Ep. 270: What to Do When Listings Sit
The market has shifted, and many agents are asking the same question: what to do when listings sit. If your listings aren’t moving, you’re not alone. We’ve received messages from agents across the country who are experiencing fewer showings, rising days on market, and frustrated sellers. In this episode, we dig into practical strategies to help you troubleshoot your listings, reset seller expectations, and get things moving again—without wasting money or energy on marketing fluff.
Stop the Fluff—Start the Strategy
Your listings need more than “just listed” postcards and social media hype. When listings linger, it’s time to pivot from generic marketing to thoughtful, data-backed strategy. You don’t need to invest more money; you need a new plan. And it starts with honest conversations, setting realistic expectations, and digging into what’s really keeping buyers away.
The Seller-Agent Dynamic: A Two-Way Street
You can’t want the sale more than your seller does. Clear communication is key, especially during your weekly check-ins. Explain market trends, use real data like showing reports, and reset unrealistic expectations. Remind sellers that pricing, condition, and presentation matter more than ever—and you’re a partner, not a miracle worker.
A Second Chance Can Mean a Tougher Approach
Listings that come to you after expiring need tough love. These sellers have likely come down from their “best house on the block” mindset and are now more open to truth. Walk the property with a critical eye. Point out everything that needs to change to appeal to a broader buyer pool. Be honest, even if it risks the listing. It’s better to lose a listing than gain a headache.
Reduce Buyer Objections Through Neutralization
Every unique feature of a home shrinks the buyer pool. Your job is to neutralize those objections. Think: how can we make this home appeal to the biggest group of buyers? Whether it’s unusual room layouts or bold paint colors, your goal is to widen the circle of potential buyers by highlighting features and minimizing quirks.
Pause Before Relisting: Make It Count
Sellers often want to get back on the market immediately after an expired listing. Instead, advise them to take time to make impactful changes. Relisting the same product the same way won’t produce different results. Staging, painting, and redoing photos can create a fresh listing that actually attracts buyers.
Educate Your Seller: Most Don’t Understand the Process
Many sellers mistakenly believe their agent personally brings in buyers. Break this myth. Explain how listings are marketed, how buyer agents select properties, and why showings matter more than signage. Setting expectations early avoids blame later.
Improve Listings Without Blowing Your Budget
Ask your sellers: “What’s your budget to sell?” Whether it’s $500 or $5,000, you can likely make meaningful improvements—painting, cleaning, staging—that make a big impact. Then re-list with updated photos and pricing to generate new interest.
Create Content That Works
Focus on strategy-driven marketing content. Instead of long videos or fluffy reels, post short, specific video clips highlighting a unique feature. Use seller “Top 10” lists as graphics or carousel photos. Showcase nearby amenities and differentiate your listing.
When Listings Sit: Use Data to Drive Conversations
Keep sellers informed with market stats and recent comps. Use MLS tools like showing reports, average days on market, and pricing trends. Reinforce that slower buyer behavior doesn’t mean the listing won’t sell—it just means timing and presentation are more important.
Rethink Price Without Racing to the Bottom
Not every solution is a price drop. Sometimes, raising the price after updates or offering seller concessions (like a 2-1 buy-down) can help the home stand out. Adjust the main photo, rework the listing copy, and position the home against stale competition.
Go Beyond Open Houses
Invite neighbors intentionally. Use social media and postcards to drive local traffic. Consider collaborating with other agents to do a group tour or “speed dating” style preview of similar listings to gain feedback and build energy.
Gather Targeted Feedback—For Free
Send your listing to trusted agents and ask for honest feedback. Offer to review theirs in return. Compile responses into an email or video update for your seller. Regular feedback shows you’re working the listing actively—even without showings.
Use Creative, Strategic Solutions
Sometimes it’s not about the house, but how it’s framed. Consider repositioning your listing as an investor special, highlighting RV parking, or focusing on school proximity or generator power. Think about what would make someone say, “Yes, this is the one.”
Final Thoughts: Communicate with Confidence
The bottom line? Know what to do when listings sit and lead your sellers with strategy, confidence, and care. Don’t panic. Don’t overpromise. And don’t let the market steal your motivation. Show up with solutions, not just marketing.
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