It’s a conversation agents know well. Before changing the price, recommending repairs, or trying another strategy, take a step back.
Instead of asking, “What should we do?” start with a better question: “What’s really keeping this listing from moving?”
Here are four places to start.
- Start with the Market, Not the Listing
Before assuming the problem is the property, look at what’s happening around it.
Ask:
- Are comparable homes selling?
- How quickly are they moving?
- What are buyers choosing instead?
- Is this home competing against newer, renovated, or better-positioned properties?
- Has the market shifted since the listing went active?
Key Point: Sometimes the listing isn’t “bad.” It’s simply competing in a different environment than when it first hit the market.
- Look at the Price, But Don’t Automatically Blame It
Price matters, but buyers are also considering condition, repairs, updates, and how the home compares to other options.
A home may be priced reasonably, but if buyers see a long list of projects after closing, the value may feel very different.
Instead of only asking, “Is the price right?” try asking:
“Does this make sense to the buyer we’re trying to attract?”
Key Point: A home can be priced appropriately for its condition and still be a difficult fit for a traditional buyer.
- Find Where Buyers Are Getting Stuck
Sometimes buyers aren’t saying no. They’re just not saying yes. They schedule the showing, walk through the home, and then…nothing. That’s where feedback matters.
Look for the obstacle:
- They don’t want to make repairs.
- They’re concerned about inspections.
- They don’t want to take on the renovation.
- The property makes financing difficult.
- The timeline doesn’t work.
- The amount of work doesn’t justify the price.
Key Point: Don’t just identify that the house isn’t selling. Identify what’s getting in the way. That can tell you what needs to change, or whether a different approach makes sense.
- Don’t Forget the Seller
The property is only part of the story. Two homes can have the same market challenges but require completely different solutions because the sellers have different priorities.
Ask:
- How quickly does the seller need to move?
- Are they willing to make repairs?
- Do they have the funds for improvements?
- Are they comfortable waiting?
- Is there a deadline driving the sale?
- Would a lower net be preferable if it meant certainty and speed?
- Is convenience becoming more important than maximizing price?
Key Point: The seller’s priorities matter just as much as the property’s condition.
Diagnose First. Recommend Second.
Look at the market. Listen to the feedback. Understand the property. Understand the seller. Then explore the options.
At MCM, we believe not every situation has a traditional solution. We’re here to be another resource in your toolbox.
Let’s talk through the options together.
