How to Win Over an Expired Seller Who Is Frustrated With Their Last Agent

Not every expired seller who picks up the phone is calm. Some are done being polite about it. Their home sat for months, showings dried up, and the agent they trusted did not deliver, so by the time you call, you are talking to someone who is guarded and worn down, ready to hang up on the next salesperson who sounds like the last one.

Take that reaction as a signal to lean in. A seller raising expired listing objections is still a seller who wants to sell; they just need proof that you bring something different.

This guide breaks down why expired sellers get this frustrated, the exact words to use when they vent, the most common expired listing objections, and how this conversation should differ from the one you have with a FSBO seller.

Co-authored by the REDX Publishing Team and:

Kent Brown

Kent is a top-performing Utah real estate agent known for strategic pricing, and famous for his 1,000 call per day challenge.

Read about my 1,000 dial Challenge

Why are so many expired sellers frustrated with their last agent?

Because they were promised a sale and got silence instead. Most expired listing objections trace back to poor communication more than to price or a slow market.

Sellers rarely blame themselves for an expired listing. They blame the person they hired to prevent it. If their agent did not call back, did not explain the lack of showings, or disappeared after the sign went in the yard, the seller is left holding the disappointment with nowhere to put it until you call.

According to REDX MLS tracking data, 43% of expired listings relist within 90 days, and that number climbs to 65% within two years. Most of these sellers still want out. The frustration you hear on the phone is usually aimed at the last experience, not at the idea of selling itself.

That gap between a bad experience and real motivation is exactly why expired listing leads convert as well as they do, once an agent shows up with a plan built for that seller.

What should you say when an expired seller vents about their last agent?

Let them finish, then ask one specific question before you say anything about yourself. A frustrated seller needs to feel heard before they can hear your plan.

Resist the urge to jump in with reassurance right away. Interrupting a venting seller, even with something supportive, can feel like you are rushing past their frustration to get to your pitch. Give the vent room to finish, then get comfortable embracing the pause that follows before you speak.

1. Acknowledge without agreeing or disagreeing. Something like, “That sounds frustrating, especially after putting your home on the market and waiting this long.”
2. Ask what they think went wrong. “What do you think kept it from selling?” Their answer tells you exactly what to address next.
3. Ask what they wish had been different. This question uncovers the real expired listing objection, whether it is communication, pricing, or marketing, without you having to guess.
4. Only then talk about your approach. Keep it specific to what they just told you, built around their exact situation.

How do you acknowledge frustration without trashing the last agent?

Keep the focus on the outcome. Say what did not happen, like “the home didn’t get in front of enough buyers,” and leave the previous agent out of it.

Criticizing the previous agent by name or character backfires almost every time. The seller chose that agent, so an attack on the agent can land as an attack on the seller’s judgment. It also makes you sound like you are selling yourself by tearing someone else down, which is exactly what a burned seller is primed to distrust. This is one of the trickier expired listing objections to navigate, since empathy and honesty are pulling in different directions at the same time.

What are the most common expired listing objections?

Three expired listing objections cover most of these calls: “my agent already tried everything,” “I’m done with agents,” and “why would you be any different.” Each one needs a different response.

• “My agent already tried everything.” Do not accept this at face value. Ask what “everything” included: how many showings, what the marketing looked like, how often they got updates. Most sellers discover mid-answer that “everything” was actually very little.
• “I’m done working with agents.” Do not argue. Agree that the last experience does not deserve a second shot, then separate yourself from it. “I get it. What if the issue wasn’t agents in general, but the plan that agent used?”
• “Why would you be any different?” Answer with specifics. Name one concrete thing you would do differently based on what they already told you went wrong, and keep it to that single promise you can actually deliver.

Agents who consistently win these conversations lead with curiosity. Paula Burlison built more than 40% of her $522,000 GCI from expired listings by treating each call as a chance to understand what went wrong before offering a plan to fix it.

How is talking to a frustrated expired seller different from a FSBO conversation?

An expired seller is frustrated with an agent. A FSBO seller is usually frustrated with agents in general, or trying to avoid a commission altogether. Expired listing objections sound similar to FSBO pushback, but they come from different places.

With an expired seller, you are the second or third agent in the story, and your job is to distance yourself from the last one without insulting the seller’s choice. With a FSBO seller, you are often the first agent in the conversation, and your job is to justify why an agent is worth it at all, then why you specifically are.

That difference changes your opening line. With an expired seller, lead with what went wrong last time. With a FSBO seller, lead with what selling alone is likely costing them. Mixing up the two approaches is why so many agents recite the same rigid script on both types of calls and wonder why FSBO conversions lag behind.

A Script Framework for the First Call With a Frustrated Seller

Keep a version of this near your phone until handling expired listing objections becomes second nature. It works whether the seller vents for ten seconds or ten minutes.

• Open with a plain fact. “I saw your home came off the market last month.” Let them respond before you say anything else.
• Acknowledge, then ask. Validate the frustration, then ask what they think went wrong and what they wish had gone differently.
• Mirror their words back. If they say “no communication,” use that exact phrase later when you describe your process. It shows you were actually listening.
• Address the specific objection they raised. Whatever they raise, whether it is “already tried everything” or “done with agents,” respond to that exact concern.
• Ask for a short meeting. “Would fifteen minutes make sense so I can show you what I’d do differently?” A meeting is a smaller ask than a listing commitment, and it is all you need from this call.

None of this requires a perfect script for every expired listing objection. It requires listening long enough to know exactly which one you are actually solving, then answering the objection they actually raised, even when it differs from the one you rehearsed on the drive over.