#669: Crack the Code: Why Your Listings Aren’t Selling (And How to Fix It)

Episode Overview:

In this no-fluff episode, John Kitchens, Jay Kinder, and Al Stasek break down the biggest market and industry shifts real estate pros must understand right now to stay relevant and win.

From navigating rising inventory and pricing homes right to eXp’s bold play for consumer transparency, this conversation arms agents and team leaders with real-world insights, battle-tested scripts, and tools to beat the “walled garden” model that’s threatening agent relevance.

Plus: the launch of the Honey Badger Legacy Line and the return of Honey Badger of the Month—an award recognizing agents who embody resilience, grit, and relentless pursuit of growth.

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Key Takeaways:

Market Update: Inventory Rises, Pricing Gets Real

• Homes still sell fast—but only if priced on the button

• Buyers are more selective; sellers are no longer calling all the shots

• Multiple offers are happening, but fewer in number

Positioning = Everything

• Authority + trust = pricing power

• Educated sellers are more likely to price correctly and listen

• Agents must re-learn how to establish expert status before talking strategy

eXp’s Seller Advisory Form Is a Game-Changer

• A tool to educate sellers on the risks of private listings and reduced exposure

• Helps agents explain the real downside of Compass-style “office exclusives”

• It’s open source—available to all agents, regardless of brokerage

Scriptable Insight: Why Pocket Listings Hurt the Seller

• “Do you believe in supply and demand? Then why would you limit your exposure to 2% of the market?”

• Preemptive strikes win listings—educate the seller before the competition shows up

• Use data to show the advantage of public portal exposure (Zillow views, saves, shares)

The Return of Honey Badger of the Month

• Recognizing agents who’ve shown perseverance, grit, and resourcefulness

• Nominations now open at HoneyBadgerNation.com

Legacy Line Merch Drop

• All-new, upgraded hoodies, hats, and notebooks now available

• Higher quality. Limited drop. Show your Honey Badger pride.

• Shop the collection →

 

Bonus Concepts:

• Why expired listings are often caused by poor agent pricing systems

• When to walk away from an unrealistic seller (and how to position yourself as their next agent)

• How to frame “exposure” as a value proposition in listing presentations

• The one data point that sellers always misinterpret—Days on Market
  
  

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Resources Mentioned:

• eXpToolkit.com – Download the Seller Advisory Form

• Inman & BAM articles on market shifts and industry updates

• Zillow data on views, saves, and pricing correlation

• HoneyBadgerNation.com – Nominate a Honey Badger of the Month & grab merch

• KCM (Keeping Current Matters) and Altos Research Reports for pricing insights

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“You’re either in it, just got out of it, or it’s on the way. That’s life. Honey Badgers don’t stop. They push through.” – John Kitchens

 

Connect with Us:

• Instagram: @johnkitchenscoach
• LinkedIn: @johnkitchenscoach
• Facebook: @johnkitchenscoach

 

If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥