How Do I Call an Expired Listing for an Appointment?

By Katie Taylor & James Goodman

With a combined 30 years of experience in the real estate industry, Katie and James lead the Goodman Taylor Team, one of the top-performing teams in the Greater Phoenix area.

Wondering how to best approach expired listings? Expired listings are one of the most overlooked opportunities in real estate. These homeowners wanted to sell, took the steps to prepare their home, and opened their doors to buyers, yet the process ended without a successful result. When the listing expires, they often feel frustrated and uncertain about what to do next. They also tend to receive a wave of calls from agents who sound almost identical, which makes them even more guarded.

This is exactly why a more thoughtful and professional approach can set you apart and lead to productive appointments. The goal is not to pressure the homeowner, but to understand their experience, provide clarity, and offer a better plan. When you do that, conversations become more open, and appointments follow naturally.

Here are five expert tips to help you get started.

1. Lead with empathy. Homeowners with expired listings have just come through a process that did not meet their expectations. They cleaned, prepared, dealt with showings, and remained hopeful, only to end up with no sale. Recognizing this early in the conversation helps ease tension. When a homeowner feels acknowledged, they become more willing to share what happened and what they hope to change the next time around. Empathy is the foundation that makes the rest of the conversation possible.

2. Differentiate yourself through solutions. Most expired listing calls sound the same, which is why homeowners disengage quickly. To stand out, offer a perspective that demonstrates you are focused on solving their problem rather than securing a listing. This might include discussing alternative strategies, reviewing how the home was positioned, or identifying factors that may have prevented buyers from taking an interest. When you focus on the root of the issue rather than your credentials, you build trust and distance yourself from the routine calls they receive.

3. Provide value before asking for anything. Expired sellers hear many requests but very little helpful information. Bring value early in the conversation by offering a brief insight into local market activity or a simple explanation of what often causes listings to stall. Value does not need to be lengthy. It only needs to be relevant. Sharing even one meaningful observation shows that you are prepared and capable of guiding them toward a better experience.

4. Ask questions that reveal what went wrong. Instead of assuming the problem, ask questions that help the homeowner explain their previous experience. Understanding their concerns gives you the information you need to provide targeted recommendations. It also strengthens your position as someone who listens and approaches the situation professionally. Sellers respond well when they feel that their experience matters.

5. Recommend a simple, low-pressure appointment. Once you have shown empathy, differentiated yourself, and provided value, the appointment becomes a natural next step. A short meeting allows you to review the property, offer specific suggestions, and outline a plan that feels more effective than their previous attempt. Keeping the invitation pressure-free and straightforward encourages the homeowner to move forward with confidence.

Expired listing calls do not need to be complicated. They simply require a more thoughtful, human approach. If you want help refining your strategy or preparing for these conversations, feel free to call, text, or email us. We’re here to help you create a strategy that works consistently and professionally.