In a buyer's market, many properties won't sell in the first 3 weeks. In fact, many listings will take 60, or even 90 days to sell. Some will take 6+ months!

During that time on market you and your vendors will overcome various challenges: crashed offers, building inspection issues, consent problems, lack of buyer interest, over-pricing.

Eventually, if you work hard enough, you will reach a point where your listing is priced at an attractive level, and potential selling hurdles have been dealt with or appropriately disclosed. Unfortunately, by the time you get to this point, all the buyers have disappeared. The initial rush of interest has subsided and the property has now been on the market so long that buyers think their must be something majorly wrong.

The challenge is, most salespeople don't have a strategy to overcome this lack of interest, aside from updating the price online and hoping for the best.

Links mentioned:

The secret to success in a buyer's market

How to write property adverts that work

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