How to SELL a Listing in a Tough Market

When you put a listing in the MLS, I want to kind of change your way of thinking about what comes next. Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors, and I make video content for real estate agents because I'm passionate about helping them build great businesses. It's the end of 2025. The headlines are filled with inventory sitting on the market, there's more listings, it's taking longer to sell, markets transitioning to a buyer market, etc. It's a lot. And it's affecting agents mentality. It's affecting the way that we do business. It's affecting how we feel about taking listings. And I would tell you this as just an added bonus to this video is if you're having a problem selling more listings, the solution is to go get more listings. That's the solution. But I want to talk about how we get those to the market. I would like for you to shift your thinking from, hey, I'm putting this listing in the MLS. We're going to put it on the market next week to, hey, this is a product launch. We are launching a product into a saturated market. And because of that, we need to have a plan around it. And it needs to be a big deal. And not just, hey, my buddy called. He wants to list this house next Thursday. So, we're going to do that now. No, we're going to take the time to do it right so that we position that home to be in the best place to sell for the most amount of money in the shortest amount of time, which is always our goal on a listing. So, let's start with this.

How are we going to push this out to the market? It can't just be I put it in the MLS because that's only one segment of the market. Even if you have property alerts and everything else set up. That's not going to the full public. It's really just going to agents and only agents that are paying attention in that spot or clients that they've got set up on a search in that spot. We need it to go out to the neighborhood. We need it to go out on social media to the world. We need to know the people in our CRM who know that area well and get it out to them. We need to have a plan where this is a launch to the full market, not just the people who happen to look at MLS at a certain time. We need to knock on doors around that listing. We need to have an openhouse plan for that weekend. If I'm launching a house on Thursday, I want to hold showings on Friday so that nobody can see it on Friday and then do an open house on Saturday and an open house on Sunday. On Thursday, Wednesday before we list, I'm going around to the neighbors and say, "Hey, this is coming on the market. here, here, here, here, here, here. Utilize coming soon if you have that in your MLS, but I want to get the word out to as many people as I can, especially the neighbors, because A, we know their nosy ass is going to be looking. B, I might be able to pick up more listings based off of my hard work that I showcase with this product launch. We have to have a capture system in order to get the people that are coming into our open houses, get the people that see things that we market out there and online and get more information to them as quickly as possible. And we have to have the understanding of our clients as we go through this process that they really recognize that they play a part here.

They need to share it to their social media. They need to send it to their friends. they need to post it into their next door or their community Facebook group or things like that to really help us hit the market in a way that nobody else is doing and saturate the attention that's going on around that listing. If you change your mindset from, hey, I'm putting a listing in MLS next Thursday to next Thursday I'm launching 123 Happy Street. We've put this whole system for pre-launch into place and postcards are hitting the mail and social media posts are going out and we have an ad campaign and we're door knocking and we have an openhouse plan and all of that. You are putting yourself in a much better position to do a couple things. Number one, obviously sell the home faster.