Works

Expired sellers are bombarded with mail. Yours needs to stand out. The most effective pieces we've seen:

• The "Why It Didn't Sell" Analysis: A detailed breakdown of what went wrong (diplomatically) and how you'd fix it
• The Recent Sale Proof: "I just sold [similar home] in [X days] for [Y price]. Here's how..."
• The Empathy Letter: Acknowledges their frustration, offers a free consultation with no pressure

Pricing Conversations

Most expired listings failed because of price. But telling a seller their home was overpriced is delicate. Instead of saying "You were too high," try:

"Based on the showing feedback and days on market, the market was telling us something about the price. The good news is we have fresh data now. Here's what I think the right price is today—and why..."

Automation Tools

Manual expired listing prospecting is exhausting. The top agents use systems like:

• ExpiredOS: Automated expired listing alerts + direct mail
• Landvoice/Vulcan7: Daily expired listing leads
• Follow Up Boss: Automated follow-up sequences
• SmartCRM: Pipeline tracking for expired prospects

Common Mistakes to Avoid

We've analyzed thousands of expired listing campaigns. Here are the top mistakes:

1. Waiting too long: Every hour matters
2. Generic scripts: "I see your home expired"—so does everyone
3. No follow-up: One contact attempt isn't enough
4. Bad-mouthing the previous agent: Unprofessional and ineffective
5. No value: Asking for the listing without offering insight

Tracking Your Results

Track these metrics to optimize your expired listing system:

• Contact rate (how many you reach)
• Appointment rate (how many agree to meet)
• List rate (how many meetings convert to listings)
• Cost per listing (total spend ÷ listings won)

Target: Contact 10 expireds → 3 appointments → 1 listing. If you're below these numbers, audit your scripts and follow-up timing.

Final Thoughts

Expired listings aren't just leads—they're opportunities to solve real problems for frustrated homeowners. The agents who win this game aren't the ones with the best scripts or the most aggressive tactics. They're the ones who show up first, listen hardest, and offer genuine value.

Build a system. Track your numbers. Iterate. And most importantly—treat these sellers with empathy. They're going through a stressful time, and the agent who acknowledges that will stand out from the crowd.