The Old Expired Listings Script: What to Say to Sellers Who Listed Years Ago
A home that expired two to five years ago gets zero calls, the owner's reason for moving is often still alive, and their equity has changed since the year they listed. This is the complete script for that call: the opener, the questions that matter, the offer, the callback, and every pushback you'll hear.
Why old expireds work
A freshly expired listing gets thirty calls the first morning. A home that expired two to five years ago gets none. The owner still didn't sell, life kept moving, and in most markets their number has changed since the year they listed. You're usually the only agent calling, and the only one who does real work before asking for anything.
The opener
The purpose statement
One binary question forks the whole call:
The full script is in the PDF
From here the call moves into the where-and-why questions, the value drop that earns the CMA, the callback that earns the appointment, and the exact answer to every pushback you'll hear, plus the voicemail and the same-day text. It's all in the print-ready script below.
A note on the law: you are responsible for following the calling and Do Not Call rules in your area (TCPA, DNC). Check a number before you dial.
Get the full script as a print-ready PDF
Drop your first name and email once, and every resource on the site unlocks for instant download, this one and every new one. We ask a single time.
Already gave us your email? Unlock the downloads.
Common questions
How old is too old for an expired listing?
Two to five years is the working range. Old enough that the calls stopped and you have no competition, recent enough that the owner's reason for moving may still be alive and their contact information usually still works. Past five years, numbers and situations decay fast, so prioritize the newer end.
Where do I find old expired listings?
Run an expired search in your MLS with the expiration date set two to five years back, and filter out anything that re-listed and sold since. Services like REDX can pull aged expireds with updated contact information, which saves the lookup work.
What if the home was re-listed and sold by another agent?
Filter those out before you dial. Your list should only contain homes that expired and never sold. If one slips through, acknowledge it, congratulate them, and end the call politely. A clean list beats a clever recovery.
What do I say if the seller asks about the market?
Don't debate the market on the phone. The honest answer is that their number has changed since the year they listed, and the CMA you're offering will show exactly how, with real sales instead of opinions. That's the whole reason for the call.
This script is one play from a complete system.
Members get live training twice a week, every script and playbook, and new material every week. Start for $20 and run the whole thing.
Start for $20