Most real estate coaches today push expired listing calls scripts that they’ve never actually used. So, I decided to prove what actually works by making 100 expired listing calls on camera. I’m Jeff Quintin, and I’ve been doing this for over 30 years. That’s exactly how I’ve stayed in the top 1% of agents nationwide, and I’m still on the phones every single day.
What happened actually changed the way I was prospecting, and it will change the way you look at expired listing calls, too.
Why I Did This Expired Listing Call Experiment
Here’s the truth: I’m tired of real estate prospecting coaches teaching expired listing systems when they haven’t actually dialed a number in years. They haven’t been on the phone in a long time. So, last Tuesday, I put myself to the test. I made 100 expired listing calls in a single day and documented everything – the wins, the losses, the objections, everything.
Let me be clear: This wasn’t just a stunt. This is actually what I do. This is how I’ve stayed at the top for three decades in real estate prospecting.
Setting Up for 100 Expired Listing Calls
At 8 a.m., I started out with:
- A brand new MLS list of expired listings
- My proven expired listing calls scripts
- A tracking sheet for results
- My phone fully charged
- Camera rolling to document everything
Unlike other coaches who stopped selling years ago, I’m still actively prospecting and taking listings while teaching you what actually works with expired listing calls.
The First Breakthrough Calls
The first call was with Susan. Her home sat on the market for 6 months and expired 2 weeks earlier. She picked up on the second ring.
I said, “Hi, Susan. This is Jeff Quintin with the Quintin Group. I saw your home came off the market as an expired listing. Are you still thinking of selling?”
“We’re just taking a break,” she said. “We’re still interested, but very frustrated. Our agent couldn’t get the job done.”
That’s when I knew this was going to be a good day for expired listing calls.
By call 15, I had two listing appointments booked. The key to successful expired listing calls isn’t about being pushy – it’s about being consultative.
Real Expired Listing Call Results: The Good and The Challenging
Call 23 – Mike’s Breakthrough:
His house expired 3 weeks back. He said, “Thank God someone called who knows exactly what they’re doing. The last agent I had was a disaster. When can you come over?”
That was appointment number three.
The Challenging Calls:
Not all expired listing calls went smoothly:
- Call 31: This guy screamed at me for about 10 minutes, talking about how all agents are crooks
- Call 38: They already relisted with another agent
- Call 45: Seller gave up on moving entirely
What did I do? I made a quick note and started dialing the next number because expired listing calls are a numbers game, and it’s about being consistent. Remember, every no gets me closer to a yes.
The Afternoon Challenge: When Expired Listing Calls Get Tough
Call 50 – Janet’s Transformation:
Later in the day, Janet answered and said, “Hey, are you just another agent trying to get my listing?”
I said, “Janet, I am an agent, but I’m not trying to chase you or get your listing. I just want to understand what happened.”
She unloaded about no communication, bad pricing, and no marketing from her previous agent. By the end, she said, “So, what do you do differently?”
I walked her through my process with pricing, marketing, and communication, then went for the close: “Can we set an appointment this week? What’s better for you, Monday or Tuesday at 4:00?”
That was appointment number seven.
The afternoon proved much tougher for expired listing calls – more voicemails, hang-ups, and fatigue started setting in. But this is where the pros separate from the pack in real estate prospecting.
The Defining Moment: Call 67
Call 67 – The Game Changer:
The seller said, “I’ve had 20 calls. What makes you different?”
I told him, “I’m probably the only agent who actually is still taking listings today every single week. The rest are just part-timers. I’ve been doing this 30 years. I’m still on the phones because it works. And that’s exactly what I’ll do when finding a buyer for your home.”
That stopped him right in his tracks. Appointment number nine.
This is what separates successful expired listing calls from failed ones – authenticity and current market activity.
The Final Push: Calls 80-100
By call 80, I was tired, but momentum kept me going. The last 20 expired listing calls were a mix of everything – a couple of appointments, some hard rejections, a few grateful people, and some hang-ups.
Call 97 – The Perfect Close:
This call stands out. The seller said, “I was just about to call an agent. This must be a sign.”
We talked for about 30 minutes. He said, “I don’t need to meet anyone else. You sound like you know what you’re doing. When can you send me the agreement so we can get started?”
That was appointment number 12.
Final Results: 100 Expired Listing Calls Breakdown
The Numbers:
- 12 appointments booked (12% appointment rate)
- 8 call backs scheduled for next week
- 23 follow-ups for later
- 35 direct rejections
- 22 no answers/voicemails
Most agents celebrate if they hit a 5% appointment rate on expired listing calls. I achieved 12%.
The Big Surprise: Quality Over Quantity in Expired Listing Calls
The big surprise wasn’t the number of appointments from my expired listing calls. It was the quality of the conversations. These weren’t desperate sellers. They were smart homeowners who had been let down by their previous agent.
The difference in my approach:
- I didn’t pitch
- I asked questions
- I listened actively
- I showed up as a consultant, not a salesperson
This consultative approach to expired listing calls is what creates trust and generates appointments.
Why Most Expired Listing Calls Fail
Most agents fail at expired listing calls because they:
- Use outdated scripts from coaches who stopped selling years ago
- Focus on pitching instead of consulting
- Don’t understand the psychology of expired listing sellers
- Give up too quickly when facing rejection
- Lack the confidence that comes from current market activity
The Mindset That Makes Expired Listing Calls Work
This isn’t luck with expired listing calls. This is repeatable. When you have a real system in place, especially for expired listings, that’s how you can become one of the best and get these opportunities in real estate prospecting.
The key mindset shifts for successful expired listing calls:
- Consultant, not salesperson: Focus on solving their problem
- Current market activity: Be able to speak from recent experience
- Persistence with purpose: Every call teaches you something
- Quality over quantity: Better conversations lead to better appointments
What Makes My Expired Listing Call Approach Different
Most agents will watch this and think, “Good for you, Jeff. I can never do this.” That’s wrong. The only difference between me and most agents is that I have a proven system in place for expired listing calls, and I’m not afraid to use it.
What sets my expired listing calls apart:
- I’m still actively taking listings while teaching
- I use current scripts that I test daily
- I focus on consultation over sales pitches
- I maintain the mindset of a top producer
Your Next Steps: Mastering Expired Listing Calls
If you want to learn how to make expired listing calls that actually work, you need:
- Proven scripts that focus on consultation
- Objection handlers for common expired listing concerns
- The right mindset to handle rejection and maintain momentum
- Current market knowledge to build credibility
- Consistent daily activity to build your skills
Watch the Complete 100 Expired Listing Calls Video
I’ve documented every single one of these expired listing calls on video. You can see the exact scripts, hear the real objections, and watch how I handle each situation:
Main Training Video: https://www.youtube.com/channel/UC7-KRBzoNj0zYzHIti2_YBA
Get to know Jeff more: https://youtu.be/2R-L24rPfRM
Learn More: https://youtu.be/_H5JiuYnOsc
Ready to Transform Your Expired Listing Call Results?
Most agents will keep struggling with expired listing calls because they’re learning from coaches who stopped selling years ago. But you’re different. You found this article, which means you’re ready to learn from someone who’s still in the trenches.
Take Action Today
Option 1: Free Expired Listing Training
Get my complete expired listing calls system with proven scripts and techniques: https://jeffquintin.com
Option 2: Work With Me Directly
Ready for personalized coaching on expired listing calls and real estate prospecting? Book a strategy call: https://jeffquintin.com/book-a-call/
Remember: Success with expired listing calls isn’t about working harder – it’s about working with proven systems and the right mindset.
Connect with Jeff Quintin:
🌐 Website: https://jeffquintin.com
📅 Strategy Call: https://jeffquintin.com/book-a-call/
📧 Email: [email protected]
👔 LinkedIn: https://www.linkedin.com/jqsuccesscoach
📘 Facebook: https://www.facebook.com/JQSuccessCoach
🎵 TikTok: https://www.tiktok.com/@JQSuccessCoach
📸 Instagram: @jeffquintin
Main YT Channel: https://www.youtube.com/channel/UC7-KRBzoNj0zYzHIti2_YBA