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Why Isn't There More Activity on My House Listing?

By Mona Gersky

Real Estate Broker/Owner with MoonDancer Realty, Dillsboro,NC NC# 218097

July 11, 2013 09:59 PM

"Why isn't there more activity on my house listing?" is the question on probably most

sellers' minds. "I thought I hired a good listing agent". On the flip side of the coin, there are thousands of real estate agents wondering "Why isn't there more activity on my listing? I know I'm a good listing agent since most of the our other listings are getting attention."

Unless someone has been living under a rock for the last four or five years, there is no secret that the housing market has been a tough and challenging arena to be in. Just as the media portrayed the doom and gloom to exist in ALL markets instead of some, the reverse is true now. Instead of reporting accurately that some markets like Phoenix, Albuquerque, Austin and other large cities are reporting shortages of listings, the media is trying to wag the tail and indicate that most real estate markets are experiencing significant recovery.

Not really. I hope that all areas are reflecting some improvement in real estate sales. Our Jackson County, NC area certainly has improved in the sales area but to suggest that we have a shortage of listings and that sellers can expect mulitple offers would be highly misleading to the sellers and giving them unrealistic expectations.

When a couple of our sellers ask why they aren't seeing more activity on their listings, I am hardpressed to give a specific reason.

I am confident it isn't the marketing. Our other listings are receiving the same treatment and exposure resulting in showings, offers and more often than this time last year...contracts. I'm also more than confident that our listings receive more exposure than listings of most of our competing real estate agencies in the area. Certainly no other agency offers more marketing than we provide.

I am as confident that it isn't the listing. The few listings not seeing the same volume of interest are really nice houses, good curb appeal, clean and staged well, good location, well built and decently priced for the market.

So, I reached out to other listing agents in our local area. Good agents with a similar dedication to listing practices and real estate marketing that MoonDancer Realty has. They've also seen a similar number of sales to our agency.

"Do you have any attractive listings that no matter what you do, they aren't getting any activity?" I asked the other agents. What a thrilling conversation to have with those peers. The answers ranged from "OMG, I thought I was the only one with that problem" to "BWA HA HA HA...are you joking?" to "yes, I have several and am so frustrated" to "for as long as I've been in real estate, when it isn't a Sellers Market there is ALWAYS a small percentage that I just can't get any interest going".

So, what do we do? One of the agents I really respect suggested that maybe we form a small focus group to brainstorm some solutions. Brilliant. For a long time I've wanted to form a local "master minds" group of agents and other real estate professionals to meet regularly and discuss local real estate business and this subject may be the perfect catalyst to get the group going. Next Tuesday, this other agent, Leslie and I will meet to talk about forming this group.

In the specific matter of the listings that aren't getting enough attention, does it feel like we might be straying out of our comfort zone to ask outside opinions from our competitors? Sort of, but it also feels like forward motion to finding a solution. Real estate agents have interesting and complex relationships with each other. Sure, in one respect we are competitors but in another more important respect we are colleagues completely dependent upon each other for a successful business.

Real estate is a risk business and there is nothing "comfortable" about it. Just like physical fitness...To continue to improve your physical fitness you have to continually shove yourself out of your comfort zones and into more challenging activities. Our real estate businesses are like that and I am sure that by collaborating with other good listing agents we will be doing a great service to our sellers by collectively figuring out how to give a good answer to "Why isn't there more activity on my house?".

I'll keep you posted on our progress but in the meantime, if you have some thoughts on why some of your listings don't receive good attention in spite of your efforts, we'd all love to hear them.

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Marnie Matarese

DWELL REAL ESTATE - Sarasota, FL

Showing you the best of Sarasota!

We have a group of about 14 agents from all different companies in our area and we call it Echelon Group. We meet monthly and discuss the market, any wants and needs regarding properties or rentals and host the meeting in various listings that are sometimes amazing and sometimes not. Feedback is helpful and really provides us with great insight to give to our sellers. Good luck!

Jul 11, 2013 10:11 PM

Gary L. Waters Broker Associate, Bucci Realty

Bucci Realty, Inc. - Melbourne, FL

Eighteen Years Experience in Brevard County

If a listing has been priced right, presents well and promoted effectively to the pool of potential buyers, and still lacks activity I have to question the price and the ease of showing. I still think activity is tied to price. I suggest lowering price a bit and see if that gets activity. After all, no one must accept an offer at list price.

Jul 11, 2013 10:14 PM

Dan Hopper

Dan Hopper - Gold Way RE - Westminster, CO

Colorado Broker / Referral Services

Great idea, Mona ... many times we will have marketing meetings to share the listings and buyers we have, and promote the tough listings and brainstorm, as well. It does help!!

Jul 11, 2013 10:15 PM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Good morning, Mona.... when a listing is not having as much activity as one expected, it's usually about the price...drop the price and the activity will increase.... price it right and it will sell... pricing is not an exact science, and what one feels is a nice price another may feel it's overpriced... when it finally sells, you'll know what it's actually worth...

Jul 11, 2013 10:20 PM

Peter den Boer

Atlanta Communities - Woodstock, GA

MBA,GRI, Associate Broker, Realtor

Mona - My business partner, I can't go its girls only dang it, and a group of local top agents meet monthly and go see up to 5 listings. This gets the top producers inside listings and gives everyone good feedback on price, location, looks, etc. After they see these homes, it is off to one of their own homes for wine and conversation. This really builds trust among these top agents and when we do deals with them, it is almost effortless.

Jul 11, 2013 10:22 PM

Janis Borgueta

Newburgh, NY

Retired RE Salesperson

Sounds like a great idea Mona.. I'll be looking to see what ideas it brings to you. I do agree though that price is most likely key. Unfortunately the owners won't want to hear that.

Jul 11, 2013 10:36 PM

Donna Foerster

HomeSmart Realty Group - Parker, CO

Metro Denver Real Estate Assistant

Good morning Mona! Great post! I love to master mind with my colleagues, however I find it challenging to find other like-minded agents that have the drive to keep the group going. Best of luck.

Our market is in the short inventory category, but of course, we have experienced (at other times) what you are experiencing and some times it's just hard to figure out why. Generally speaking, it's either price or competition.

(Suggested!)

Jul 11, 2013 10:44 PM

John McCormack, CRS

Albuquerque Homes Realty - Albuquerque, NM

Honesty, Integrity, Results, Experienced. HIRE Me!

Good morning Mona -

We're still going stronger than we were pre 2013. When one of my listing isn't showing I tell run the numbers and sure enough it's over priced. At listing we encourage our sellers that if we aren't seeing good traffic or have an offer in 30 or even less let's re-thing and have a price reduction.

Jul 11, 2013 11:14 PM

Sheila Anderson

Referral Group Incorporated - East Brunswick, NJ

The Real Estate Whisperer Who Listens 732-715-1133

Good morning Mona. I expected this post today and you have laid out a scenario most of us have experienced: I know I have. Life isn't fair and neither is real estate. I used to belong to a top producers group that met monthly to promote and discuss our listings and it was worthwhile. Sometimes just by the discussion there would be showings I otherwise would have missed. That said, after all is said and done, perception is a major thing and whether or not it is accurate, it often as Barbara says, simply comes down to price. At some point if a price is appealing, traffic comes and the home sells. Good luck. I suggested this too.

Jul 11, 2013 11:39 PM

Belinda Spillman

Aspen Lane Real Estate Colorful Colorado - Aurora, CO

Colorado Living!

Hi Mona, We all have this problem. Some listing attract the buyers like bees to the hive and others sit and wait for showings. Suggested

Jul 12, 2013 01:38 AM

Tammy Lankford,

Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA

Broker GA Lake Sinclair/Eatonton/Milledgeville

I'm really interested in the progress you make on this. We have some of those too.

Jul 12, 2013 07:02 AM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Great insights everyone. I'm going to share this with the agent we're meeting. I'm really excited to explore doing something like this in our little town. As far as I know, no one else has done this sort of thing here.

Marnie, I appreciate your thoughts. Meeting in one of those challenged listings is an awesome idea. And who wouldn't want to be part of the Echelon Group?

Gary, this is a valid observation. Some sellers (and agents) are reluctant to consider the price, especially if other comps are available to warrant the price but yes, much as we hate it the price always has to be considered.

Dan, when we were part of a larger office we would do that and I think it would be a good idea to try it when this group gets its feet off the ground.

Barbara, knowing the volume of work you do I take your words to heart.

Peter, good for your partner and her associates. Interesting that its a women's only group. One of the strongest statements I've seen in this thread is "This really builds trust among these top agents and when we do deals with them, it is almost effortless"

Janis, sometimes the agent (including me) doesn't want to hear that either.

Donna, thanks for the suggest. If we were in a short inventory situation here we might not be having this conversation but there will always be a valid reason for this type of group.

John, we tell our sellers the same thing but maybe it needs to be a much more forceful part of the dialog.

Sheila, was it an "open" group or by invitation only? I'm curious which would be more effective.

Belinda, we try to just take listings that have sparkle but sometimes it isn't as easy to show that sparkle in the media.

Tammy, it was good to hear your voice yesterday and I will share some of the brainpower here from Sylva.

Jul 12, 2013 08:33 PM

Sheila Anderson

Referral Group Incorporated - East Brunswick, NJ

The Real Estate Whisperer Who Listens 732-715-1133

Hi Mona. It was by invitation only and was based upon production. Enjoy the day.

Jul 12, 2013 09:30 PM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Good to know, thanks Sheila.

Jul 12, 2013 11:27 PM

Wayne Johnson

Coldwell Banker D'Ann Harper REALTORS® - San Antonio, TX

San Antonio REALTOR, San Antonio Homes For Sale

Mona-I probably don't have the level of experience of some of your other commenters but in my market, price reductions stimulate activity. Price reductions seem to draw a new set of potential buyers and associated activity.

Jul 12, 2013 11:30 PM

Gay E. Rosen

Julia B. Fee Sotheby's International Realty - Larchmont, NY

As Real as Real Estate Gets!

Hi Mona - My manager always says it is the price if no one is viewing.. Some owners refuse to lower and so there is a stand-off.. Invite the agents in and have a wine raffle, serve wine and cheese, and ask them to offer their opinion on price (but privately on a card with no names on same)...then share it with the owners.

Jul 16, 2013 12:40 AM

Jill Sackler

Charles Rutenberg Realty Inc. 516-575-7500 - Long Beach, NY

LI South Shore Real Estate - Broker Associate

I like your idea of a mastermind group. I used to belong to one which was held by phone for participants all over the U.S. and abroad. People have great ideas.

Jul 19, 2013 09:02 AM