Real estate cold calling is phoning homeowners who have not asked to hear from you, most often owners of expired listings, for sale by owner (FSBO) sellers and past clients, to start a conversation about selling or buying. The scripts below give agents and investors a starting point for each of those calls, plus a wholesaling script and a just-sold neighbor script.
Every script here is an illustration. Adapt the wording to your market, your brokerage's rules and your own voice. For the general call structure that sits behind them, see our cold calling scripts guide.
How Real Estate Calls Differ From B2B Calls
A B2B cold call reaches someone at work, usually about a business decision. A real estate call reaches a homeowner, often at home, about one of the largest financial decisions in their life. That changes the tone. The best real estate callers are calm, specific and ready to accept a no, and they lead with the homeowner's situation rather than their own listing record.
It also changes the rules. Homeowners are consumers, so consumer telemarketing rules apply. Read the rules section below before you build a list.
When Outsourcing Makes Sense
Prospecting calls are the first task to slip when an agent is busy with showings, negotiations and closings. Many agents and investors hand the dialing, list scrubbing and follow-up logging to a dedicated assistant so that consistent prospecting continues through busy months. A real estate virtual assistant can make the calls, update the CRM and set appointments for the licensed agent, and our cold calling teams handle higher-volume outbound programs. Assistants are not licensed agents, so they set the appointment and leave pricing, terms and advice to you.
Expired Listing Script
Expired listing owners wanted to sell and did not. Many are frustrated and have already had several calls by the time you reach them. The goal is to show you understand what happened and ask for a short meeting, not to criticize the previous agent.
Illustration: "Hi, is this [Name]? This is [Your name] with [Brokerage]. I am calling because I saw your home on [Street] came off the market. I am not calling to tell you what went wrong. I wanted to ask: are you still hoping to sell?"
If yes: "What do you think kept it from selling?" Listen fully. "That makes sense. If you were to put it back on the market, what would need to be different this time?" Then the ask: "I would like to see the home and share what I would do differently. Would [day] at [time] or [day] at [time] work better?"
If they plan to wait: "Understood. When you think about selling later, what would the timing depend on?" Log the answer and agree a date to check in.
FSBO Script
FSBO sellers have chosen to sell without an agent, often to save on commission. Respect the choice. A helpful first call offers something useful and asks for nothing more than a conversation.
Illustration: "Hi, I am calling about the home for sale on [Street]. Is this the owner? My name is [Your name] with [Brokerage]. I know you are selling it yourself, and I am not calling to change your mind. I work with buyers in [neighborhood], and I wanted to ask a couple of questions about the home, if you have a minute."
Ask about the home: bedrooms, any updates, whether they are open to buyer agents. Then: "How has the response been so far?" If they mention slow showings or tire-kickers, offer value: "I put together a short summary of recent sales near you. Would it help if I dropped it off, and we could talk for ten minutes about what buyers are asking?"
Past Client Script
Past clients are the warmest calls in real estate, and the most often skipped. A regular check-in keeps you top of mind for their next move and their referrals.
Illustration: "Hi [Name], it is [Your name]. It has been about [time] since you moved into the house on [Street]. How are you settling in?"
Listen and talk about them. Then: "I am calling past clients this month with an updated value estimate for their homes, since prices in [area] have moved. Would you like me to send yours?" Close with the referral question: "And is anyone you know thinking about buying or selling this year? I would take good care of them."
Just-Sold Neighbor Script
When you list or sell a home, the neighbors are natural people to call. They are curious, and some are thinking about their own plans.
Illustration: "Hi, this is [Your name] with [Brokerage]. We just [listed or sold] the home at [address] on your street, and I am letting neighbors know. Have you ever thought about what your home might be worth in this market?"
If interested: "I can put together a short estimate based on the recent sale. Would you like me to send it, or drop by on [day]?"
Wholesaling and Investor Script
Wholesalers and investors call owners to ask whether they would consider an offer, often on properties that need work or that the owner has inherited or no longer uses. The same consumer rules apply. Keep the call honest about who you are and what you are offering.
Illustration: "Hi, is this [Name]? My name is [Your name], and I am a local investor with [Company]. I buy houses in [area], usually ones that need some work. I am calling to ask whether you would ever consider an offer on the property at [address]."
If maybe: "Thanks. Can I ask a few questions so I understand the property? What condition is it in? Is anyone living there now? If you were to sell, what timing would suit you?" Then: "Based on that, I would like to see the property and give you a written offer. You are under no obligation. Would [day] work?"
If no: "Understood, thanks for your time. Would you like me to take this number off my list?" Honor the answer.
Handling Common Real Estate Objections
- "I am going to wait until the market improves." "That is a fair plan. What would 'better' look like for you, so I can let you know if it happens?"
- "We are going to relist with the same agent." "Good to hear you are keeping going. If anything changes, may I check back in [month]?"
- "I do not want to pay a commission." "I understand. Can I ask what your plan is for buyers who come with an agent?"
- "How did you get my number?" Answer honestly and specifically, and offer to remove the number if they prefer.
Voicemail and Follow-Up
Keep voicemails short and specific: your name, brokerage, the property and your number twice. Then follow up by mail or email where you have permission. Log every attempt and every request not to be called again.
Who Should Make the Calls
Licensed agents can handle every part of the call, including questions about price and terms. Unlicensed callers, including assistants and outsourced teams, should stick to the parts that do not require a license: introducing the agent, asking about the homeowner's plans, logging the answers and booking the appointment. State licensing rules differ, so confirm the boundaries with your broker before an assistant starts calling.
Rules to Know Before You Call Homeowners
Calls to homeowners about listing or selling are calls to consumers, and the main federal rules apply. The FTC's Telemarketing Sales Rule limits sales calls to 8am to 9pm in the homeowner's local time and requires you to say who you are and why you are calling. Numbers on the National Do Not Call Registry must be scrubbed before calling unless an exemption applies, and you must keep your own internal do not call list. Using an autodialer, prerecorded messages or texts raises consent rules under the TCPA, enforced by the FCC. Many states add their own requirements, and brokerages often have policies of their own.
This is general information, not legal advice. Check with your broker or counsel before you start. An outsourced caller works inside the rules and lists you set.
Building a Weekly Prospecting Routine
A steady routine beats an occasional big push. One practical illustration: expireds early in the week while they are fresh, FSBOs mid-week, past clients and neighbors later in the week, with follow-ups logged daily. Whatever the rhythm, the CRM should show every contact, outcome and next step. If keeping that routine going is the challenge, our cold calling service and real estate virtual assistants can carry it, and cold calling tips covers the techniques that apply to every call.
Frequently Asked Questions
What is the best real estate cold calling script?
The best script is short, honest about who you are and why you are calling, asks about the homeowner's situation before talking about yourself and ends with one clear next step, such as a short visit to see the home.
What do you say when cold calling expired listings?
Introduce yourself, mention that the home came off the market, and ask whether the owner still hopes to sell. Then ask what they think kept it from selling, and offer a short meeting to share what you would do differently.
Is real estate cold calling legal?
Yes, within rules. Calls to homeowners are consumer calls, so the FTC Telemarketing Sales Rule, the National Do Not Call Registry, TCPA consent rules and state laws apply. Check with your broker or counsel before calling.
Can a virtual assistant make real estate cold calls?
Yes. A virtual assistant can dial, log outcomes and book appointments for a licensed agent. Because assistants are not licensed agents, they should leave pricing, terms and advice to the agent.
What is a wholesaling cold calling script?
It is a script investors use to ask property owners whether they would consider an offer. A good one states who the caller is, asks about the property and the owner's timing, and offers a no-obligation written offer.
Sources
About eleVAte BPO. eleVAte began in 2015 with two virtual assistants in Dumaguete City, Philippines, and is still run by its founders. Co-Founder and CEO Claire De La Pena spent almost two decades as an executive virtual assistant before building the company, which is now a 50 seat operation providing dedicated support, sales and back office teams. Meet the leadership team.
Last reviewed October 2026. This guide is general information and not legal, tax or financial advice.
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