Expired Listings script for a seller burned by an agent who overpromised

When To Use This

Use this script when you reach out to a seller whose listing recently expired and who mentions being disappointed or misled by their previous agent’s promises. It is not appropriate for sellers who are happy with their prior agent or who have not yet expressed any frustration. It works best when you have a genuine desire to learn from their experience and offer a transparent, low‑pressure conversation.

The Opener

Hi [Name], this is Edi Shek with [Market] Mortgage. I noticed your home at [Address] came off the market recently and wanted to check in—no pressure, just to see how things went for you.

The Qualifying Questions

1. What did you hope to achieve when you first listed your home? – tells you seller's original goals and motivation.
2. How did your last agent’s communication or promises fall short of those expectations? – reveals specific pain points and overpromises.
3. What would need to change for you to feel confident trying again? – identifies conditions for re‑engagement.
4. Besides price, what other factors are most important to you in an agent now? – uncovers trust, service, communication priorities.
5. If we could address those concerns, what timeline would you feel comfortable moving forward? – gauges readiness and timing.
6. What would make you feel confident recommending an agent to a friend or family member? – reveals trust criteria and referral potential.

Handling The Three Objections

Objection: "I don’t trust any agent after what happened."

I completely understand that trust has been broken, and I’m not here to ask you to believe me right away. I’d like to listen to what specifically went wrong and show you, step by step, how I handle communication and follow‑through differently.

• Why it works: It validates their feeling, shifts focus to listening, and offers a concrete demonstration rather than a promise.

Objection: "I think the market is just bad; I’ll wait until it improves."

I hear you—market conditions can feel discouraging. Many sellers find that a clear, realistic plan and proactive marketing actually perform better even in slower markets, and I can share what’s working now for similar homes.

• Why it works: It acknowledges the market concern, reframes the conversation to actionable strategy, and avoids promising a market turnaround.

Objection: "I’m not ready to go through the hassle again."

I respect that the process can feel overwhelming. My approach is to minimize the hassle by handling the details, keeping you informed only when you need to be, and setting clear expectations from the start.

• Why it works: It addresses the pain point directly, offers a solution‑focused reassurance, and avoids vague assurances.

The Close

Would you be open to a brief, no‑obligation meeting next week so I can show you exactly how I’d handle things differently and answer any questions you have? If now isn’t the right time, may I check back with you in a few days to see if your situation has changed?

Delivery Notes

• Speak slowly, pause after each question to let the seller reflect.
• Keep your tone empathetic, not sales‑pushy; acknowledge their frustration.
• Avoid making any promises about sale price, speed, or guaranteed outcome.
• Do not criticize the former agent by name; focus on the experience, not the person.
• Stay compliant: never guarantee a rate, approval, or closing date.
• Use open‑ended questions and listen more than you speak to uncover the seller’s true concerns.

Compliance Reminders

• Do not imply or state that you can sell the home faster or for more money than any other agent.
• Avoid any language that could be construed as a guarantee of loan approval or rate lock.
• Ensure all statements about your services are truthful, non‑misleading, and comply with TILA and Equal Housing advertising rules.
• Refrain from using superlatives like “best,” “top,” or “number one” unless you can substantiate them with verifiable data.