Tip 1: Diagnose before you prescribe
When a listing stalls, many agents immediately rush to price reductions. While pricing is often a factor, it’s not always the only one, especially in a changing market. Think like a doctor: before prescribing treatment, run diagnostics.
Ask yourself:
- Exposure: Is the property actually reaching enough of the right buyers?
- Presentation: Do the photos, staging, and description make the home irresistible or just “meh”?
- Market Positioning: Is the home aligned with buyer expectations for its price point?
- Seller Cooperation: Are showing instructions flexible enough to make the property easy to see?
A simple way to frame this with clients is: “Every home has three main variables — price, condition, and marketing. If the home isn’t selling, it means we need to adjust at least one of these levers.”
Tip 2: Refresh the marketing
Sometimes, the listing doesn’t need a lower price. It needs a stronger story.
Photography Makeover: Buyers shop with their eyes first. If your listing photos look dark, blurry, or outdated, you’ll lose them before they ever book a showing. You don’t always need a professional photographer for every property, but you do need good fundamentals.
Use natural light, shoot horizontally, avoid clutter, and for goodness’ sake, wipe the camera lens. Seasonal updates matter too. Swap out summer shots for crisp fall photos that showcase colorful foliage, cozy porches, or seasonal curb appeal. Think of the MLS as the world’s biggest storefront window: if your display doesn’t shine, buyers will scroll right past.
Virtual Staging or Video: Today’s buyers expect more than static images. Adding a walk-through video, drone footage, or a 3D tour helps them emotionally connect to the property before they ever set foot inside. Virtual staging can also transform empty rooms into warm, inviting spaces that spark imagination.
Rewrite the Remarks: Many listings stall because the description is bland. Instead of “4-bedroom colonial,” highlight lifestyle benefits: “Enjoy autumn dinners on the oversized deck overlooking your private backyard.” Sell the experience, not just the features. And avoid this major trap: writing “THIS HOUSE WON’T LAST” in the remarks when the property has already been on the market for months. Keep your copy fresh, relevant, and believable.
Re-Launch Online: Ask your MLS if you can “re-set” the listing date or temporarily withdraw and relaunch so it pops back up in buyers’ feeds as a fresh property.
Tip 3: Expand exposure channels
Sometimes the property is fine — it just hasn’t found the right buyer yet. That’s when you need to broaden your reach.
- Re-Market to Your Sphere: Email the listing to your database with a subject line like: “Hidden Gem Alert: [Neighborhood] Home Back on the Market.”
- Social Media Push: Create a 60-second Instagram Reel or Facebook video tour. Use geo-targeted ads to reach buyers searching in that zip code.
- Agent-to-Agent Networking: Call the top 10 buyer agents in your market. Ask: “I wanted to let you know about this listing—do you have anyone it might be right for?” Personal outreach often works faster than waiting for MLS exposure.
Tip 4: Re-Evaluate pricing strategically
If you’ve done all the above and activity is still flat, pricing needs a reset. But this isn’t about cutting the price — it’s about repositioning the property in the market.
Here’s a dialogue you can use with sellers: “Buyers shop in price brackets, just like people search for cars in certain ranges. Right now, our home is in a bracket where it’s competing against properties with larger kitchens and updated bathrooms. If we adjust to the next bracket down, suddenly we’ll look like the best option in that category—and that can attract multiple buyers instead of none.”
Pro tip: Rather than small $5,000 reductions, reposition to the next major search bracket (e.g., from $415,000 to $400,000). This way, you capture a new audience of buyers, buyers looking in the $400,000–$425,000 bracket plus the $375,000–$400,000 bracket.
Tip 5: Re-set the seller’s expectations
One of the hardest parts of a stalled listing is managing the seller’s emotions. They may blame the housing market, other agents, or even you. This is where your role as a fiduciary — not a salesperson — becomes clear.
At the listing appointment, and throughout the process, remind homeowners:
- “My job isn’t just to put a sign in the yard — it’s to coach you through the process, even when adjustments are needed.”
- “A home not selling is feedback from the market. Together, we’ll use that feedback to make smart changes.”
This not only strengthens your credibility but also reinforces that you’re a partner in the process—not a passive participant.
Tip 6: Highlight what’s changed
Another way to revive a stale listing is to create a sense of newness around it. Buyers who dismissed the home weeks ago may reconsider if they hear something has changed.
Examples:
- “Freshly painted kitchen and brand-new appliances!”
- “Now offering flexible closing dates for buyers who need a quick move.”
- “Back on the market with improved price and updated landscaping.”
Even small changes give you a reason to send the listing back into the spotlight.
Tip 7: Make it easier to show
If showing instructions are rigid—24-hour notice only, no weekend showings, limited hours—you’re strangling buyer access.
Remind sellers: “Every showing we deny is a buyer we may never get back. Let’s make it as easy as possible for buyers to fall in love with your home.”
A simple lockbox or smart lock system can often double showing activity overnight.
Tip 8: Leverage feedback data
Instead of just telling sellers “Buyers don’t like it,” use showing feedback data. Collect comments systematically and present them as evidence.
Example: “Seven of the last ten buyers mentioned the outdated carpet. If we replace it with neutral flooring, that objection disappears, and we appeal to more buyers.”
When feedback aligns, sellers see it not as your opinion but as the voice of the market.
Tip 9: Turn the challenge into a relationship builder
Here’s the silver lining: Handling a stalled listing with professionalism and creativity builds trust. Sellers will remember that you didn’t give up when things got tough — you fought for them.
Even if the home doesn’t sell immediately, that persistence often leads to referrals and long-term loyalty.
Tip 10: Building a Lasting Career
One important lesson I always impart to my students is that real estate is not just about closing deals; it’s about establishing a long-term career built on trust, exceptional service, and delivering results.
When you find yourself worried about a listing that’s not moving, remember that your sellers are likely feeling even more anxious. They rely on you to guide them through the process, and it’s crucial to keep them informed and reassured, even when there are no showings to report.
Proactive communication is key. Reach out regularly with updates, even if there hasn’t been any significant change. By addressing their concerns before they escalate, you can build a stronger relationship based on trust and transparency.
Remember, a stalled listing doesn’t equate to failure; it’s simply an opportunity to assess and adjust your approach. By identifying the root cause, refining your marketing strategy, and supporting your clients through the process, you can breathe new life into the listing and regain their confidence.
Successful agents don’t just list properties; they solve problems, offer sound advice, and demonstrate their value as trusted advisors. So, instead of panicking when faced with a challenging listing, see it as a chance to showcase your expertise and dedication to your clients.
Darryl Davis, a renowned real estate speaker and author, emphasizes the importance of mastering these skills to excel in today’s competitive market. By positioning yourself as a reliable and knowledgeable professional, you can differentiate yourself and achieve success in the industry.
This revised content is inspired by Darryl Davis’s expert advice on navigating stalled listings and building lasting client relationships in real estate.