Latest / The Real Estate Agent Playbook / Stop 'List & Pray': The 30-Day Listing Launch Strategy (2026)

Transcript

Stop 'List & Pray': The 30-Day Listing Launch Strategy (2026) · The Real Estate Agent Playbook

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  as we've been experiencing a corrective market
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  we have seen agents
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  start to pull back on the very thing
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  that is the heartbeat of their business
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  and that's listings and here's the deal
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  we just needed a quick transition
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  we just needed to change some of the things we're doing
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  I have done that
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  I don't rush my listings to the market anymore
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  I take time and care because launch
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  plus extended days on market
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  is a key benefit to you as an agent
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  and probably
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  one of the only things you need to focus on
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  for your sex success in 2026
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  so stay tuned we're gonna dive in all of that
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  if you don't know
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  I'm Jeremy Kane with Carbon Collective at EXP Realty
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  very excited to dive into this
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  I have talked about these two specific things recently
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  on stages in Las Vegas
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  here in Colorado and across the country
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  as we've really scaled this outpouring of information
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  to help agents understand that it is still
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  list or die it is still
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  those listings are still the heartbeat of your business
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  so let's go
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  so the truth is real estate got wild the last 10 years
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  right there was overpriced listings
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  you know we're getting overpriced bidding
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  multiple offers sometimes 10 15
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  20 30 offers on one specific listing that in my market
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  went sometimes six figures above asking price
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  absolute insanity
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  but when the faucet turned off and interest rates rose
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  and things started to you know
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  come back to earth a little bit
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  this is when our industry really started
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  kind of panicking so to speak
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  and so
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  while it was an amazing time to be in real estate
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  the last 10 years now it comes to the tactical
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  and I was so grateful that I was partnered with
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  you know Louis
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  Galt and Carbon Collective
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  and all of the people and my group at EXP Realty
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  because ultimately we got our heads together
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  and this is just a outpouring of what exactly happened
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  because I had you know
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  this strategy and my buddy over here had this strategy
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  and she had this strategy over here
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  and I've put it all together to help you understand
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  exactly what it's going to take
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  to change that mindset around listings
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  and not only get the listing sold
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  keep that that seller happy
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  but also leverage that extra time on market
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  to help build your brand and absolutely
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  explode the leads that are coming to you
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  if you are interested in my free coaching
• 2:29
  please book a call below R E agent Wolf pack.com
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  but let's kind of talk about why we're freezing
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  in this market agents have been so accustomed
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  over this time period that we've talked about
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  to just kind of freeze like
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  oh man what's going on
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  if you know
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  so many agents are rushing to drop the price and
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  and do all the things
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  because there's a lot of pressure right
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  maybe the education piece is not as you know out there
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  maybe sellers aren't necessarily as aware
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  that they just can't throw a
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  a price at the dartboard and
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  you know get everything that they've ever dreamed of
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  and as an agent that's our job
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  to kind of take control and inform about the market
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  sometimes those conversations are extremely tough
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  and sometimes the price point isn't even negotiable
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  because of how much they
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  they owe or what they bought it for two years ago
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  and so as agents we have to sharpen our tools
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  to absolutely
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  show up the best we possibly can for our sellers
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  but since we've
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  been accustomed to just getting everything out
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  and pushing everything out right away
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  we kind of freeze
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  and the only reason that a home isn't selling is
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  the price well
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  the price is usually a major key in the
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  in the home sale however
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  there has been times where I've seen agents just slash
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  the price slash the price
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  slash the price until they find that sweet spot
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  where they start to get a lot of action
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  maybe even underpricing it
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  and if you underprice it on the wrong weekend
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  and you get one offer you know
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  you're gonna be in trouble as
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  as a listing agent and that client
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  and the seller is not getting the best bet
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  bank for their buck as we go
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  so I want to talk a little bit about using data points
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  and using those things
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  but also use the market and understand the market right
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  we've we've definitely talked about
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  you know the right days to list
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  and the right days to lower the price
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  if you're high and all of these things over the time
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  in the industry however
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  as an agent
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  sometimes we are quick to forget about those things
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  and we know that if sellers calling us
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  and they're frustrated
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  and we can get that price reduction
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  we've gone all the scripts to get that price reduction
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  the truth is
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  you shouldn't need a price reduction for scripts
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  you should need metrics proof and you know
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  data that backs up your point
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  so that it's not you asking for a price reduction
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  it's the market it's the data that you're presenting
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  and so that's a key piece of this
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  but the very worst thing you can do for
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  you know the industry and for your client is just say
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  oop it's gotta be the price
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  it's gotta be the price it's gotta be the price yes
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  it may be the price
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  but let's talk about the data that shows that
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  because I often am like well
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  I can certainly
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  you know argue an appraisal at this value right
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  that's something that I absolutely say often however
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  we've had two showings nothing's moved
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  it's a little bit slower of a time so on
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  let's look at some other positionings that we have
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  and if time is of the essence
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  maybe we do need to lower the price
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  but if we have the patience
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  let's not race to the bottom to find that market
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  when ultimately
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  we have the data that shows what the price should
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  you know be around
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  and if we're in that window or a little bit below that
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  I think we have to be really careful about just price
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  cut price cut
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  price cut and ultimately
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  our value as an agent
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  needs to not be based around just emotional feeling
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  and moving this property as soon as possible
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  if that's not what the seller is looking to do
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  so ultimately what I did is I stepped back
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  and I was talking to the group of agents who I coach
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  and you know
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  I was asking a lot of questions as the market shifted
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  I'm very you know
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  blessed because I have agents in 39 states
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  four different countries
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  and the truth is that it's pretty
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  you know typical
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  they're one point of the continuum right
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  maybe they're just starting to see the slowdown
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  maybe it's been slow for six to 18 months
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  or maybe they're somewhere in the middle
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  and so
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  as I coach these agents and talk about these agents
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  I'm collecting their information
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  what's going on in their market
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  so that I can come to you
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  with the very best information
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  so that I can help other agents across the country
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  do that again
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  if you're interested in partnering with me
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  let's have a conversation
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  but for now what I had to do is say okay
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  we need a mindset shift right
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  we need to understand
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  that longer days on market is not a negative piece
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  right as long as we have expectations
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  and we're doing the thing for the seller
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  we have the opportunity to show our expertise
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  in marketing the property
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  we can do more videos we can do more open houses
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  we can do more you know
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  community spotlights we can do more flyers
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  we can do all of the things
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  and ultimately yes
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  that helps sell the house
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  and get it out there in the greatest light possible
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  and sell it for the most amount of money
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  but it also helps us leverage our brand
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  and use that listing to grow our brand
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  and if we start to tell the story of our brand
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  and what we're doing
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  that's based on data and really cool marketing still
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  but it's not just all blown up in a 24 hour news cycle
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  and then it's gone then we absolutely
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  have the opportunity to leverage some of these
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  amazing marketing materials that we've created
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  or have been created for us to grow our brand as well
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  while keeping the seller happy
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  while making sure that the listing is properly marketed
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  and you know
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  we'll sell for the most amount of money
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  possible for our sellers
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  so that little mindset shift was like okay
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  this isn't panic
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  this is time to absolutely show what we have
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  it shows our expertise it
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  shows our knowledge and
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  we actually get to drip the information
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  out to the community
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  at a rate which it can be consumed
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  versus just like boom
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  throwing the bomb all at once
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  because we have to get it out there
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  because if we don't
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  our brand doesn't have anything to do with it
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  and you know
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  we're gonna have a bunch of content and wasted stuff
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  that you know
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  we can't even do because it's
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  it's already under contract
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  and it doesn't make sense to
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  continue to market this property
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  once we get through inspection and so on
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  so as we kind of step back
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  it's it's absolutely an opportunity
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  and that's the mind shift
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  so what's this look like OK
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  first and foremost it comes with an absolute
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  you know strategy that's attached to days on market
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  so I in fact have a GPT that will ask
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  you know go find ask you the address
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  it'll go find the days on market
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  and it'll create a marketing strategy for you
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  with real reels with your outlines
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  with your scripts with all of that
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  the captions do it all tell you when to do open houses
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  tell you when to do business spotlights
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  you can take that make it your own
• 9:04
  just comment listing coach below
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  and I'll make sure I get that over to you um
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  you can also head over to Instagram and DM
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  me listing coach and it'll get it instantaneously
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  and that's at the re agent playbook.com
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  so as we kind of do
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  it'll split out something that's like okay
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  your average days on market is 40
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  here's the deal 30 days is
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  you know an example that I've used in the title
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  or whatever in this video
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  but let's base our
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  our marketing strategy on the average days on market
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  because we wanna be above average
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  and if we sell the house on day 39
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  and average days on market's 40 when we get going
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  then we're above average right
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  and so we can have you know
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  some positivity around that
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  but if I'm just pushing everything out day for day 1
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  with no prep
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  and we're just kind of throwing it all together
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  the truth is we're not leveraging anything
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  and then the home sits through the first weekend
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  and maybe the next weekend
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  and the sellers like okay
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  what are we doing
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  and at the end of the day if we're not doing enough
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  then they start to wonder
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  and they start to give us ideas right
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  and that's
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  that's where we know when we're being reactive
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  and we're like okay yeah
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  we'll do an open house tomorrow
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  like we all know that
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  the longer the open house is scheduled in the C
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  in the MLS and on Zillow
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  the more traffic we'll get like
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  let's be real here
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  and let's come as professionals and take
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  the marketing strategy to the client right
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  and so that's exactly what we need to do
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  so Week 1 looks like okay
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  we're gonna build awareness we're gonna do MLS
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  we're gonna do a sign maybe print some flyers right
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  and then Week 2 let's build some engagement
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  let's do some a little bit more creative
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  5 favorite things we love about this house or
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  you know what this area looked like when we lived
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  when we first moved here versus now
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  like how amazing all the amenities are and all of this
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  and then we talk about lifestyle right
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  in Week 3 really highlight that
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  what it's like to go to the park in this
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  you know community what it's like to live you know
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  on half a mile from this you know
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  great dirt road or this walking trail
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  or whatever it is
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  so really highlighting that then we're gonna amplify
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  we're gonna talk to local businesses
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  we're gonna get it all out there
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  and we're pushing it fully on social media
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  across all of those weeks and
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  and strategies so that we're doing it right
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  we're absolutely putting it out there
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  we're getting our face out there
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  we're getting our brand out there and most importantly
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  we're getting the listing out there
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  and then
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  we have this weekly conversation with the seller
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  we we tell them we're gonna hear you're
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  they're gonna hear from me on X amount of day
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  between 1 and X X time
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  and we're just gonna get down to it
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  we're gonna talk about it we're gonna say okay
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  this is what we did last week
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  this is kind of the feedback we've got
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  this is the in you know the
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  impressions and views and engagement on social media
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  we had this open house
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  this is how many people we had through
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  we had this many showings
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  this is the feedback
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  maybe we need to address some things there
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  and then we're off to the races
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  what this is what we're doing next week right
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  so the seller
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  at no point is really pushing anything to you
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  in front of you to make your life difficult or
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  you know whatever you would think because they
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  they know the plan they know the strategy
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  they feel like they're a part of it
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  it's based on numbers and we're off to the races
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  and we're having that communication as we go
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  and as we get towards that average days on market right
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  maybe we are a little overpriced
• 12:18
  maybe the feedback start to come in overpriced
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  overpriced okay
• 12:21
  cool well
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  here's the data we've been on it you know
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  4:50 for this amount of time
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  we haven't had any offers
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  we've had this amount of showings
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  which is you know
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  kind of right there at the days to pending
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  that we should be
• 12:33
  and we're just not under contract yet so
• 12:36
  you know
• 12:36
  maybe it is time to consider a price reduction
• 12:39
  what what's a price reduction look like
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  well we've had this much advertisement
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  we pushed it out to this many people
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  you know let's talk about a 10,000
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  or 15,000 dollar price reduction
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  I think that'll do it and obviously
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  that depends on the metrics and the data
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  and all of that but that's when you have
• 12:56
  at least proof of concept that those things have
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  you know come and gone and then we're ready to roll
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  so now moving forward we have all the information
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  we have all the marketing
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  we have all that we have the data to show that we could
• 13:09
  maybe have a price reduction
• 13:10
  and then what do we do we rinse and repeat right
• 13:14
  and as you know
• 13:15
  this is an absolutely massive opportunity
• 13:18
  for you to relaunch the listing
• 13:20
  to really get some momentum
• 13:22
  make sure you're not dropping the price
• 13:23
  on a holiday weekend or
• 13:25
  you know on a
• 13:26
  on a Saturday or Sunday
• 13:27
  when the weekend's already there
• 13:28
  because then by the next weekend
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  when people are starting to look at homes
• 13:32
  depending on your market then it's been
• 13:33
  you know reduced for 5
• 13:34
  6 days
• 13:35
  and that's just more negativity around your listing
• 13:38
  so study your market
• 13:39
  and know those metrics of when people are looking
• 13:42
  and what we should do to you know
• 13:44
  best take advantage of the price reduction
• 13:48
  maybe it's another open house
• 13:49
  maybe it's more content
• 13:50
  maybe it's repurposing the other content right
• 13:53
  you spent the money on it
• 13:54
  you've done it you have the content
• 13:56
  maybe we repurpose it put it back out there
• 13:58
  give it another spin and see what goes on
• 14:00
  attached price reduced you know best deal in town
• 14:03
  whatever that is
• 14:04
  and we have a little bit more momentum as we go
• 14:07
  so I hope that this really helps you understand
• 14:11
  exactly what we're trying to do
• 14:13
  when it comes to actually leveraging the listing right
• 14:17
  actually leveraging exactly what we're looking to do
• 14:21
  so that we're good to go right
• 14:23
  and if you want to have success in 2026
• 14:26
  this is my 2026 success track
• 14:29
  and I am coming at you next week
• 14:31
  with a video that's called
• 14:33
  Stop Checking in the Sphere Strategy for 2026
• 14:37
  something that you guys all know
• 14:38
  I've built my business on
• 14:39
  completely in sphere of influence
• 14:41
  we're gonna talk about how to get listing leads
• 14:43
  we're gonna talk about how to um
• 14:46
  understand that we need to bring value at every step
• 14:49
  and I have a
• 14:50
  a tool that I've talked about before on this channel
• 14:53
  that is absolutely a No.
• 14:55
  1 reason for success in my business
• 14:57
  and I'm gonna talk about that very shortly
• 15:00
  but ultimately we need to have a different attitude
• 15:03
  around sphere of influence
• 15:04
  just like we have to have a different attitude
• 15:07
  around our listings that we talked about today
• 15:09
  so like comment
• 15:10
  subscribe
• 15:11
  catch next week's video and we'll see you next time
• 15:14
  if you ever need anything at all
• 15:16
  you can always book a Realtor game plan
• 15:17
  call with me below we'll see you then bye bye