5 Steps To Convert Expired Listings Into Appointments

By Mark Dietel

Mark is a lifelong resident of Indianapolis’ Southside with over 20 years of experience in commercial and residential real estate. This gives him a level of market expertise that indirectly creates a competitive advantage in leading the Mark Dietel Realty team

You know expired listings are a goldmine. You also know that picking up the phone to call them feels like navigating a minefield blindfolded. What do you even say after “hello” to someone who’s already been let down?

The secret isn’t a magic pitch. It’s a human connection built on a proven process. Here are the five non-salesy tips that transform an awkward cold call into a booked appointment:

Tip #1: Lead with empathy, not a pitch. Your first words should acknowledge their experience, not sell your services. Most expired sellers are frustrated after months on the market. Start by recognizing their “big hopes” for selling. This builds a bridge of trust before you ever discuss business.

Tip #2: Focus on solutions, not sales. Listen closely to their frustrations. Did their last agent ghost them? Was the marketing weak? Frame your responses directly as solutions to those specific problems. This shifts the dynamic from a sales call to a problem-solving session.

Tip #3: Provide value, regardless of the outcome. Even if this call goes nowhere, leave them better than you found them. Offer one genuine piece of advice, such as market insight, a staging tip, or simple validation. This builds your reputation and ensures no call is wasted.

Tip #4: Ask the pivotal question: “What went wrong?” Once you have rapport, this question is your goldmine. For a seller truly out of contract, it’s not just permissible, it’s critical. Their answer gives you the blueprint to position yourself as the solution and avoid their past agent’s mistakes.

Tip #5: Invite them to a low-pressure “consultation.” Your goal is a conversation, not a contract. Use phrases like “Let’s have a quick consultation” or “I’d love to hear more about your goals.” This reduces pressure and frames the next step as collaborative planning.

The connection bonus: how do you know it’s working? Watch for two unmistakable signs: First, if they ask for your name before hanging up. Second, if you share a moment of genuine laughter. When these things happen, you’ve built real rapport, and that conversation is likely to lead to an appointment.

This isn’t just a calling script; it’s a confidence blueprint. For new agents, it provides the structure to start. For veterans, it’s a sharp reminder to lead with value over volume. The expired pipeline is filled with motivated sellers; they’re just waiting for an agent who knows how to listen.

Here’s how you build a listing business that lasts if you’re ready to stop staring at the list and start filling your calendar. If you’re an agent ready to systemize your lead generation with a team that’s mastered the process, call 317-441-7887, or explore more at markdietelrealty.com to connect. Your next listing appointment is one confident call away.