{"id":3524,"date":"2022-09-23T19:40:49","date_gmt":"2022-09-23T19:40:49","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2022\/09\/23\/as-listings-dry-up-agents-across-america-dig-through-their-crms\/"},"modified":"2025-03-13T02:47:02","modified_gmt":"2025-03-13T02:47:02","slug":"as-listings-dry-up-agents-across-america-dig-through-their-crms","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2022\/09\/23\/as-listings-dry-up-agents-across-america-dig-through-their-crms\/","title":{"rendered":"As listings dry up, agents across America dig through their CRMs"},"content":{"rendered":"\n
\"1200x675_no-new-listings\"<\/figure>\n\n\n\n

Listing inventory is finally returning to the white sand beaches of Destin, Florida. But perhaps not in the form the fishing hotspot\u2019s real estate agents would prefer. <\/p>\n\n\n\n

With mortgage rates marching toward 7% and home prices still higher than they were this time last year, homes simply aren\u2019t selling as quickly as they used to (or selling at all). Inventory is getting stale<\/a>, and you won\u2019t find a lot of new entrants. <\/p>\n\n\n\n

More and more sellers are only listing their homes because they absolutely have to<\/em>, said Jordan Dennis, a Century 21 agent in Florida\u2019s panhandle.<\/p>\n\n\n\n

As anxiety sets in among prospective sellers and agents, the number of new listings hitting the market has sunk to new lows. During the four-week period ending September 18, the number of new listings across the country was down 20% from a year ago, according to Redfin<\/strong>. It\u2019s the largest yearly decline since May 2020, when lockdowns froze the housing market in place.<\/p>\n\n\n\n

 <\/p>\n\n\n\n

With sellers there is a feeling of being late to the party and that the conditions are unfair, and they wish they should have made the decision to list earlier.<\/p>Mike Wood, a re\/max agent in reno, Nevada<\/cite><\/blockquote><\/figure>\n\n\n\n

To boot, the inventory of existing homes for sales dropped<\/a> 1.5% in August from the prior month to 1.28 million homes, according to the latest report from the National Association of Realtors<\/strong>.  <\/p>\n\n\n\n

\u201cThe plunge in new listings is hindering growth in housing supply, which is keeping home prices relatively high even though the market is slowing down,\u201d Taylor Marr, Redfin\u2019s deputy chief economist, said in a statement. Housing supply would normally rise during a downturn, Marr noted.<\/p>\n\n\n\n

FOMO (fear of missing out) and cheap debt, which drove record activity during the boom years, has been replaced by FOBATT (fear of buying at the top) and expensive financing, which has paralyzed the housing market.<\/p>\n\n\n\n

\u201cWith sellers there is a feeling of being late to the party and that the conditions are unfair, and they wish they should have made the decision to list earlier,\u201d said Mike Wood, a Reno, Nevada-based RE\/MAX<\/strong> agent.<\/p>\n\n\n\n

\u201cMany sellers are reluctant to sell because they don’t know where they are going to move,\u201d said Michael Nourmand, the president of brokerage Nourmand & Associates<\/strong>. \u201cIn addition, their annual property tax would increase if they buy a more expensive home and they’ve locked in a low interest rate so their monthly payments will increase with their new loan.\u201d<\/p>\n\n\n\n

Roughly 85% of U.S. homeowners with mortgages have a mortgage interest rate below the current level of 6%. And more than two-thirds have a mortgage under 5%. <\/p>\n\n\n\n

I\u2019ve been telling sellers to be prepared to not even see anything \u2013 if we are lucky \u2013 until 14 days. <\/p>Megan Lowe, a Reno-based Chase International Real Estate agent<\/cite><\/blockquote><\/figure>\n\n\n\n

With the Federal Reserve<\/strong> increasing the federal funds rate by 75 basis points<\/a> this week and additional future hikes forecasted, mortgage rates<\/a> are expected to continue rising, potentially into the 7% range. Homeowners will be further disincentivized from selling, and the purchasing power of buyers will erode further. <\/p>\n\n\n\n

In such a brutal environment, sell-side agents say the key to successfully handling a listing is managing seller expectations.<\/p>\n\n\n\n

\u201cYou have to be really transparent and show them the numbers and show them how much it has changed,\u201d Megan Lowe, a Reno-based Chase International Real Estate<\/strong> agent, said. \u201cI\u2019ve been telling sellers to be prepared to not even see anything \u2013 if we are lucky \u2013 until 14 days. As far as seeing an offer, it has been consistently within that 14 to 18 day time frame. But we aren\u2019t getting 20 showings on the first day anymore, at most we are seeing four or five showings within a week or so.\u201d<\/p>\n\n\n\n

If my sellers are willing, I am recommending that they come in on the lower end of what has been sold in the past three months.<\/p>Christina Ward, a Boise, Idaho-based Keller Williams <\/strong>agent<\/cite><\/blockquote><\/figure>\n\n\n\n

For Dennis, these longer time horizons have meant listing properties much sooner than he would have previously.<\/p>\n\n\n\n

\u201cLess than a year ago you could put a listing up and the next day it would be under agreement, but now things are slower, and we are listing way ahead of schedule,\u201d he said.<\/p>\n\n\n\n

As always, pricing is key. Sellers who witnessed neighbors selling homes for top dollar in recent years are reluctant to list at a discount, even if the market has turned, agents said.<\/p>\n\n\n\n

\u201cIf my sellers are willing, I am recommending that they come in on the lower end of what has been sold in the past three months and then also looking at what is on the market now and pricing accordingly,\u201d said Christina Ward, a Boise, Idaho-based Keller Williams <\/strong>agent. \u201cWe are still in an appreciating market, it is just appreciating slower than last year.\u201d<\/p>\n\n\n\n

Despite the market slowdown, agents said that it is still a decent time to list. That messaging to prospective sellers is important.<\/p>\n\n\n\n

\u201cThere is a fear that the market is going to crash and that isn\u2019t the case. What is happening is that everything is becoming normal again,\u201d Dennis said. \u201cIt reminds me of how it was five years ago. There is inventory and there is no lack of buyers, agents just need to go out and find them.\u201d<\/p>\n\n\n\n

Los Angeles-based Nourmand added: \u201cAgents need to spend more time prospecting. For most seasoned agents, this means spending more time working your sphere of influence. For newer agents, this equates to putting in more hours doing things like sitting open houses, door knocking, and cold calling.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

As mortgage rates rise into the 7s and buyer demand cools, sellers are becoming more reluctant to list. Here’s how agents are responding.<\/p>\n","protected":false},"author":34740,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[1760],"class_list":["post-3524","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nAs listings dry up, agents across America dig through their CRMs - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"As mortgage rates rise into the 7s and buyer demand cools, sellers are becoming more reluctant to list. 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