One of the most common traps agents fall into is spending too much time on a single listing, often at the cost of momentum, energy, and other opportunities. But as Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions, explains, the solution isn’t to cut corners—it’s to
create structure, set expectations early, and work with serious sellers.
Start With Seller Motivation and Exclusivity
The foundation of an efficient campaign starts before the campaign begins. Adrian stresses that agents must assess seller motivation at the time of listing. If the vendor is not genuinely motivated to sell, there’s a higher chance the campaign will drag on, creating frustration for both the seller and the agent.
Just as critical is ensuring the listing is exclusive—whether it’s an auction, private treaty, or off-market strategy. Without exclusivity, there’s a risk of:
- Conflicting advice reaching the vendor from multiple agents
- Mixed messaging in the market
- Reduced buyer urgency and overall campaign effectiveness
Exclusivity ensures you’re in control of the process and that the property’s marketing and negotiation strategy remains clear and unified.
Structure Your Vendor Communication
Another reason agents can become bogged down in a listing is due to inefficient communication. When sellers are unsure of what’s happening, they may become anxious, start questioning their agent’s efforts, and prolong decision-making.
Adrian recommends a structured communication plan:
- Face-to-face meetings every week – These create transparency and trust, and allow you to manage expectations and discuss buyer feedback clearly.
- Written vendor reports twice per week – A brief but professional summary of interest levels, enquiries, feedback, and campaign activity.
- Daily touch points (phone or text) – Even a short update helps prevent the vendor from overthinking or second-guessing the process.
When vendors feel informed and confident, they’re more likely to act decisively when a strong offer is presented.
Shorter Days on Market Doesn’t Mean Underselling
A common misconception is that if a property sells quickly, it must have been undersold. But Adrian makes it clear: a fast sale is not always a discount sale.
Just because a listing only lasts seven days doesn’t mean the buyer only started looking seven days ago. In reality, that buyer could have been searching for seven months.
The real measure of success is whether the property sells for a premium price, not how long it stays on the market. By having qualified, ready-to-act buyers in your database, combined with a strong launch strategy, premium results can still be achieved swiftly.
The Outcome of Strong Vendor Management
When a vendor has confidence in your advice—because they’ve seen the effort, received the feedback, and been guided professionally—they’re far more likely to:
- Accept a well-qualified offer without hesitation
- Trust your pricing recommendations
- Avoid the emotional fatigue that comes from a long, drawn-out campaign
Your recommendation, when made from a place of knowledge, effort, integrity, and professionalism, holds far more weight when you’ve kept them fully informed throughout.
Avoiding overservicing doesn’t mean doing less, it means being more structured, more strategic, and more proactive.
By ensuring strong seller motivation, exclusive agency, and a clear communication plan, agents can avoid becoming tied down by a single listing and still deliver an exceptional result.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.