Expired listings can feel like missed opportunities—but for savvy real estate professionals, they’re some of the hottest leads in the market. These are homeowners who have already decided to sell, hired an agent, and gone through weeks or even months of showings, only to end up with no sale. Frustrated but motivated, many of them are still eager to move forward, just not with the same approach.
The good news? If you know how to position yourself, time your outreach effectively, and communicate a better plan, you can be the agent who turns that expired listing into a sold one.
The Window of Opportunity: Perfect Timing
The best agents don’t wait for days to make contact—they move fast. There’s a small window where motivation is still high, and before the seller gets bombarded with calls from a dozen other agents.
The Golden Hours After Expiration
The first 24 to 72 hours after a listing expires are critical. Most expired listings are removed from the MLS at midnight, so if you’re prepared, you can be one of the first agents reaching out that morning. Having the right data and tools in place before the expiration date gives you a major edge.
Top agents often pre-load upcoming expirations into their CRM or dialer so they can make contact first thing. This isn’t about being aggressive—it’s about being helpful when the seller is most receptive to a new plan.
Best Days and Times to Reach Out
While every market varies, mornings between 8:00 and 10:30 a.m. tend to have higher contact rates. Evenings between 5:30 and 7:30 p.m. are also strong, especially for dual-income households. Avoid weekends unless you’re door-knocking or following up on an earlier conversation.
The key is consistency. Don’t assume one call or message is enough—many sellers need to see your name a few times before they respond.
Crafting the Right Message: Winning Scripts
Your first outreach sets the tone, so it’s critical to sound helpful, not pushy. A strong phone script shows empathy, offers value, and gives the homeowner space to re-engage. If they’re hesitant, offer a market update without pressure.
Voicemails and texts should be short and curiosity-driven, while emails can go deeper, sharing a local market snapshot, a fresh marketing approach, or a past success story to position yourself as the smarter second choice.
Tools and Tech That Top Agents Use
Winning expired listings at scale means using the right tools to streamline your workflow and boost conversion.
CRM and Dialers
A solid CRM like Follow Up Boss, LionDesk, or kvCORE helps you manage follow-ups, track conversations, and automate emails or texts. Pair this with a smart dialer like Espresso Agent, REDX, or Vulcan7, which allows you to call through a list efficiently with preloaded scripts and call notes.
Data Sources
To connect with homeowners fast, you need reliable data. That means cell numbers, email addresses, and property history. Services like Espresso Agent specialize in delivering daily expired listing leads with contact info, letting you act before the competition.
Personalised Marketing Tools
Stand out by using video email tools like BombBomb to send a friendly, face-to-face message. You can also use personalised postcards with QR codes linking to a home value report, or a landing page offering your expired listing “relaunch plan.”
Building a High-Converting Expired Listing System
The most successful agents don’t treat expireds as one-off calls. They build a system—a repeatable process to engage, educate, and convert.
Multi-Touch Follow-Up Plan
Start with a same-day phone call and text. If no response, follow up with a voicemail and email on Day 2. On Day 3 or 4, send a handwritten note or a door drop with your marketing strategy. In Week 2, share a market update or recent sale nearby to stay relevant.
This persistence shows professionalism, not pressure, especially when your tone is helpful and consistent.
Marketing Collateral That Converts
Have your “expired listing packet” ready. This might include:
- A one-page summary of what went wrong and how you’ll fix it
- A timeline showing your strategy from relist to sale
- Testimonials from similar sellers you helped
- A marketing checklist and performance guarantee
When you demonstrate that you have a plan, sellers take notice.
Positioning Yourself as the Obvious Choice
The goal is not just to get the listing—it’s to earn their trust. And that means showing how your approach is different without bashing the previous agent.
Communicate a Clear Differentiator
Maybe you offer full digital advertising, not just MLS syndication. Maybe you specialize in staging and presentation. Or maybe your pricing strategy is data-driven and adaptive. Whatever your edge is, communicate it clearly and confidently.
Use phrases like: “I do things a little differently than most agents, especially when it comes to listings that didn’t sell the first time…”
Build Trust Quickly
Show proof. Use reviews, before-and-after examples, or screenshots of your marketing campaigns. Make it easy for the seller to see that you’re not just another agent—you’re a strategic partner with results to back it up.
Conclusion
Expired listings aren’t dead ends—they’re second chances. With the right scripts, timing, and systems, you can turn seller frustration into fresh opportunity.
By leveraging powerful tools like expired listings data, combining them with personalised outreach and a solid follow-up system, you set yourself apart from the competition.
Approach with empathy. Execute with consistency. And soon, you’ll be the agent homeowners turn to when their first experience falls short.
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