Acquiring Listings Next Year Isn’t About Doing More. It’s About Doing Harder Things.
Thomas came up with a great blog that if you missed it on December 29 catch it now. We can always learn from each other here in the Rain.
Acquiring Listings Next Year Isn’t About Doing More. It’s About Doing Harder Things.
Last year, activity felt like progress. Calls, posts, follow-ups, market updates. Busy—but not always effective.
Next year, listings won’t come from being visible.
They’ll come from being believable.And that means doing things many agents avoid.
Next Year, Say “No” More Often
Not every potential listing should be taken.
Turning down:
Unrealistic pricing
Sellers who won’t address approvals
Landowners who won’t confront zoning reality
doesn’t shrink your business—it sharpens your reputation.
The moment owners hear, “I wouldn’t list it like that,” credibility is established.
Next Year, Lead With Constraints, Not Possibilities
Most agents sell upside. Serious sellers respond to limits.
Talk about:
Minimum lot size requirements
Why frontage matters more than acreage
Why BOHA approvals expire—and what happens after
What can’t be fixed with a variance
Landowners already know their property is “special.”
What they don’t know is what blocks it from selling.Be the one who explains that clearly.
Next Year, Walk the Land Before You Talk About Price
You can’t price what you haven’t felt under your boots.
Walking the land reveals:
Slopes buyers underestimate
Wet areas maps don’t show
Access issues no listing mentions
Why two similar lots trade very differently
When you explain value from experience—not comps—you separate yourself immediately.
Next Year, Stop Marketing Success—Start Explaining Failure
Sellers don’t fear low prices.
They fear wasted time.Talk openly about:
Why certain listings expire
Why deals fall apart after contract
Why “cash buyer interest” disappears
Why land sits even in strong markets
Explaining failure positions you as a guide—not a cheerleader.
Next Year, Focus on Fewer People—But Know Them Better
Your next listing isn’t cold.
It’s:
A landowner who’s been watching quietly
A seller who tried once and stopped
Someone who needs answers, not advertising
One thoughtful call beats ten automated touches.
The Truth About Listings Next Year
Listings will go to the agent who:
Explains risk clearly
Understands land physically, legally, and emotionally
Isn’t afraid to tell owners what they don’t want to hear
In low inventory markets, clarity creates confidence.
And confidence creates listings.Acquiring Listings Next Year Isn’t About Doing More. It’s About Doing Harder Things.
Call me for all your land purchases
Residential, Commercial or even Recreational
Tom Santore
845-590-5488
Realestatesallhere.com
By Thomas Santore
Local Market Report
Lic Associate Real Estate Broker
Westchester County Real Estate
Visit My Web Sites at; http://thomassantore.com
http://www.realestatesallhere.com/Westchester County Real Estate
"Real Estate From The Ground Up"
"Knowledge and Experience Work"
"Real Estate From The Ground Up"
Thomas Santore
Thomas SantoreColdwell Banker RealtyColdwell Banker Lower Hudson ValleyColdwell Banker Commercial NRT
366 Underhill Ave, Yorktown Heights NY 10598
tsan25@aol.com
845-590-5488Coldwell Banker Yorktown Heights NY"Real Estate From The Ground Up"Westchester County Real Estate, Thomas Santore,
Coldwell BankerColdwell Banker Yorktown Heights NY
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