DON'T WAIT 189 DAYS TO DROP THE PRICE

When a listing isn’t getting the activity you expected, how long do you wait before having the pricing conversation?



The data in this week’s chart tells an interesting story. Price reductions happen most often early in a listing’s life, with activity peaking around Week 4. Then the numbers gradually decline — until another noticeable bump appears around Week 27, or 189 days.

That second spike is worth paying attention to. Some sellers may have reached a self-imposed deadline before finally deciding to make another adjustment. But by then, the market — and their competition — has had nearly six months to move

Have the Conversation Before You Need It

The best time to prepare a seller for a potential price improvement isn’t three weeks after going live. It’s at the listing appointment.

Talk about the plan upfront. What happens if there are plenty of online views but few showings? What if buyers are touring but no offers are coming in? What will you watch, and when will you regroup?

When those expectations are established early, a price conversation later doesn’t have to feel like something went wrong. It becomes part of the strategy you already agreed to follow.

And that’s the mindset shift: don’t wait for 189 days on market to create urgency.

Watch the market. Listen to the feedback. Know what the competition is doing. And when the data tells you something needs to change, be willing to have the conversation early.

This week, ask yourself: Am I setting my sellers up for the pricing conversation on Day 1 — or waiting until the market forces us to have it?



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