13 Expired Listing Objection Handlers That Actually Work

Why Expired Listing Objections Are Actually Good News

When you call an expired listing lead and hear “No thanks” or “We already chose another agent,” your heart might sink. But here’s what we’ve learned after years of prospecting these leads: objections mean they’re still engaged. They picked up the phone. They’re listening.

Expired listings are the highest-performing lead type in 2026, with a 44% list rate and a 20.7% sold rate nationally. That’s 20 to 60 times better than portal leads. The reason? These sellers have already made the decision to sell — they’re just frustrated, skeptical, and probably tired of agent calls.

The objections you’ll hear aren’t random. They follow predictable patterns. Learn to handle the top 13, and you’ll book more listing appointments than most agents in your market.

What You Need Before You Start Calling Expireds

Don’t wing it. About 40% of expired listings will list with a new agent in 30 days, and 90% will try to sell again within six months. Speed matters, but so does preparation.

You need three things: accurate contact data, a power dialer to maximize your call volume, and practiced responses to the objections below. Most listings don’t come from the first call, but rather the 4th, 5th, or even the 12th. If you’re not prepared to handle objections and follow up consistently, you’ll lose to the agent who is.

For lead data, REDX for Real Estate Leads delivers verified phone numbers and emails the moment a listing expires in your MLS. Their setup fee is often waived through partner links, and the platform includes a built-in CRM and power dialer.

The 13 Most Common Expired Listing Objections (And Exactly How to Handle Them)

1. “We’re Taking Our Home Off The Market” or “We’re Going to Wait”

This is the most common objection you’ll hear. The seller is frustrated, exhausted, or embarrassed. They want to retreat and regroup.

Handler from Tom Ferry:
“I hear what you’re saying… and if yesterday I brought you an offer you liked, you were moving, right? Let’s just meet for 15 minutes. When you see my aggressive proven plan, if it makes sense, we move forward. If it doesn’t, it was just 15 minutes. Sound good?”

Why it works: You acknowledge their frustration without agreeing that waiting is the right move. You reframe the conversation around a low-commitment meeting that could solve their problem.

Video walkthrough from REDX: REDX offers free training videos showing agents role-playing this exact objection with different tonalities and follow-up questions.

2. “We’re Just Not Interested Because…”

When a seller starts explaining why they’re not interested, they’re giving you gold. They’re telling you exactly what their previous agent failed to address.

Handler: Let them finish their explanation without interrupting. Then respond with: “I appreciate you sharing that. It sounds like [restate their concern] was a real issue. Can I ask — if I could show you a specific plan to address that, would you be open to a quick conversation?”

The key: Most agents argue or try to immediately disprove the concern. Top producers listen, validate, and ask permission to offer a solution.

3. “We Need to Finish Projects Around the House First”

Sellers often believe they need to invest thousands in repairs or upgrades before relisting. This objection is driven by advice from their previous agent or online “home selling tips” articles.

Handler from Tom Ferry:
“I agree that making sure the house is up to par is important, and you probably didn’t realize how little effect some of those projects will have on securing a buyer. Let’s get your home listed, get some of the top brokers inside to show the house, and get their feedback. You’ll find out exactly what projects you don’t have to do and the ones you need to do during the escrow period. It sure would be nice to not have to spend a dime to get your home sold, wouldn’t it? Great — which would be better for you, tonight at 6 or 7:30?”

Why this works: You’re not telling them their house is fine as-is (which feels dismissive). You’re proposing a test-the-market strategy that gives them real buyer feedback before they spend money unnecessarily.

4. “We’ve Already Chosen Another Agent” or “I Have an Appointment Already”

This is the second-most common objection. The good news? Unless they’ve signed a listing agreement, they’re still shopping.

Handler from Tom Ferry:
“I can appreciate that. Have you signed an agreement with them yet?” (If NO) “Let me ask you — after being on the market for [x] months and knowing what you NOW know, wouldn’t it be worth just 15 minutes to hear a different opinion and a fresh approach? It will only take 15 minutes. Are you free this afternoon?”

Alternative handler from Ian Alexander:
“That’s great — I can appreciate your loyalty, and that’s a quality I respect in people. Let me ask you this: Has there ever been a time when you decided to buy something or do something, and because a friend said ‘no problem, when you need help I can do it,’ you didn’t check around, and in the end you really didn’t get what you wanted? (YES) Well, this time is just like that time. With that in mind, I’m sure you can see the importance of having me over just to give you a second opinion. That wouldn’t hurt anything, would it?”

Training resource: Kevin Ward offers detailed video breakdowns on handling the “already chose an agent” objection, including tonality and pacing tips.

5. “We’re Using or Re-Listing with the SAME Agent”

Ouch. This one stings because you know the seller is making a mistake. The same agent, same strategy, same market = same result.

Handler from REDX training:
“I respect loyalty — that says a lot about you. Can I ask, what are they going to do differently this time to get your home sold? (Listen to answer) That makes sense. I’m curious though — if you could hear one fresh perspective on what it would take to sell your home in the next 30 days, would 15 minutes be worth it? Even if you relist with them, you’d have more information to make sure it works this time.”

The psychology: You’re not attacking their agent. You’re positioning yourself as additional market intelligence that makes them a more informed client — whether they hire you or not.

6. “I’m Just Going to Lower the Price and Use the Same Agent”

This objection reveals that the seller believes price was the only problem. That’s sometimes true, but often it’s marketing, presentation, or agent responsiveness.

Handler from Kevin Ward:
“That’s definitely one option, and price is important. Can I ask — when your home was on the market, how many showings did you have per week?” (Listen) “And how much feedback did your agent share with you after those showings?” (Listen) “Here’s what I’ve found: If you had fewer than [X showings per week for your price range], price wasn’t the issue — exposure was. If you had plenty of showings but no offers, then we look at condition, staging, or pricing strategy. Would it be worth 15 minutes to figure out which one was actually holding your home back?”

Why this works: You’re using questions to diagnose the real problem. Most sellers don’t have this data from their previous agent, which immediately differentiates you.

7. “We’re Going to Try It On Our Own” or “We’re Going to Try FSBO”

Translation: “We don’t think agents are worth the commission.” This objection is based on emotion (frustration with their previous agent) rather than logic.

Handler:
“I can appreciate that. Let me ask you a question: If I could sell your home in the next 30 days and save you time, would it be worth just 15 minutes to hear exactly how I can do it?”

Alternative approach from REDX:
“I totally understand that — a lot of sellers are testing FSBO right now. Can I ask, do you already have a plan for how you’ll market the home, handle showings, negotiate offers, and manage the escrow process? (Listen) Here’s what I’ve seen work really well: Let’s meet for 15 minutes. I’ll show you my marketing plan. If you decide to go FSBO anyway, you’ll know exactly what a professional approach looks like, and you can use that as your roadmap. And if my plan makes sense, we move forward together. Either way, you’re better informed. Sound fair?”

8. “You Real Estate Agents Are All the Same”

This objection is painful because it’s based on the seller’s real experience. Their previous agent let them down, and now you’re lumped into the same category.

Handler from Tom Ferry:
“I hear you, and actually at [company name] here in [city], we sell [X] times more homes than our competition. Would it be worth just 15 minutes to hear exactly how we can do it with your home?”

Why this works: You don’t argue with their perception. You acknowledge it and then offer proof that you’re different through specific market data.

9. “Where Were You When My Home Was on the Market?”

This is a defensive objection. The seller feels abandoned and is testing whether you’re just an opportunist or a genuine professional.

Handler from Tom Ferry:
“That’s a great question. I was busy fulfilling the promises I made to my sellers to show, market, and sell their homes. I didn’t even know your home was on the market until today when the agreement expired. Scary, huh? That’s exactly why we should get together. I specialize in selling homes other agents didn’t, and I have a 19-point marketing plan I know you’ll be impressed with. What time can we get together to go over it?”

The key: You flip the objection into proof of your commitment to your current clients while positioning yourself as a specialist in solving their exact problem.

10. “How Did You Get My Number?”

This objection is rarely about privacy concerns. It’s usually a deflection tactic because the seller doesn’t want to engage. But you need to answer it honestly and quickly move the conversation forward.

Handler from Ian Alexander:
“Oh sure — since I specialize in helping sellers in this area, I subscribe to a service that provides me with information regarding homes that go off the market after having not sold. So when I come in and play superman! (Light humor) Seriously though, I’ve helped [X] families in situations just like yours sell their homes in the last [timeframe]. Would you be open to hearing how?”

Video training from REDX: REDX’s prospecting courses include specific language for compliance and transparency when answering this question.

11. “I Need to Talk with My Spouse”

This is the classic stall. It’s often legitimate, but it’s also the easiest way for a seller to end the call without saying “no.”

Handler from REDX training:
“That makes total sense — this is definitely a decision you should make together. Let me ask: Is your spouse home right now? (If YES) Perfect — let’s get them on the line so I can share this with both of you at the same time. (If NO) When will you both be available? I’d love to meet with you together so we can all be on the same page. How does [specific time today or tomorrow] work?”

Why this works: You’re not challenging the objection. You’re assuming the sale and moving directly to scheduling with both decision-makers present.

12. “You’re the 100th Agent to Call Me!”

This objection is actually a buying signal. The seller is frustrated, yes — but they’re answering the phone and engaging with agents. They haven’t given up on selling.

Handler from Kevin Ward:
“I’m sure you are getting a lot of calls — that’s what happens when a home doesn’t sell. But let me ask you this: Out of all those agents who called, how many asked you why your home didn’t sell? How many offered you a specific plan to fix what went wrong? I’m guessing not many. That’s exactly why I’m calling. I don’t want to be agent number 101 with the same pitch. I want to be the one agent who actually listened and gave you a real solution. Can we talk for just five minutes?”

Alternative from REDX:
“I’m sure that’s frustrating. Look, I’m not going to waste your time with a sales pitch. I have one question: What do you believe is the real reason your home didn’t sell? (Listen carefully) Okay. Based on what you just said, I know exactly how to fix that. Can I show you?”

13. “Will You or How Much Will You Lower Your Commission?”

This objection is tricky. The seller is testing whether you’re desperate or confident. How you respond will determine whether they respect you enough to hire you.

Handler from Ian Alexander:
“You know, you’re right — there are a lot of desperate agents out there, and I’m a little concerned. Can I tell you why? Do you own anything more valuable than this home? Could you say it’s your most valuable possession? (YES) If an agent is so desperate that they’re willing to broadcast the fact that they don’t think they have value as a REALTOR®, then I’m confused. We’re talking about a person who has already admitted that he or she doesn’t even see value in themselves. Is that the type of person you want to represent you in the most valuable transaction of your life? (NO) Good. If that were the case, I shouldn’t even come over, considering I work 14 hours per day and my assistant works 8 hours per day to get your home sold. That’s very valuable, don’t you think?”

Video training from REDX: REDX offers multiple commission objection handlers in their training library, including softer approaches for newer agents and firm responses for experienced agents.

What to Do When You Get an Objection

Here’s the framework we use for every objection:

1. Pause. Don’t jump in immediately. A one-second pause shows you’re thinking, not reciting a script.

2. Acknowledge. Use phrases like “I hear you,” “That makes sense,” or “I appreciate you sharing that.” You’re validating their concern, not agreeing with it.

3. Ask a clarifying question. “Can I ask what specifically makes you feel that way?” or “Help me understand — what’s driving that decision?” Objections are often surface-level. The real issue is underneath.

4. Respond with empathy and logic. Share a brief story, data point, or solution that addresses their concern.

5. Ask for the appointment. Every objection handler should end with a specific, low-commitment ask: “Can we meet for 15 minutes?” or “Are you available this afternoon at 3 or would 5 work better?”

The biggest mistake agents make is trying to “win” the objection on the phone. You’re not trying to convince them to list with you over the phone. You’re trying to earn 15 minutes face-to-face where you can present your marketing plan and build trust.

Why Most Agents Fail at Expired Listings (And How You Can Win)

We’ve called thousands of expired listings. Here’s what separates the agents who book appointments from those who get hung up on:

Winners are fast. Expired listings convert in about 30 days on average. The first agent to make contact has a massive advantage. Use a power dialer and start calling the moment new expireds hit your list.

Winners are persistent. One call isn’t enough. Most listings come from the 4th, 5th, or even 12th contact. Set up a follow-up system using calls, texts, emails, and direct mail.

Winners have empathy. These sellers are frustrated and embarrassed. They’re not in a good mood. If you sound like every other agent with a generic pitch, you’ll get lumped in with the agent who failed them. Lead with curiosity, ask questions, and actually listen.

Winners have proof. When you say “I specialize in selling expired listings,” back it up. How many expired listings have you sold in the last 12 months? What’s your average days-on-market compared to the previous agent? Have testimonials ready from sellers in similar situations.

Winners use the right tools. You can’t compete if you’re manually looking up phone numbers and dialing one lead at a time. REDX or similar platforms give you verified contact info, automated dialing, and built-in CRM follow-up. The time savings alone pays for the subscription.

Your Next Step: Start Practicing Today

Read through these 13 objection handlers again. Pick the three you’re most likely to hear based on your market. Write them out in your own words — not word-for-word scripts, but conversational responses that sound like you.

Then practice. Role-play with another agent, your broker, or even a family member. Record yourself on your phone and listen back. Does it sound natural? Confident? Empathetic?

When you’re ready to start calling, get your lead data and dialer set up first. We highly recommend REDX because they deliver fresh expired leads every morning with multiple phone numbers per listing, include email addresses, and provide DNC scrubbing for compliance. Setup fees are often waived through partner links.

Calling expired listings isn’t easy. You’ll hear “no” a lot. You’ll get hung up on. You’ll talk to sellers who are rude or dismissive. But if you can handle objections with confidence and empathy, you’ll book more listing appointments in 30 days than most agents book in a year.

The leads are there. The opportunity is real. With a 44% list rate and 20.7% sold rate, expired listings are the highest-converting lead source in real estate. The only question is whether you’re willing to do the work.

Start today.