In the latest episode of Leaders are Sh*t, Real Estate Magazine Publisher Andrew Fogliato and Edmonton team leader Taylor Hack explain how top real estate agents keep their composure when a listing stalls. The discussion focuses on diagnosis over emotion, clear communication with the customer, and turning a quiet mention into a moment of leadership.
1. Diagnose, don’t panic
When listings don’t move, most agents start guessing. They blame the market, the buyers or the customers. Professionals take a step back and look at data.
Hack explains that the success of any listing depends on three things:
- Price – Does the value match what today’s buyers expect?
- Show experience – Does the home feel good when someone walks through it?
- Awareness – Do enough people even see the house?
By objectively assessing these factors, agents remove the emotion and focus on what the market is telling them. As they put it on the show, “A slow mention isn’t a failure. It’s feedback.”
2. Ask the right questions
Many agents collect superficial feedback that is not helpful. Hack outlines a better system built around three questions:
- How did your show go?
- Did your customers like it?
- Would you consider this property in your client’s top three?
These questions quickly make it clear whether it concerns price, presentation or marketing. If a listing is consistently in the “top three” but receives no offers, there is a timing problem. If it never makes the top three, it’s a price problem. This approach gives agents clarity instead of frustration.
3. Treat price changes as marketing
As a result, price adjustments are seen as a marketing tool rather than a sign of failure. Each price point attracts a different group of buyers, like individual pools in a flow. If you go from $600,000 to $575,000, you could be reaching a whole new audience.
Most agents view price changes as losing, but it’s really about moving your bait in the water.
When positioned in this way, a price change becomes part of a strategy and not a reaction.
4. Keep salespeople engaged
When sellers withdraw, listings quietly disappear. Hack shares a system that keeps communication consistent and proactive:
- List on Thursdays to maximize weekend exposure.
- Send BombBomb video updates every Tuesday with a summary of impressions, competition and market shifts.
- Always send updates to both decision makers to avoid mixed messages.
These updates build trust and keep sellers grounded in the process rather than reacting emotionally.
5. Guide through the slow moments
When offers don’t sell, it’s easy to lose confidence. The best real estate agents turn these moments into a testament to their professionalism. They rely on evidence, not excuses. They guide clients through difficult conversations without losing confidence.
As Hack says in the episode, “Selling real estate isn’t about avoiding difficult conversations. It’s about mastering them.”
Watch the full episode
The full one Leads are sh*The episode goes into more detail about:
- How to prepare customers for price changes before they happen
- Why agents with 4.9 stars outperform “perfect” agents
- How to turn a slow listing into a referral opportunity
Watch it on YouTube and see how calm, confident brokers turn silence into strategy.
Watch the full episode below:
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