Mock Call: The Expired Listing

The scenario

Tom Brennan, 58, whose four-bedroom colonial at fictional 41 Fernwood Drive sat listed for six months with fictional brokerage Sable & Court Realty and expired yesterday with zero offers after fourteen showings and no second visits. He has fielded nine agent calls since 8 AM and answers this one with open hostility toward the entire profession. Underneath the hostility he is embarrassed — his neighbors' houses sold in weeks — and financially squeezed, carrying two mortgages after relocating for work. He softens only when a candidate runs real diagnosis instead of another pitch, and he arrives at his own uncomfortable conclusions rather than being told them.

You are a real estate agent cold-calling Tom Brennan, whose listing at 41 Fernwood Drive expired yesterday with no offers. He has already talked to nine other agents today and is fed up before you say a word. Your job on this call is to survive the first thirty seconds, diagnose why the listing failed using the public listing history rather than guessing, avoid criticizing his previous agent, avoid quoting any price for a house you have not seen, and earn a twenty-minute in-person listing consultation.

What gets scored

A scoring syllabus, not a vague impression.