What Do More Delisted Homes Mean for Your Business?

By Andre Liscinsky

With over a decade of customer service experience, Andre Liscinsky has established himself as a reputable real estate agent in Atlanta, known for his honesty, trustworthiness, and exceptional communication skills.

Have you noticed more homes disappearing from the market without selling? You’re not alone. In December alone, nearly 73,000 homes were delisted, a 64% increase from last year.

As agents, this shift in the market presents both challenges and opportunities—but only if you know how to navigate it. Today, I’m breaking down what’s happening, how to communicate this with your clients, and how to position yourself as the go-to expert in your market.

The headlines are saying that more homes are available, but sales just hit a 30-year low—so what’s really going on? As someone with years of real estate experience, I’ve built my business on market expertise and guiding agents through shifting conditions. Knowledge is power in this market, and the agents who master the narrative will be the ones who thrive. Let’s go over the three key insights you need to understand and communicate to your clients to win in this market.

1. Sellers are holding out. Despite less buyer demand, many sellers don’t want to lower their prices, so they’re pulling listings and waiting for a better market. Our job is to help them understand that waiting isn’t always the best strategy. Remind your sellers that more inventory is coming in spring, meaning more competition. Plus, while buyers are seeing price cuts right now, that means the longer they wait, the less they might receive for their home. At the end of the day, life events are still driving sales—job relocations, family changes, and financial shifts won’t wait for ‘perfect timing.’ As a final tip, I recommend you lead with data. Show your sellers days on market trends, pricing shifts, and real buyer demand. Position yourself as their expert advisor, not just their listing agent.

2. Buyers are hesitant. We all know mortgage rates have buyers second-guessing their moves. As a professional, it’s your job to educate your clients on the market. For example, the slower market means buyers can get more concessions, like rate buydowns, closing cost coverage, and price reductions. Inventory is also increasing, which means less competition for homes. Next, remind them that even though rates are high, they can always refinance later when they come down. Work closely with lenders to structure creative financing solutions and make sure your buyers know their options.

3. Position yourself as the market expert. This market is separating the agents who react from the agents who lead. If you want to attract more business and build long-term trust, now is the time to go all-in on education-based marketing. Create content like videos, emails, and social posts breaking down market trends. Host buyer & seller Q&A sessions that help them understand how to navigate the market. You need to stay consistent with this—the agents who show up daily are the ones who dominate when the market rebounds. Your clients need to hear from YOU—not just the headlines.

If you’re an agent who wants to learn how to dominate in any market, let’s connect. I’m always looking to partner with driven agents who want to sharpen their skills, grow their business, and take their career to the next level.