Podcast Summary: Your Daily Real Estate Podcast with Tristan Ahumada

Episode 777: Why Listings Fail After the Sign Goes Up
Date: January 15, 2026
Host: Tristan Ahumada

Overview of the Episode

In this episode, Tristan Ahumada dives into the real reason why real estate listings fail after the “for sale” sign goes up. He emphasizes that maintaining the listing and the client relationship comes down to outstanding communication and managing seller expectations—not simply marketing or showing the property. Drawing from over 20 years of real estate experience, Tristan shares practical strategies for keeping sellers engaged, grounded, and confident throughout the sales process, particularly during the emotionally challenging periods after a property goes live.

Key Discussion Points & Insights

1. The Real Work Starts After Listing Goes Live

• Audition vs. Relationship: The listing appointment is just the audition; real trust (and referrals) or disappointment is built in the quiet period after the sign goes up.
  • Quote (00:10):

    "The real relationship... is built in the silence after the sign goes up. That's when sellers start refreshing Zillow at midnight."

• Communication is Key: Agents who retain listings aren’t necessarily better sellers, but they are better communicators and process managers.

2. Setting Seller Expectations Upfront

• Prepare for the Emotional Roller Coaster: Sellers need to know, before the first showing, how unpredictable and emotional the process can be.
  • Quote (01:10):

    "Set reality early. We're going to get showings. Some buyers will love it. Some will leave in eight minutes without a word. And some feedback will be useless."

• Remind about Seller’s Role: Keeping the house show-ready and resisting the urge to obsess over the MLS.
  • Example Seller Job List (03:05):

    "Fresh flowers, lights on, comfortable temperature and out the door 15 minutes early. I'll handle everything else."

3. Handling Feedback Constructively

• Don’t Just Forward—Interpret: Act as an advisor, not a messenger. Feedback should be filtered, translated, and only actionable points delivered.
  • Quote (04:50):

    "Filter before you forward. Don't auto forward. Please don't do that. Don't be lazy."

• Regulate Emotions: Control the narrative and protect sellers from emotional whiplash triggered by irrelevant or unhelpful feedback.
  • Quote (06:05):

    "A buyer who spent nine minutes and said 'not for us' isn't useful. In fact, that just makes the seller angry, sad. Hurts their feelings."

• Actionable Example:

  "Two of the three showings mentioned the kitchen. That tells us buyers at this price are comparing us to updated homes."

4. Managing the “Silence” and Regular Updates

• Weekly Communication Rhythm: Proactively update sellers even when nothing significant is happening. Prevents anxiety and “Any news?” texts.
  • Quote (10:30):

    "Sellers don't just want updates when something happens. They want to know you're paying attention."

• Suggested Schedule:
  • Monday: Call or text after weekend showings.
  • Wednesday: Email status update.
  • Friday: Quick text with feedback or market info.

5. Normalizing Market Fluctuations and Keeping Sellers Grounded

• Prepare for Slow Periods: Let sellers know the initial rush slows down and that this is entirely normal.
  • Quote (13:05):

    "The first two weeks are our biggest window... after the traffic naturally slows. It doesn't mean something is wrong."

• Proactive Conversations About Pricing and Strategy: Don’t wait for the client to ask tough questions; bring up activity, feedback, and pricing choices before frustration builds.
  • Quote (15:30):

    "If three weeks pass with minimal or no activity, don't wait for them to bring it up. You bring it up."

• Acknowledge Seller Emotions: Validate the stress and sensitivity of the process—strangers criticizing the home where they raised their family is hard.
  • Quote (16:40):

    "They raised their kids in this house. And now strangers are criticizing their countertops. Acknowledge it. Just acknowledge it."

• Returning to Sellers' Goals: Remind them why they’re selling and celebrate little victories along the way.

6. Why Communication Wins Listings

• Retaining Relationships: Clients often stick with the agent who communicates regularly, even during challenges, rather than the one who seems silent when the market slows.
  • Shared anecdote: Expired listings often cite "great communication" as the reason for loyalty to their agent.

Notable Quotes & Memorable Moments

• On Emotional Preparedness (01:25):

  "They're not living what you and I are living... Your only job is to just give them a job to do. That's it."

• On Filtering Feedback (06:35):

  "Shield them from the absurd. The ceilings feel low... I don't like the neighbor's fence. Now, don't pass this along. Like, who cares?"

• On the Importance of Communication (10:45):

  "If you don't set the expectations, they're going to set them for you. And that's not good because it's going to drive you crazy. And more importantly, it's going to drive them nuts."

• On Honest, Early Conversations (15:35):

  "Is it uncomfortable? Hell, yeah, it's uncomfortable, but it's less uncomfortable if you've built up to this by having communication the whole time."

• On Seller Emotions (16:50):

  "People in your space waiting for the news, the uncertainty. I'm not just watching numbers. I'm paying attention to you."

Timestamps for Important Segments

• 00:00-01:00 – The real work after listing: building the relationship in the “silence”
• 01:00-03:30 – Setting reality and expectations immediately after “go live”
• 03:30-05:30 – Assigning the seller a meaningful role
• 05:30-08:00 – Filtering and translating feedback to protect the relationship
• 08:00-10:30 – Handling the emotional rollercoaster; regular communication beats silence
• 10:30-13:30 – Communication rhythm and keeping the seller informed proactively
• 13:30-15:30 – Addressing slow activity and discussing pricing/strategy before it becomes an issue
• 15:30-18:00 – Emotional validation, remembering goals, celebrating small wins

Tone & Takeaways

• Practical, empathetic, and honest: Tristan blends tough love with relatable anecdotes and direct advice.
• Main Lesson: Listings don’t fail because of bad marketing; they fail when agents drop the ball on communication and expectation management. Stay present, stay vocal, and stay supportive.

Final Thought

Tristan’s guide for agents is simple but critical: consistent, clear, and compassionate communication is the difference between a failed and a successful listing—and ultimately, a career built on referrals and lasting relationships.