Episode 432 - How Agents Handle Homes That Take Longer to Sell

In this episode of the Brian Icenhower Podcast, we dive into one of the most critical adjustments agents must make in a shifting market: managing longer listing periods. As more markets trend toward buyer’s territory, listings are sitting on the market longer than most agents and sellers are used to.

Brian Icenhower introduces the concept of the “Magic Month”—the first 30 days when a listing receives the highest online exposure. He explains why conservative pricing and strong marketing in this window are crucial for generating multiple offers and securing the best terms for your sellers.

You’ll learn:

• ✅ Why agents don’t sell homes—they expose them

• ✅ How to track and share online listing views (MLS, Zillow, Realtor.com, Homes.com) with clients

• ✅ The importance of weekly seller updates from your admin team

• ✅ How to set upfront expectations to avoid “Why isn’t my home selling?” calls

• ✅ When to recommend price reductions using proven showing guidelines

Brian also shares why proactive client communication is the difference between smooth transactions and stressful ones. By sending consistent weekly reports and setting proper expectations, you won’t need to talk sellers into price reductions—they’ll call you first when the data proves it’s time.

👉 Want the systems top-performing teams use? Explore our Admin & Listing Manager training courses to learn how to prevent problems before they happen and deliver true white-glove service to your clients: https://therealestatetrainer.com/icenhower-institute/

 

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