Winning the Listings Long Game
As markets normalize, agents can win more listings by leaning on local data, clearer pricing expectations and 90-day plans that build steady pipeline activity.
NEW YORK – As the market shifts and normalizes, agents should move away from quick-hit “turn-and-burn” tactics and lean into a longer-term listing strategy built on data, qualifying and relationship, broker-owner Marjorie Adam said in Inman.
This starts with having a firm grasp of key local market numbers, including inventory levels, pricing trends, days on market by price range and list-to-sale ratios, and explaining what those figures mean for today’s buyers and sellers.
Messaging and listing presentations should match current conditions, with clear talking points on what is selling quickly, how payments and rates affect affordability and how staging, video and lifestyle marketing help homes stand out. Agents should set expectations around pricing and potential adjustments within about two weeks or 10 showings.
A 90-day listing plan is recommended, rather than the short list-to-close windows of earlier markets. Current listings should also be used to spark new business through social media, database emails and open houses.
Additional guidance includes working closely with a small circle of VIP referral partners, increasing live conversations with past customer and prospects, and showing up in the community through events, Q&As and customer gatherings. These steps support visibility, trust and steady listing activity even as the market slows.
“Take it one step at a time until you have worked all of these elements into your overall workflow,” Adam said. “Not only will you have elevated your current service to clients, but you will have invested time and energy into building a strong pipeline for the future.”
Source: Inman (12/02/25) Adam, Marjorie
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