I had an interesting conversation with a peer the other day and he told me the story of a new technique to add to our arsenal as agents. Here's the scenario:

He'd worked hard to get the listing, probably back in August when things were still going well. He competed with two other agents but won out in the end by impressing them with his marketing plan. The price was a little high but he wanted the listing, even if just to get leads in the neighbourhood.

Six months and about $3,000 later, he's listening to the client complain that he needs to advertise more if he's going to sell their house. He explains to them how he can't afford to keep doing this, knowing full well what's going to happen when the listing expires in a couple of days.

Sure enough, despite hus efforts to get them to reduce the price so that anything he does might get some results, the listing expires and goes to the next victim who begins, naturally, to spend money.

He's out the $3,000 and added another failure to the roster. But the homeowner still has someone working on his behalf to sell his home.

What's wrong with this picture? It's a win/lose situation.

One agent in Hamilton has begun "firing" his clients!

"I've decided that it's been a one-way street too long," he says. "If I think the price is now too high, whether due to changing market conditions, or the homeowners arrogance...and they won't stabilize their price, then why should I keep going?"

Indeed, there are no rules saying we can't give up on a listing. When homes aren't selling, sellers get hard to work with (perhaps rightfully so, perhaps not). And we begin spending excessive amounts of time assuring them that everything's okay, even though we don't think so. Will someone eventually buy it? Maybe. In the meantime, you will spend a lot of time and more money keeping everyone happy.

"Sometimes, it's better to cut your losses, save your energy and money," and move on to a new client. Maybe next time you'll be the agent taking over the lackluster listing. Then you can get the glory for once."

It's a matter of focus. If you find you're spending too much time hand-holding a difficult listing, maybe it's time to just say "You're fired!"

Robert J. Morrow is editor of www.HamiltonHomeReview.com, an online real estate magazine serving Greater Hamilton, Ontario. Click here for a FREE SUBSCRIPTION sent to your email monthly. Click here to receive new Hamilton area listings in your email daily.