Winning Over Expired Listings: 4 Scripts to Increase Conversions

Disclaimer: PropStream does not provide legal, financial, or real estate brokerage advice. This article is for informational purposes only. Real estate laws, MLS rules, and marketing regulations may vary by market. Consult a qualified professional before implementing any lead generation or outreach strategy. 

As sellers continue outpacing buyers, expired listings are on the rise. This may sound grim, but for agents looking for motivated leads, it may actually be good news.

In February 2026, over 50% of listings were considered “stale,” that is, on the market for at least 60 days before going under contract. These kinds of listings, especially the ones that eventually expire, represent valuable opportunities—if agents know how to find them and market to them effectively.

In this article, we’ll walk you through how to do just that.

Why Market to Expired Listings?

Expired listings are properties taken off the market because they didn’t sell before the listing contract expired. There are several advantages to pursuing these listings as an agent.

For starters, these homeowners have already expressed a desire to sell, which makes them more qualified than your average lead. Many of them may also feel discouraged that they couldn’t sell the first time. This means they’re more likely to listen when you reach out with potential solutions—and more likely to become a client if you can prove that you can help them.

How to Find Expired Listings on PropStream

It can take hours to manually search through pages of results. PropStream’s filtering options do the work for you, instantly pulling up properties in your targeted niche.

Pro Tip: To broaden your search, consider adding failed listings to the mix. PropStream’s Failed Listings Lead List makes it easy to find results in your preferred market!

However, finding expired listings is only the tip of the iceberg. To determine their lead eligibility and the full extent of their selling motivation, and to craft a pitch that highlights how you can create a different outcome, you need to research their property and ownership history and obtain contact information.

Research Property History

Is the property distressed? Are there liens against the home? Did they time the market poorly? Was the pricing off?

A quick search on PropStream can answer these questions, allowing you to customize your messaging when you’re ready to reach out.

Property research on PropStream has never been easier with the addition of the PropStream Intelligence Assistant! The Assistant is available for each Property Details page, allowing you to ask custom questions or enter prompts regarding the property’s history and details. Learn more about it in our latest free PropStream Academy course.

Skip Trace Homeowner Contact Information

Now that you have a list of well-researched leads, it’s time to find their contact information. On PropStream, this step is as simple as using skip tracing* to immediately obtain email addresses and phone numbers, listed in order of relevance.

To help you avoid costly compliance violations, the tool will flag if any of your leads are on the Do Not Call list.

Learn more about PropStream skip tracing:

4 Scripts for Contacting Expired Listing Owners

Within 48 hours of their listing expiring, most homeowners have been contacted by multiple agents, so it’s imperative that you reach out as soon as possible.

Psst! Want to be notified of new expired listing leads as soon as they happen? Try PropStream’s Lead Automator feature and have new expired listing leads sent straight to your inbox!

For best results, it’s wise to tailor your pitches to match the problem you’ve identified with the listing. But of course, a general “checking-in” message is better than nothing.

Not sure where to start? Here are several scripts you can either use verbatim or tweak to match your brand.

Script #1: For Checking In

If you’re not yet sure why a listing expired, consider reaching out with a general yet warm introduction like the one below.

Hi, [First Name]. I saw that your home’s listing recently expired. That can be a frustrating situation to be in, especially after you’ve gone through the effort of listing your home and waiting for offers. If you’re interested, I specialize in helping homeowners in similar situations pinpoint where things went wrong and how they can move forward. I’d be happy to share a quick summary of key trends in your neighborhood and what buyers are gravitating toward. Are you available for a 10-minute phone call today or tomorrow?

Script #2: For Price Issues

Getting the list price wrong is one of the top reasons a listing may expire. When agents don’t understand the current market, or they rely on incorrect information to set a list price, properties may sit on the market longer, with few to no serious bids.

Hi, [First Name]. I came across your listing recently and saw it had expired. I also noticed that the price changed a few times. Problems with pricing—whether too high or too low—is a common reason for listings to expire without selling. Sometimes the solution is as simple as revisiting your strategy based on real-time property data and buyer trends. Would you be open to a quick conversation about how we could adjust your asking price to attract more qualified buyers?

Script #3: For Marketing Failure

Faulty marketing can look like poorly constructed listings, generic descriptions, or failing to disclose important information about a property’s condition. Any number of marketing errors can cause buyers to form the wrong impression of a home—or simply never see the listing in the first place.

Hi, [First Name]. I noticed your listing expired today. Are you still interested in selling? I took a closer look at your listing, and I think that, with a few tweaks to your marketing strategy, we could make your home stand out and attract more qualified buyers. If you’re interested, we can hop on a quick phone call to discuss what marketing strategies would work best for your property. Would sometime today or tomorrow work?

Script #4: For Market Volatility

The real estate market is complex, and buyer demand can shift easily with the economy, interest rates, and seasonal changes. Most sellers don’t know how to interpret these changes and rely on agents like you to help them move forward.

Hi, [First Name]. I noticed your home recently came off the market. With mortgage interest rates and buyer demand fluctuating lately, you’re definitely not alone. I’ve been helping homeowners adapt to market changes by repositioning their properties to reflect what buyers are actually looking for right now. I’d be happy to share a quick update on how things have changed since you first listed your home. Do you have 10 minutes for a phone call sometime this week?

If you’re looking for motivated leads in need of your expertise, expired listings are a good place to start. With the right information, marketing tools, and messaging, you can turn overlooked opportunities into successful sales!

*PropStream engages an independent third party to perform skip-tracing.