In today’s episode, we’re continuing our deep dive into what it takes to succeed as a listing agent in the new market we find ourselves in. The truth is, the new market conditions call for a completely different level of skill and effort to what got results before. If relying on what we’ve been doing all along isn’t cutting it, what is working?

Deals aren’t just going to fall into our laps now, but that doesn’t mean we can’t succeed - in fact for certain agents, this is a huge opportunity to take on more market share than ever before. 

Jeff will share how to shift your activities so you can still meet and exceed your goals in this new market, and why leaning into listings right now is key. 

We also discussed:

• Why contacts per day (CPD) is such a critical metric right now 

Quotes 

Don’t be surprised if a buyer you have secured backs out. One of the downsides of being in a softer market is the stickiness of a transaction. -Jeff Glover 

This is the perfect storm for an agent with great skills to shine while everyone else flounders. -Jeff Glover 

Key Points 

1. In a hot market 90-95% of listings sell, in a normal market, 60-65% of listings sell, and in a down market, listings can go as low as 40-50%. That means, in this market, we can expect to see a 25% decline in our listings taken/listings sold ratio. If we want to increase our production, that means we have to increase our appointments, leads, prospects and daily contacts to compensate for the decline.