Still getting ghosted on expired listing calls? This post breaks down why most agents get shut down in seconds—and how to flip the script with trust-based openers that disarm defenses and actually start real conversations. If you’re ready to stop sounding like every other agent and start landing appointments with expireds, this is for you.
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Let me tell you a little story…
Once upon a time in sunny South Florida, there was a hungry, driven real estate agent just like you.
He’d pound the phones like a prizefighter, hoping today would be the day he landed that golden listing.
One day, he gets an expired.
It’s a big one. Pricey zip code. Killer curb appeal. The whole nine.
He calls.
“Hi, this is ________, I noticed your home came off the market and I—”
Click.
No mercy. No interest. No conversation. Just a dial tone.
Sound familiar?
Well, my friend, that poor agent had made the fatal mistake that 98 out of 100 agents make when calling expired listings.
He sounded like everyone else.
See, when a home expires, the owners are already emotionally lit up like a Christmas tree in July.
They’re:
So by the time YOU show up, their fists are up—and you’re walking into a fight you didn’t start… but can still win.
Here’s how:
These people aren’t just annoyed at the market—they’re emotionally bruised:
They aren’t just sellers. They’re people dealing with broken plans.
Which is why, your tone, your energy, and your intent have to shift.
Here are 2 killer openers you can steal today to start real conversations—not hang ups
"Hey…this is just Vikram Deol…and… I’m holding a copy of your tax records and/or your expired listing… and I was wondering if you could possibly… help… me out for a moment…”
(Pause. Slow. Use paper for effect. Sounds casual, not desperate.)
"Hey…this is just Vikram Deol… and… uhh… I was wondering if you could possibly..… help… me out for a moment…”
(Again, slower, soft tone. Makes YOU the one asking for help—not selling something.)
Now here’s the kicker… even with these magic openers, you still need practice.
These two openers will help ensure you don't get that immediate click.
This is where most agents blow it.
They rush in, fumble the script, sound stiff and robotic and kill the opportunity before it even starts by saying the home should have sold or they are the #1 agent and can help them sell their home.
So do yourself a favor:
1. Warm up your tone
2. Practice your lines before calling
3. Record yourself
4. Ask your spouse, mom, roommate, or your dog for feedback (they’ll give it—even if it’s just a bark)
5. Lead with curiosity, not conviction
6. Show empathy—these people have been burned
And above all… sound like someone worth listening to.
Because when you do… you won’t just get listings—you’ll win hearts (and commissions) from people who thought real estate agents were all the same.
There’s obviously more to this...
These are just what we call trust-based openers.
Once you break the ice, you still need to uncover their overarching goal, clarify and probe deeper, frame a game plan, and set the appointment—and that’s exactly what we walk you through step-by-step inside TRIS 3.0.
Want the full breakdown on how to turn these scripts into actual appointments that stick? Just click HERE and I’ll hook you up with a call to learn more about our TRIS 3.0 system—built to help agents like you close more expireds with less resistance and way more confidence.
Cody
Founders of Sheridan St. & TRIS
Hosts of The RE Agent Podcast
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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