Expired Listings script for a listing that expired in its first week

When To Use This

This script is specifically designed for real estate agents or loan officers to engage with homeowners whose property listing expired within its first week on the market. It's ideal for a quick follow-up to understand the unusual speed of expiry and explore their current intentions, rather than for properties that sat on the market for an extended period.

The Opener

Hi [Name], my name is Edi Shek. I’m a licensed Mortgage Loan Originator, and I noticed your property at [Address] recently came off the market after just a short time. I was calling because it's quite unusual for a listing to expire so quickly, and I was curious if you're still considering selling or if there was a specific reason for taking it down so fast.

The Qualifying Questions

1. What was the primary reason your home was taken off the market so quickly?

   • This helps determine if it was the seller's decision, an agent issue, or an external factor.

2. What was your original goal or motivation for listing your home?

   • This re-establishes their underlying need to move, if it still exists.

3. During that brief time on the market, what feedback, if any, did you receive from your previous agent or potential buyers?

   • This can reveal quick, obvious issues with pricing, presentation, or specific property features.

4. Given the quick expiry, what are your current plans for the property at [Address]? Are you still planning to sell, or have your priorities changed?

   • This directly asks about their current intent, differentiating between a pause and a complete change of plans.

5. If you were to relist, what would you want to see done differently to ensure a successful sale this time?

   • This invites them to share what they felt was missing or went wrong, opening the door for me to offer solutions.

Handling The Three Objections

Objection: "We're just not ready to think about it yet."

I completely understand. It can be frustrating when a listing doesn't go as planned, especially so quickly. Many homeowners take a moment to regroup. My goal isn't to pressure you, but simply to offer some insights based on my experience with other sellers in [Market]. Perhaps we could have a brief, no-obligation chat sometime next week, just to share some strategies that might help when you are ready, even if it's months from now? This acknowledges their need for space, offers value for the future, and keeps the door open.

Objection: "We've decided to work with another agent already."

That's perfectly fine, and I wish you the best of luck with your new representation. If you don't mind me asking, what specifically led you to choose them, especially after the quick expiry with the previous listing? I'm always looking to understand what sellers value most in their agent relationship. And remember, when it comes to financing, I'm here to support you or your new agent with any pre-approvals or loan options they might need for potential buyers. This respects their choice, seeks to understand their decision-making, and subtly positions my mortgage services as a resource.

Objection: "The market just isn't right for selling right now."

It certainly can feel that way, especially with a quick expiry. However, sometimes a short time on the market without success points more to the initial strategy than the entire market conditions. Many homes are still selling effectively in [Market]. If you're open to it, I could share some anonymous data points on comparable properties that did sell recently, and perhaps we could brainstorm what made those successful. It might give you a fresh perspective. This reframes the market perception, suggesting the issue might be controllable rather than external, and offers to provide data-driven insights.

The Close

Based on our conversation, it sounds like there's still a desire to sell, but perhaps a need for a refreshed approach. Would you be open to a brief 15-20 minute virtual meeting this week, or perhaps early next, where I can share some specific strategies that could help your property at [Address] find the right buyer quickly and at the best possible price, potentially leveraging pre-approved buyers I work with?

Fallback: If "not yet": "I completely understand if now isn't the perfect time. How about I send you a quick, one-page overview of those strategies and some recent market insights for [Market]? That way, you have it when you are ready, and we can connect then."

Delivery Notes

• Empathetic Tone: Acknowledge their potential frustration or disappointment with the quick expiry. Be a listener first.
• Curiosity, Not Accusation: Frame questions with genuine curiosity about the situation, not as an interrogation or blaming them or their previous agent.
• Focus on Problem Solving: Position yourself as a resource who can help identify and overcome the challenges that led to the quick expiry.
• Pacing: Speak calmly and clearly. Allow pauses for them to think and respond, especially after asking qualifying questions.
• Confidence: While empathetic, convey confidence in your ability to offer solutions and expertise without overselling.

Compliance Reminders

• Equal Housing Opportunity: Always remember that all conversations must adhere to Fair Housing laws, ensuring no discrimination based on protected characteristics.
• No Rate Guarantees: Never discuss or promise specific interest rates, loan approvals, or closing dates, as these are subject to change and individual qualification.
• Truth in Advertising (TILA): Ensure all claims about market conditions, property values, or your services are accurate and not misleading.