Here’s an amazing stat that Redfin just put out, and that is that 39% of listings coming on the market are selling — going pending — in the first two weeks. Isn’t that amazing?

But there’s always a tale of two markets out there.

So you’ve got 39% that are going pending, but what about everybody else? The other 60% of listings are not.

And those are starting to linger on the market — a lot of listings on the market over 30 days and 60 days.

So when we have these listings that linger, what do we do?

Well, when we’re having conversations with our sellers, of course the first step is we’ve got to get them realistic on price. But there’s another side of that conversation as well.

So we talk about price. We talk about incentives. Definitely we want to have those conversations.
40% of the market right now — people on the market — have included some price reduction or incentive already.

But we also need to do one other thing that a lot of agents miss, and that is when we’re doing our wee...