Good day, agents! ☀️ FACT: Homes today are selling fast—or they’re sitting for 30, 60, even 90+ days, clogging up your market stats and draining seller confidence. Listings expiring unsold—typically 7–8% of active ones—are more common than agents like to admit.
If your listing isn’t moving, two things happen:
📉 The seller’s frustrated
👨💼 Your reputation gets tarnished
So let’s beat the problem at its root. There are 6 key factors—and yes, price tops the list. But putting it all on price is a rookie mistake. Let’s break them down. 🏡🎯
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🔍 6 Factors That Determine Whether You'll Sell or Sit
Rate each item on a 1–10 scale (10 = stellar). Perfect score = 60. Anything significantly under? That’s where the real work begins.
1️⃣ Condition
With more listings and even new construction showing up, presentation matters. Buyers are paying attention.
🔍 Odors (pets, smoke, mildew)
🐜 Pests or mold
🧹 Dirty floors, clutter, outdated appliances
🌱 Curb appeal: weeds, dead lawn, green pool
It’s amazing how often condition is overlooked—yet one stain or smell can tank your showing.
💡 Pro Tip: Even the best-pricing won’t save a home that feels neglected.
2️⃣ Location
This one’s baked in—but buyers care.
🚧 Next to a freeway, busy intersection, or noisy railroad? Lower score.
🌳 Sidewalks, safe streets, good school zones? Jump higher.
💡 Price helps here—but manage expectations early.
3️⃣ Showings & Momentum
No one means no offers.
<1 showing/week? You’re likely 10% overpriced.
Some showings but no offers? Probably 3–5% overpriced.
Multiple showings + second tours? You might be close.
💡 Fact: Over 50% of homes now sit 60+ days, and nearly 1 in 5 face price cuts.
4️⃣ Comparative Price
How does your listing stack up against the competition?
Price too high? You're priced like a 3-bedroom, but it's a 2-bedroom.
Priced well? Show you understand the market.
💡 Reminder: Buyers shop by value, not just cost.
5️⃣ Seller Cooperation
Can buyers walk in without obstacles?
Are dishes done, lights on, dogs out?
Is the driveway uncluttered and schedule flexible?
Are you or the sellers blocking access more than necessary?
💡 If convenience isn’t easy, deals vanish.
6️⃣ Seller Motivation
Are they flexible, or married to their number?
Moving soon? 🎓
Upsizing? 👶
Downsizing? 👵🏻
Sellers who need to move are more flexible. Aspirational sellers? Not so much.
💡 Your listing's momentum depends on seller buy-in.
💡 What’s Your Score?
Add your 1–6 scores. Focus on what's lowest:
<40? Time for a deep reset
40–50? Quick fixes could do the trick
50+? Maybe you're just 3–5% off—adjust pricing or staging
Don’t wait for market messages—pull feedback early and act. Acting too late is what causes listings to linger, expire, or get de-listed.
🎯 Price Is the Engine—but You Need All Wheels Turning
Yes, price overrides everything, but if you just say “lower the price” without fixes—you’re selling fear, not strategy.
A better approach:
Address condition & presentation first
Confirm listing access and showings are unrestricted
Then adjust pricing based on real feedback data
Early diagnosis = faster sales + stronger reputation.
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🏁 Final Thoughts: Your Reputation Depends on Your Response
Today’s market offers clarity—not chaos.
📈 Inventory is up
📉 Buyers are cautious
⏳ Sellers knowing this are being thoughtful
Don’t let an unsold listing become your #1 story. Be the agent who fixes the problem—who stages, prices, positions, and sells. That’s how you build trust, not excuses.
📝 Action Steps: What to Do Now
🔍 Score your unsold listings, identify weaknesses
🔁 Build a relaunch plan: condition + pricing + cooperation
📞 Re-engage your sellers with facts—not panic
📈 Track improvements: showings, feedback, offers
Need help diagnosing multiple listings fast? Use our full Listing Evaluation Tool inside Premier Coaching—free to start at PremierCoaching.com.
Let’s turn your stale listings into sales—and your hesitation into headlines.
AND THAT'S A WRAP!
Your trusted mentors in real estate and community leadership,
—Tim & Julie Harris
Harris Real Estate Daily
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